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Rooted In Revenue


Revenue and sales driven by marketing, sales skills and events.

Revenue and sales driven by marketing, sales skills and events.


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Revenue and sales driven by marketing, sales skills and events.




The Importance of a Playbook and Just Sitting for 30 Days

Too many times a new CMO or CRO takes a position in a company and immediately wants to make changes without really observing to see what has been working, experience the company culture and getting to know the team. Jeanne Hopkins has been a CMO or CRO for many notable companies, including HubSpot, Ipswitch, Continuum, and currently She knows the people are the greatest asset a company. In this episode Jeanne talks with Susan about her playbook and how important it is for it to...


You will make more money, work fewer hours, and have less stress - Todd Duncan promises you this.

Sales Managers and Leaders - you need to get your sales teams up 3x. Susan Finch's guest is Todd Duncan. A great place to start is with his golden nugget of a tip. At the end of each hour at the 55-minute rule. In the last 5 minutes of every hour, review what you did in the last hour. What was productive? What worked? What didn't work? If you simply start with this ONE tip, you'll be on your way to working much smarter in the following hours. Waiting until the week's end, or the month's end...


Transactional vs. Lifetime Customers - which do you cultivate?

If you are in sales, you'd better know if you are transactional-focused or lifetime-focused when it comes to how you approach prospects and customers. There is no wrong version, but you need to know which you are. Your sales manager needs to know which you are too. That deep honesty will allow you to play to your strengths. The theme of this episode is two-fold - being in awe of the fantastic things people you encounter do and who they are, and knowing yourself to the core. If you don't like...


Kindness in Your Culture for Reputation, Recruitment, and Retention

It’s been proven that kindness in the workplace has a stunning ROI. Kindness decreases stress, reduces employee burnout, and builds increasing levels of happiness and satisfaction in the workplace. Susan's guest is author Linda Cohen. They visit about the simplicity of transforming your business to incorporate kindness as a method of recruitment, retention, reputation without spending a lot of money. Her ideas are so simple you can start them today. Imagine a company culture where employees...


The Role of the Conductor in B2B Leadership

Christopher Lochhead wrote a book called Play Bigger. He was the CMO of Mercury Interactive and a couple of other real high-flying Silicon Valley startups and just an awesome guy. But he has a saying. He likes to say, "Thinking about thinking is the most important thinking you do. A lot of what we're talking about is stepping back because it's so easy to default to, Hey, I just raised my Series A; I'm in MarTech, let's go get somebody out of drift or let's go get a sale. Let's go find...


The Two-Way Interview with Mark Donnigan

Mark Donnigan from Growth Stage Marketing says, "It's important that a professional team work together and all the executives should be rowing in the same direction and all these kind of truisms, which are all true but there are some very profound implications to how we market and how we sell, which gets wrapped up in go to market as a result of the fragmented buyer's journey that we are in today." He also reminds us, "think about how you talk about yourself, how you talk about what you do....


Correcting the Disconnect in Your Customer Service

If someone is completing a form, you never want your customer to take any action that they don't know what's next for them. They need to know what's next and how long it will take. This is just one tip from Sonia Portwood and Virginia Robbins from PCBB. Customer service can make or break your business. Look at everything that you do from the point of view of your customers and you can't go wrong. Virginia reminds us to be brave when a customer leaves. Pick up the phone and ask what happened...


Vetting Your Network Security Vendor and Locking It Down.

What are the questions you should ask before you select a network security advisor? What should you ask yourself? What are your accessibility needs? Be sure to include the factor of your team's cell phones. How secure are they? The simple requirement for facial recognition to login can save headaches and disasters. Listen to this short episode walking through the logic and some actionable tips.


Time for Security Review to Continue #WFH or Hybrid

When we all were sent home suddenly, not everything was ready for this transition, including the security of the workspace we were cobbling together at home, in closets, on kitchen tables, our cars, coffee shops. Many companies have continued to evolve policies, purchase equipment for those working remotely. But many haven't been able to. This episode will help those companies start that thought process and catch up. Michael says, "Treat your remote and home network the same way you would...


What you need to know before going after an International or Global Market

Today, I am interviewing Craig Ostbo. I met Craig because Nina Hambleton, who was on our team, everybody loves Nina. She said, "You need to interview my professor because he's the real deal. And he knows everything about international marketing and has so much passion and joy for this." From a touring musician to the perfect timing getting into the natural, the organic, and sustainable world of products, and taking clients brands global is the story he's telling us today. He's also shared...


What if the old audience is still enjoyable, but not as profitable?

"I understand that your clients are your gold, and I'm not going to do anything to tarnish that." Doug C. Who is your ideal client? do not be afraid to truthfully state it. Everyone is not our client. Dream it! You are not being ungrateful grabbing all the crumbs. Free up your time, free up your effort. What do you want your income level to be? Is that enough? It may be fine, everyone has their own level of gratification. ----more---- Some of us base it on time, not money. Why not have it...


No lead should be ignored, but not all leads should be sold to.

Continuing our discussions with Ledge on ways to quickly jump start your sales team, and ultimately your company's revenue and joy he tackles good vs bad leads and why they all need to be addressed. He says, "From the funnel standpoint, you can use some automation for that, but ultimately make sure you have sales and marketing work together on a human look at the discernment in your funnel. Is this a fit? Why is it not a fit? If it's not a fit are there any flags that I can indicate ahead of...


Keeping Your Event Attendees Engaged and Wanting More

Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. This episode of Rooted in Revenue first appeared on SLMA Radio. Susan Finch interviews Scott to talk about adjusting, the value of performers to help...


Tucking Away Emotion to Build Your Invincible Brand

Until you address the emotion in a volatile situation with compassion and respect, you will not diffuse a situation and may do more damage raising the intensity to a blistering crescendo. This is the continuing conversation that started a couple of weeks ago with Melissa Agnes. In this episode, we deep dive into one aspect of our response to a crisis, confrontation, and conflict as our brands and key people are bombarded with heavy emotion. ----more---- Some of what is covered is how to...


Crisis Readiness Equals Freedom - 3 Steps

When I think of peace of mind in business, it comes from being prepared for the expected, as well as the unexpected. It's not all sparkle ponies, unicorns and laughter. Bad stuff happens. What we do to respond in those moments as leaders and team members can change the course of a company and set into motion a chain reaction of positive outcomes or a Coyote/Roadrunner death spiral into dust. A bit dramatic I know, but I wanted you to have a visual as I introduce you to an expert in crisis...


Generate Revenue From All of Your Passions

Susan's guest is Richard Moore. Not only is he a successful architect, but he's a graphic artist and product designer. Richard talks about the unexpected lessons learned when he started mass producing products. With over 100 SKUs, he's been able to successfully refine the process. The first step, hiring someone specifically to manage the production process. They met through a Kickstarter program several years ago launching their Chimeras through Walrus Toys. ----more---- When Susan asked...


Get out of your way and create a successful business.

My guest today is Corinne McCormack for part two of the interview we did a couple of weeks ago about how to build a multimillion-dollar business. Yes, you can, and she has some final tips, advice, and strategies for you in this episode you don't want to miss. Here we go. I'm here with Corinne McCormack, and we have had some great interviews recently and there were a couple of topics though that I wanted to cover with her. Corinne, are you open, let's tackle those last two topics that we...


Corinne McCormack - How to launch a multi-million dollar business.

This is the first part of an interview with author, entrepreneur, inventor, speaker - Corinne McCormack. My guest today is author, consultant, seasoned executive, and entrepreneur, Corinne McCormack. We are here today to talk about her new book, From Living Room to Boardroom: How I Launched and Sold a Multi-million Dollar Business. I have it and I love this book. Before I wanted to interview her I said, "Hey, I need your book so that I can read through, get a few chapters under my belt." I...


Typos on your site can cost you money - tips to fix it.

Karen and Susan cover where the typos are and how it can affect your credibility and make it more difficult for your sales team to build confidence with prospects. Listen to the full episode to get examples, details and an action list. Susan's List of task reminders to keep it current. Karen's secret tool to help you find the typos fast. Check your own site for links to internal PDF files, videos on a YouTube channel, too - those change over time, especially since people are converting...


Online Reviews - why you need them, where to find them and how to respond.

This lively visit with real estate agent, Kristina Smallhorn applies to all businesses who need and receive reviews. The video version linked in the bottom will have some how to tips, too. Business reviews are not just for B2C and brick and mortar. ALL businesses need reviews in the right places where their potential clients go when considering them as as solution. This, along with what their colleagues and friends recommend play the biggest role in decision making before they even contact...