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United States

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Podcasts

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English


Episodes

Generate Revenue From All of Your Passions

8/28/2019
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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. When Susan asked Richard how he...

Duration:00:25:00

Get out of your way and create a successful business.

8/13/2019
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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...

Duration:00:13:29

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

7/29/2019
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This is the first part of an interview with author, entrepreneur, inventor, speaker - Corinne McCormack. Susan Finch: Hello, everyone. Susan Finch here, the host for Rooted In Revenue, and also a co-producer at funnelradio.com. 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....

Duration:00:28:57

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

3/20/2019
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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...

Duration:00:22:45

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

3/1/2019
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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...

Duration:00:33:50

Which comes first - the why or the how in the first presentation?

2/13/2019
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Susan welcomes back author and impact training expert, Amy Franko, as a follow up to the book launch episode for The Modern Seller. Update on her book, wildly successful launch propelled her into the number one position for Kindle downloads in the category of Sales Techniques. We've continued to follow her tips, posts, appearances and the topic of The Why and the How came up. Her blog post titled, "What Distinguishes a Standout Seller?" led to this interview. There is not one answer, but...

Duration:00:22:14

When your voice drives the sale away before it started.

1/14/2019
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Take a breath. Really, take a deep breath before you pick up the phone. While you're at it raise your arms, lower your shoulders, sit up straight, smile then make that call, walk into the meeting, take the stage. Speech patterns and bad habits can tune your audience out, even an audience of one, before you get further than your introduction. This will cost you revenue and waste everyone's time. Take tips from voice and dialect coach, Susan E. Finch. This show should have been a video - it...

Duration:00:27:01

When to outsource sales training to jump start growth.

1/7/2019
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Hey CMOs, CEOs how do you have your SDRs embrace an external group of SDRs to train your existing team on how to secure that first meeting and take it to conversion? Our guest is Whitney Marshall, Co-Founder of Qualified Meetings. Their goal is to operate as an extension of your sales team – our only goal is to convert highly qualified opportunities that meet both of our standards. Why wouldn't you invest in a proven process and full-service program that will predictably grow your...

Duration:00:24:27

Decision Makers Have Disabilities.

12/10/2018
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Teresa Huber and Susan Finch talk about the importance of an ADA compliant website. When most marketing departments think of disabilities and ADA compliance, they think about blind people, those in wheelchairs and more obvious issues. Don't forget about those with dyslexia, those who are color blind, hearing disabled. You may not realize how much of your buyer personas include people with a variety of disabilities. Why would you want to exclude them from viewing your site, doing research...

Duration:00:23:00

5 Tips to Whale Hunting for Global Accounts

12/4/2018
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Author, Barbara Weaver Smith joins Susan Dec. 6 for this episode (listen live on this site at the right). Her first book, Whale Hunting, exposed us to how to succeed in landing larger accounts. Whale Hunting provides your B2B company with a clear, step-based model for successfully finding, landing, and harvesting whale-size accounts–the kinds of accounts that transform your business. It can mean the difference between merely surviving and thriving spectacularly. But you have to be smart and...

Duration:00:24:53

Selling to Healthcare & Hospitals - you need to be able to understand all the terms.

11/20/2018
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My guest is Heather Williams, the Vice President of Business Development at Strategic Dynamics, Inc. Heather helps organizations sell more effectively to their customers . She works with several healthcare companies but also works with other industries as well including finance. Heather works with senior level executives and HR to ensure organizations are hiring the right talent for all positions. Today we are discussing her book, “Selling to Hospitals & Healthcare Organizations. To sell...

Duration:00:23:21

Sales Engagement to Enable the Buyer = Buyer Enablement

11/6/2018
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What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement? The sales people need to see how the buyers are responding to what they are doing. What do buyers really want from salespeople? Well, we're not doing a very good job of getting them what they truly want. If we're going to enable our salespeople, we need to ENABLE them to help the buyer. If they can't, we are failing at Sales Enablement. The old sales training techniques no longer work. The role of the...

Duration:00:26:37

What is The Modern Seller and Why You Need to Become One.

10/30/2018
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Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. People are saying about the book: “Amy has nailed it with The Modern Seller. This is exactly the mindset, skills, and agility sales professionals need to succeed and thrive in this fast-evolving selling environment. Our team is striving to make this transition right now. We see it as critical to our...

Duration:00:20:04

The Seller's Challenge - Gatekeepers, concerns vs. objections.

10/29/2018
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If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. Points covered include: Get the book on Amazon: https://amzn.to/2LJ057j and in bookstores Reach Tom Williams: TWilliams@StrategicDynamicsFirm.com, LinkedIn www.strategicdynamicsfirm.com and Thomas...

Duration:00:22:06

The Seller's Challenge

10/23/2018
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This is a two part interview about the book by Tom Willliams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. In this first half I asked them about several chapters and key points of the book. 1. What was the genesis for the book? How did it evolve? 2. What is stakeholder mapping and why is it important? 3. You wrote an entire chapter on status quo. Why? 4. What role in sales training should...

Duration:00:17:57

You asked for their email, now what?

10/16/2018
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I find this common with smaller B2C businesses where you create a way to subscribe and never do anything beyond collecting the information. A subscriber is someone who has already shown an interest in your company, products or services. They trusted you with their email address and possibly other personal information such as a name, country or more. You have their interest, NOW. So what happens after they subscribe? You need to be able to answer these questions: Remember: One message,...

Duration:00:06:35

B2C: Simple ways to build credibility - maps, reviews and top 10 lists.

10/12/2018
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There are a couple of free, simple tools you can use to stand out to your local market and potential clients. If you are a business that relies heavily on local traffic and customers, you need to take advantage of some free tools to build good will, establish yourself as a trusted resource provider and get points for being a good business neighbor. 1. Custom Google Maps: Create a general map with your own custom pin icon, make it public. Add a great description, mention your own company...

Duration:00:14:42

Let your past podcast episodes do the heavy lifting.

9/4/2018
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Your past podcast content can do a lot more work for you to drive traffic, build credibility, open doors to prospects. I'm counting on the fact that you have a site for your podcast episodes and that you are connected in all the usual spots: iTunes, Stitcher, Libsyn, Blubrry, GooglePlay, etc. But you've had your show a long time. Why not put a new spin on past great episodes - new title, graphics and cover different points in the post, possibly edit the file a smidge or add commentary to...

Duration:00:06:57

Is Your Exhibit Booth Boring - answer - YES IT IS.

6/19/2018
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Let's talk about what used to work, sort of: 6 foot table, skirt - branded or not, logo behind, business cards, two chairs, fishbowl for cards, bad candy to give away. (YAWN!) A total waste of resources. You must be memorable. You must be a destination booth at the event. If you don't have a booth, you need to do SOMETHING to stand out. Listen to this episode for ideas for ideal give aways, engaging activities, treats, swag and more. After the break we'll also tell you what to avoid doing,...

Duration:00:27:14

6 Easy Event Attendee Tips to Maximize the Value

6/6/2018
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If you attend any type of networking event, seminars, workshops, tradeshows; listen to find out how you are wasting your time. There are six tips in this short episode on ways you can maximize the value from the events you attend, especially those you pay for. There is even a tip for those of you hosting events with sponsors - how to keep them coming back for more! Have more tips? Let me know. I'd love to hear how you generate revenue from attending events. I'm sure Lany would be interested,...

Duration:00:10:23