Shows
Rooted In RevenueSOPs - Your Business's Secret Weapon Against ChaosStop drowning in business chaos - your SOPs are the life raft you need. In this game-changing episode, Susan Finch and Lany Sullivan expose why your team's knowledge hoarding is sabotaging growth and share their proven system for creating procedures that actually get used. They reveal why writing at a 5th-grade level isn't dumbing down - it's smartening up your business operations.
From horror stories of employees creating secret binders to success stories of businesses transformed through proper documentation, this episode delivers the blueprint for organizing years of scattered procedures into one powerful system. Learn the exact...
2025-11-0539 min
Rooted In RevenueCEO & Consultant Relationships: Who Owns What?Lany and Susan dive into the sometimes murky waters of consultant-client relationships. Drawing from years of experience sitting on every side of the boardroom table, they tackle the age-old question: "Who is responsible for doing the tasks at hand?"
Let's face it—consultants don't come with magic wands, and CEOs don't get to toss the keys and walk away. Whether you've ever wondered "Why isn't this working?" or "I paid a consultant, so why isn't everything fixed?" this episode cuts through the confusion with practical advice on setting boundaries, managing expectations, and creating successful partnerships.
Su...
2025-05-1531 min
Rooted In RevenueYour Email Is Your First Impression – Why Branded Email MattersIn this episode, Susan Finch and Lany Sullivan revisit a topic we can’t stress enough: branded email addresses. Using Gmail, Yahoo, or even AOL for business? You’re losing trust before the conversation starts. We dig into real examples, onboarding requirements, offboarding protocols, and the risk of letting your team operate with inconsistent or unprotected emails. Your email isn’t just a communication tool—it’s your brand's handshake.
Related Reading:
Domain, Email & Website Evaluation for Your Brand
Why Branded Email Matters – Quick Reminder
Listen, nod, then take action.
2025-05-0717 min
Rooted In RevenueFrom $119M to $600M: Mark Cleve's Fashion Business Growth StrategiesLany Sullivan sits down with Mark Cleve, who shares his remarkable 32-year journey with Tom James, the premium custom clothing company that's grown from $119 million to over $600 million during his tenure. Mark reveals the business philosophy that has guided his success: "You don't build a business, you build people and people build a business."
From his early door-to-door book-selling experiences to becoming a trusted name in custom clothing, Mark offers powerful insights on why clothing matters, how to build systems that scale, and why the ultimate business legacy is reliability. Discover why Mark has only lost clients...
2025-04-0842 min
Rooted In RevenueAfter You Hire: 5 Critical Steps to Welcome New Team MembersWhat happens after you've found that perfect addition to your team? How do you create an onboarding experience that makes new hires feel confident, valued, and ready to contribute? In the last episode, Susan and Lany walked you through establishing a solid hiring process. The topic is Beyond the Hire: Creating a Welcoming Onboarding Experience That Builds Lasting Teams.
In this second half, they explore the critical role of mentorship in successful onboarding, including how to support first-time mentors and celebrate this growth opportunity for existing team members. From day-one preparations to long-term development strategies, they share...
2025-03-0535 min
Rooted In RevenueBefore You Hire: 5 Critical Steps to Prepare Your Business for New Team MembersAre you planning to bring a new team member on board? Before you start interviewing candidates, there's critical groundwork that needs to be laid. In this episode of Rooted in Revenue, hosts Susan Finch and Lany Sullivan walk you through the essential steps to prepare your business for a successful hire. From mapping out processes to setting up the right tech stack, they share practical advice drawn from years of experience working with business owners. Learn how proper preparation not only makes onboarding smoother but also sets your new team member up for success from day one.
...
2025-02-2630 min
Rooted In RevenueChoosing the Right Tech Tools: The Art of DiscernmentWhich task management and marketing strategy tools should you use? Spoiler alert—it’s not as simple as picking the most popular software.
Susan and Lany dive into the importance of discernment when selecting tools, sharing real-world experiences of software frustration, integration challenges, and team buy-in struggles. They emphasize the need to evaluate your team’s workflow, test software with real scenarios, and demand proper support before making a costly commitment.
They explore why businesses often waste time and money on tools that don’t fit—and how you can avoid making the same mistake. If you've...
2025-02-1225 min
Rooted In RevenueDoes your creative team have a hit-by-a-bus plan?Great title, right? But you need a plan. We partner with outside contractors, even our own team - are they documenting what they are doing for you, the project, the client in a way that would allow anyone else to pick up the project and continue on? Is the logic in place for the programming or creative decisions? ASK THEM. This quick episode gives you more ideas to protect your company, your clients in case something goes awry, even just for a while.
2025-01-2206 min
Rooted In RevenueBeyond the Hustle: Why Peace Matters in Business and LifeThis episode of Rooted in Revenue takes an enlightening turn in a world that often pushes us to look outside ourselves for validation and success. Join host Susan and her guest, Chris Champion, as they explore how starting each day with intention and finding your inner peace can transform not just your personal life but your business success as well. From morning walks to barefoot moments in nature, discover simple yet powerful practices that successful leaders use to stay grounded. Chris shares his journey of transformation after a life-changing health challenge, and together they discuss how developing a strong...
2025-01-1632 min
Rooted In RevenueAI Risk Management: A CMO's Guide to Tool Selection and GovernanceSusan Finch sits down with Patty Parobek from Mod Op to explore the strategic implementation of AI in business. They discuss the concept of an "AI Playground" - a structured approach for organizations to test and evaluate AI tools before full deployment. The conversation covers essential topics, including developing responsible AI use policies, forming cross-functional AI councils, and protecting sensitive data when using AI platforms. Patty shares valuable insights on how businesses of any size can thoughtfully integrate AI while maintaining security and client trust, making this episode a must-listen for organizations navigating the AI landscape.
2025-01-0934 min
Rooted In RevenueSystems That Scale: Building a Multi-Location Business PlanJoin Susan Finch as she interviews Ashley Schultz of Modest Mystic Healing, a Reiki practitioner transforming lives in Southern Oregon. After experiencing the healing power of Reiki firsthand, Ashley transitioned from a troubled past to building a thriving practice. Now part of a women's business accelerator program, she shares her journey from skeptic to practitioner and her ambitious plans to expand across Oregon.
About Ashley Schultz:
Ashley is a Reiki Master and Intuitive reader who discovered her healing path three years ago. She felt a lifelong calling to help others and found her purpose in...
2024-12-3120 min
Rooted In RevenueGrowing Green: How One Woman's Mobile Kitchen is Changing EducationAs part of Rooted in Revenue's Accelerator series Susan Finch sits down with Michelle Calascibetta, an innovative entrepreneur who transformed a school bus into a mobile educational kitchen called "Flora the Farm Bus” for her business Farm Bus Bistro. Michelle combines her background in environmental education, farm-based learning, and her family roots in Montessori teaching to bring hands-on culinary education to students across the Rogue Valley. Learn how she's built her unique business, FarmBusBistro.com, and why she's joining the Accelerator program to take her venture to the next level. From teaching forest ecology to empowering children with essential li...
2024-12-1712 min
Rooted In RevenueDomain Ownership and Renewal Tips - Part 1Have you ever felt lost when managing your website’s domain? You’re not alone. Some tech professionals keep these concepts vague to maintain control over their clients. Let’s break down what you need to know and document to stay in control of your digital property. Remember, your domain for your company is YOURS. Do not let an outside contractor register a domain for you, even if they are trying to save time, money, etc. You need to create this login and invite them in to manage it. You never want to lose control of your domains. This short...
2024-12-1011 min
Rooted In RevenueFrom Nuclear Medicine to Travel Dreams: A Strategic EvolutionAre you dreaming of turning your side passion into a thriving business? In this episode of Rooted in Revenue, host Susan Finch sits down with Becky Esquibel, founder of Experience Joy, who's doing exactly that. As a nuclear medicine technologist by day and travel consultant by choice, Becky shares her remarkable journey of transforming her love for travel planning into a business that's seen a staggering 1600% growth in just one year.
What makes Becky's story particularly compelling is her practical approach to business growth. Rather than making a risky leap, she's strategically building her travel consultancy while...
2024-12-0418 min
Rooted In RevenueReal Growth Takes Support: Why Women Business Owners Need CommunityIn this episode of Rooted in Revenue, we explore the powerful role of community in business growth with Jessica Monarch, a women's health empowerment coach. As she transitions from stay-at-home mom to business owner, Jessica reveals why she chose to step out of isolation and into a women's business program called The Accelerator – despite her initial hesitation about whether she "belonged" in such a space. There is no doubt now.
Through our candid conversation, Jessica shares how finding the right community has helped her move beyond generic business advice to develop authentic marketing strategies aligning with her he...
2024-11-2118 min
Rooted In RevenueDigital Consistency is King: Your Professional Presence AuditToday, we're challenging you to conduct a Professional Presence Audit—a critical look at how you appear across the digital landscape to ensure your professional image remains consistent, current, and compelling. This is Part 2 of our Digital Brand Checkup series on Rooted in Revenue. Our last episode covered the essentials of managing your digital real estate—from domains to infrastructure.
Essential action items from this episode:
Google Audit:
Search yourself/company in an incognito window
Review up to page 8 of the search results
Document outdated or incorrect listings
Look for unauthorized or outdated profiles
NAP (Name, Address, Phone) Consi...
2024-11-1218 min
Rooted In RevenueDigital Asset Checkup: Start with Your Domains, SSL, and Your Digital DepotYour business runs on digital - but when was the last time you gave it a proper checkup? This week on Rooted in Revenue, we're getting real about the nuts and bolts of your digital foundation. Susan Finch and Lany Sullivan share their hands-on experience managing domains (including those late-night wine-inspired purchases we've all made), keeping backups current, and yes - discovering that even storage facilities need retention policies. No fluff, just practical advice on protecting your digital assets and organizing them in a way that actually makes sense. Whether you're a tech pro or still figuring out what...
2024-11-0620 min
Rooted In RevenueAccelerating Change: Four Women Leaders Transform Southern Oregon's Business LandscapeWelcome to a special series on Rooted in Revenue, where we're documenting something extraordinary happening in Southern Oregon's Rogue Valley. Today we're kicking off our coverage of an innovative women's business accelerator program that's transforming lives and businesses in the region.
We're sitting down with the four remarkable women behind this initiative: Arin Fugate, who transformed a local networking group into a thriving community; Lisa Manyon, a global marketing strategist and content expert; Angelica Owens, a business strategist specializing in delegation and authentic sales; and Lany Sullivan, a systems and growth expert who helps tie it all...
2024-10-3041 min
Rooted In RevenueBetter Clients, Better Revenue: Client Intake Systems That Drive GrowthSusan Finch and Lany Sullivan plunge into the muck of a crucial but often overlooked aspect of business operations: the client intake process. Coming fresh from their previous episode on intellectual property, they explore how even successful businesses like Susan's (with 20 years of experience) can benefit from implementing structured intake systems.
Whether you've been in business for six months or two decades, this episode reveals why having a clear, systematic approach to onboarding clients isn't just about organization – it's about increasing revenue, saving time, and working with clients who bring you joy. You'll learn practical tips for cr...
2024-10-2329 min
Rooted In RevenueIP in the AI Age, IP Ransom, and Safeguarding Your Business IP AssetsJoin Susan Finch and Lany Sullivan in this eye-opening episode of Rooted in Revenue as they dive into the crucial topic of intellectual property. Discover what IP really means for your business, how to protect your creations, and why holding someone's intellectual property hostage is a major business faux pas. Whether you're a content creator, business owner, or working with contractors, this episode offers valuable insights to help you navigate the complex world of IP.
Disclaimers: Lany and Susan are not giving legal advice and are not attorneys. They are sharing what they have learned from their...
2024-10-1621 min
Rooted In RevenueArtisan Engagement: Mastering Regional Show InteractionsIn this episode, Susan Finch sits down with Michele A. Friedman, a talented metalsmith and jewelry designer with over 26 years of experience in the art world. From her early days studying fashion design at Parsons to becoming a full-time artist, Michele shares her journey and insights on navigating the business side of art. Discover the importance of human connection in selling art, learn strategies for engaging customers at shows, and explore the delicate balance between creativity and commerce. Whether you're an aspiring artist or a seasoned professional, this episode offers valuable lessons on turning your passion into a sustainable...
2024-10-0927 min
Rooted In RevenueThe Power of Reflection: Leveraging Your Past for Future SuccessRediscovering your forgotten skills and experiences can be a game-changer for personal and professional growth. In this insightful episode of Rooted in Revenue, Lany and Susan dive deep into the importance of reflecting on your past accomplishments and leveraging them for future success. They share personal anecdotes, practical tips, and actionable strategies to help you uncover hidden talents and capitalize on your unique experiences.
We dare you to go through this list:
Reflect on past experiences and skills you may have forgotten about
Review old resumes and portfolios
Ask family, friends, and former colleagues about your...
2024-10-0324 min
Rooted In RevenueTech Audits: Avoiding Costly Business Software Mistakes
In this continuation of their discussion on managing your online presence, Lany and Susan hit you over the head with the importance of conducting thorough tech assessments and making informed decisions about your business software. They emphasize the value of consulting with experts before making significant changes to your tech stack and warn against common pitfalls like lifetime software subscriptions and poorly integrated tools.
Action Items:
Conduct a comprehensive tech assessment of your business
Review all software subscriptions and their actual usage
Avoid lifetime software subscriptions
Check software integration capabilities before purchasing
Set calendar reminders for...
2024-09-2417 min
Rooted In RevenueTech Disasters and Compliance Meltdowns: A No-Filter EpisodeSusan and Lany are fired up in this episode, tackling the infuriating world of tech blunders, compliance nightmares, and security fails that plague businesses. From email marketing mishaps to clickbait disasters, they're not holding back on the ways people unknowingly sabotage their operations. This is part one of their conversation, so prepare for some straight talk filled with cautionary tales and a healthy dose of 'what were they thinking?' Stay tuned for part two, where they'll continue their mission to save you from yourself in the tricky terrain of business tech. Remember, sometimes doing nothing is the best...
2024-09-1917 min
Rooted In Revenue11 Essential Tips for Engaging Podcast Guests and Creating Compelling ContentIn this episode, Susan shares valuable insights on how podcast hosts can elevate their shows and create more engaging content. Whether you're a seasoned podcaster or just starting out, these tips will help you improve your guest interactions, streamline your workflow, and ultimately produce better content that resonates with your audience. Get ready to take your podcasting skills to the next level!
List of Tips:
Research potential guests by listening to their appearances on other shows.
Schedule a quick meet-and-greet with guests to establish rapport and assess conversation chemistry.
Use a guest information form to collect...
2024-09-0510 min
Rooted In RevenueSEO Pitfalls and Triumphs: A Guide for Small Business OwnersSusan Finch sits down with Brandon Leibowitz, President of SEOoptimizers.com, to unpack the evolving landscape of search engine optimization. For small and mid-size businesses, especially those in B2C and brick-and-mortar sectors, this conversation is a goldmine of actionable strategies.
Brandon and Susan dive into the nitty-gritty of local SEO, discussing the critical importance of consistent NAP (Name, Address, Phone number) directory listings and the power of Google Business Profiles. They shed light on often-overlooked tactics like optimizing image file names and alt text, which can significantly boost your visibility in search results.
The...
2024-08-2846 min
Rooted In RevenueFrom Wait-and-See to Revenue: Revolutionizing Your Sales ApproachToday, we're diving deep into how Amy Franko helps mid-market organizations create exciting futures by transforming their sales strategies, structures, and teams. We'll explore the concept of strategic prospecting and unpack why it's crucial for building a healthy pipeline.
Amy's going to share some game-changing insights on how to identify and cultivate high-value relationships, and we'll discuss the importance of investing in yourself to sharpen those critical sales and leadership skills.
So whether you're looking to revamp your sales approach, build stronger client relationships, or simply want to stay ahead of the curve in today's...
2024-08-2027 min
Rooted In RevenueThe Exit Interview Advantage: How to Learn from Lost Customers and Reduce ChurnLearn how to turn churn into an opportunity for improvement and build stronger, longer-lasting customer relationships. Steve Hazelton from Sturdy.ai joins us for the second half of this conversation. Whether you're running a small business or leading a large corporation, this episode is packed with practical strategies you can implement right away to boost customer retention and drive sustainable growth.
Don't miss out on these insights, which could shake up how you’ve been doing it—if you are honest in your reflection—and then help you revolutionize your approach to customer retention, which will naturally lessen...
2024-08-1234 min
Rooted In RevenueRetention Reimagined: How Everyone in Your Business Can Create Loyal CustomersSteve Hazelton, CEO of Sturdy.ai, challenges the norm of churn prevention, advocating instead for organization-wide retention strategies. He introduces Sturdy.ai, a tool that consolidates fragmented customer data into actionable insights. Hazelton reveals counterintuitive truths about customer loyalty, such as why complaining customers often stick around longer. He explains how to transform scattered emails, chats, and support tickets into a unified customer intelligence system, enabling every team member to contribute to retention. This episode offers practical strategies for leveraging data to enhance customer relationships and drive sustainable growth, making it essential listening for CSOs and customer success leaders...
2024-08-0735 min
Rooted In RevenueFrom Met Gala to Monetization: How Chatbots are Bridging Content Creators and AudiencesWhen you think of chatbots, you may picture frustrating loops, keyword failures, and overly cheerful automated responses. But what if AI-powered conversations could revolutionize how audiences engage with content and brands? In this episode, Susan Finch sits down with Nick Martin, Co-Founder and CCO of Direqt.ai, to explore the cutting-edge world of conversational AI for content creators and publishers. Nick shares insights on how sophisticated chatbots can enhance user experiences, provide valuable data for editorial teams, and even monetize content innovatively. From proactive engagement based on article context to seamless integration across social platforms, learn how AI reshapes...
2024-07-1731 min
Rooted In RevenueDoes your local community know what you do?Susan continues her conversation with Pyper and Jarrod, the creative duo behind Joyride Jewelry. This episode delves into the crucial topic of building community, especially for artists and small business owners who have transitioned to a new location or shifted their business model.
Pyper and Jarrod share their experiences of moving to a small town and navigating the challenges of maintaining connections in an online business world. They discuss the importance of balancing work and community engagement and explore innovative ways to network and collaborate with other artists and local businesses.
This episode offers valuable...
2024-07-0911 min
Rooted In RevenuePedal to the Metal: Joyride Jewelry's Acceleration from Local to OnlineIn the ever-changing landscape of small business, resilience is not just a virtue—it's a necessity. Pyper and Jarrod from Joyride Jewelry exemplify this, transforming their business from art fair favorites to online retail successes.
Their journey offers valuable insights for any small business owner facing unexpected challenges. We'll explore how they turned potential setbacks into opportunities for growth, strategically pivoting to e-commerce while maintaining artistic integrity and customer connections.
From humble garage beginnings to navigating a global pandemic, Joyride Jewelry's story demonstrates how creativity, flexibility, and embracing change can help small businesses thrive in ad...
2024-07-0336 min
Rooted In RevenueAI vs. Human Intelligence: The Proofreading ShowdownIn this episode of Rooted in Revenue, host Susan Finch sits down with Phil Jamieson, the President of ProofreadNow.com. Together, they unpack the critical role of human proofreading in an era dominated by AI-generated content. They discuss why relying solely on technology for your business communications might be a costly mistake and how the human touch can make all the difference in your professional writing and elevate you and your company above the competition.
Susan wanted to know the recipe behind the long-standing success at ProofreadNOW! Phil explains how their service uses two human p...
2024-06-2630 min
Rooted In RevenueGetting Your Hands Dirty: The Value of an In-Person Community and "Peopling"Are you a service business looking to grow your presence in your local community? In this episode of Rooted in Revenue, hosts Lany Sullivan and Susan Finch explore the power of in-person community building for both personal and business growth.
Lany shares her experience with the Art in the Garden event, showcasing how community involvement can open doors to unexpected opportunities and relationships. The duo emphasizes the importance of showing up consistently, being vulnerable, and participating in events and groups aligned with your interests.
This episode will inspire you to focus on "peopling" - connecting...
2024-06-1929 min
Rooted In RevenueLaunching Your Brand: The Steps for a Smooth TransitionCreating a company from scratch is exciting, and there is a specific order to tell the world about it. This episode will give you some steps to add to your plan. Whether you are transitioning from a previous company, starting a brand new endeavor, or relaunching your own brand, these steps will help you quickly establish trust in search and on email servers.
1. Get your vector version of your new logo.
2. Buy a domain that makes sense and is easy to say and spell.
3. Establish trust by warming up the email gatekeepers to...
2024-06-1318 min
Rooted In RevenueTranslating Your Brand Voice: Why Professional, Human Editing MattersIn this quick episode, Susan Finch from Rooted in Revenue shares valuable insight about the importance of professional editing and proofreading when translating marketing materials into another language. While AI tools can be helpful, they may not always capture the nuances and cultural context needed for effective communication and translation.
Professional proofing and editing are particularly important if you have a detailed branding guide. A recent episode of All-Volunteer, All Heart from Binky Patrol talks about branding guides.
EP61: Why You Need a Branding Guide for Your Organization
Key Takeaways:
When translating important marketing...
2024-06-0507 min
Rooted In RevenueBalancing Protection and Simplicity in Your Vendor ContractsAre you a small business owner unsure about contracts, roles, and expectations with your clients? In this episode of Rooted in Revenue, we dive into the importance of having clear agreements to protect you and your clients. As vendors, we understand the challenges of navigating these relationships and the potential pitfalls of not having a solid foundation. We discuss what clients should expect from you, how to demonstrate your value, and the key elements to include in your contracts. Whether you're a solopreneur or running a small agency, having well-defined contracts and expectations is crucial for a successful business...
2024-05-2218 min
Rooted In RevenueVetting Vendors: The New Shiny Thing Or Vendor is Tempting, But Can Be CostlyAre you entrusting your business to the right vendors? In this episode of Rooted in Revenue, Susan Finch and Lany Sullivan dive deep into the crucial topic of vetting vendors. From graphic designers to accountants, they share eye-opening insights on what to look for and what to avoid. Discover the importance of securing your intellectual property, protecting your sensitive information, and ensuring your vendors have your back in any situation. Susan and Lany also reveal the shocking truth about the security risks posed by many accounting firms. Don't miss their expert advice on how to find reliable vendors who...
2024-05-1630 min
Rooted In RevenueHow AI and Time Management Converge for Maximum EfficiencyTime management is more critical than ever, especially with the rise of AI tools and virtual assistants. Properly tracking and documenting how you spend your time can lead to significant benefits, from increased productivity to smoother delegation and onboarding. In this episode of Rooted in Revenue, hosts Susan Finch and Debi Davis dive deep into the future of time management and its intersection with AI. They discuss practical strategies for optimizing your time, such as using customized systems, recording detailed process videos, and establishing efficiency baselines. Whether you're a solopreneur or managing a team, this episode will provide valuable...
2024-05-0726 min
Rooted In RevenueChecklist for Real Estate Brokers Before You Leave Your FranchiseAre you a real estate broker on the brink of a major change? Whether you're considering leaving a franchise to establish your brand, or switching franchises, this transition can be both exhilarating and daunting. The key to success lies in meticulous planning and preparation. In this episode, Susan shares her expertise to guide you through the critical steps you need to take before leaping. Susan provides a small portion of a comprehensive checklist to ensure a smooth transition from establishing your unique branding elements to evaluating your current online assets and vendor relationships. It's enough to get you started...
2024-05-0112 min
Rooted In RevenueProtect Your Business, Protect Your Clients: Mastering Internal Controls and SecurityAre your business's internal controls and security measures up to par? In this final episode of our 6-part series, Lany Sullivan and Susan Finch dive deep into the importance of protecting your clients' information and your own liability. They expose common pitfalls like using sticky notes for passwords or entrusting cash transactions to a single person. Lany and Susan emphasize the critical need for secure password management, digital money trails, and multi-person verification processes. They urge listeners to examine their business infrastructure for potential risks and take responsibility for addressing them. While the process may seem daunting, our hosts...
2024-04-2423 min
Rooted In RevenueBuilding a Sustainable Tech Stack - Do you still use it?This episode will give you an actionable list to evaluate your current tech stack. Lany and Susan will also give you ideas on what to look for when evaluating new pieces to your tech stack. Did you know that anything you log in to for your business is part of your tech stack? Lany will give you her strong opinions on several pieces of software and tools. Susan will give some real examples on ways to test what you are using and lock it down to make it more effective.
Questions you need to know about each piece...
2024-04-1826 min
Rooted In RevenueVisionaries & Integrators: Navigating the Generalist vs. Specialist Hiring MazeSusan Finch and Lany Sullivan dive into the crucial decision of hiring generalists or specialists for your business in this insightful episode of Rooted in Revenue. They discuss the roles of virtual assistants (VAs), online business managers (OBMs), and the importance of finding the right fit for your team. Lany emphasizes the significance of hiring based on your specific needs and goals, rather than defaulting to a VA. The duo also touches on the value of fostering a supportive and empowering work environment where team members feel comfortable questioning decisions and suggesting improvements. Tune in for valuable tips on...
2024-04-1025 min
Rooted In RevenueLove, Hate, Delegate: Transforming Your Business Through DelegationAre you drowning in tasks and struggling to let go of control in your business? In this third episode of the Rooted in Revenue series, Lany Sullivan and Susan Finch dive into the power of delegation and how it can lead to more time and freedom. They discuss the importance of identifying tasks you love and hate, and provide practical strategies for delegating at all levels of your organization. From overcoming the fear and vulnerability of delegating to developing trust with your team, Lany and Susan share insights on how to break free from the self-induced chaos of trying...
2024-04-0229 min
Rooted In RevenueMastering Growth: 4 Signs You Need a Business AsssessmentSusan Finch and Lany Sullivan are plunging into the inky black to tackle the four crucial moments when conducting a business assessment, which is an absolute must. They'll help you identify the signs that your business is ready for a thorough evaluation, and trust us, ignoring these red flags could lead to a total "blowup" down the line – and nobody wants that!
Lany shares her expert insights on navigating the challenges of rapid growth, delegating effectively, optimizing your tech stack, and building an ideal team with high efficiency and retention. Whether you're a visionary leader or a de...
2024-03-2733 min
Rooted In RevenuePrioritize for Profitability: Establishing Foundational Systems for Business GrowthAre you leaving money on the table in your business? If you haven't evaluated your entire customer journey from end to end, chances are there are holes that are costing you revenue. In this episode, operations experts Susan Finch and Lany Sullivan dive into why your customer journey is the key to sustainable revenue. They share examples of the broken processes they often see, and provide practical advice for establishing foundational systems that will help you shift from constantly rebuilding your business to making small pivots for long-term growth. Tune in to discover how to plug the leaks in...
2024-03-1922 min
Rooted In RevenueYou Can't Manage What You Don't MeasureIn this episode of Rooted in Revenue, host Susan Finch welcomes back Debi Davis, owner and operator of 3D Communications AI, for an insightful discussion on the importance of measuring and managing data to drive business growth. CEOs and CROs will find valuable insights as Debi shares her expertise on analyzing processes, improving communication, and leveraging data to make informed decisions. Discover how to effectively collect, organize, and utilize data to enhance your company's performance and stay ahead of the competition in today's rapidly evolving technological landscape. Join Susan and Debi as they explore the concept of "you can't...
2024-03-1224 min
Rooted In RevenueFrom Chaos to Clarity: A 3 Step System to Organize Your Business with Debi DavisFeeling scattered trying to manage and grow your business? Plagued with impulsive ideas but little follow-through? Do distractions keep you from moving forward effectively? My friend and business coach Debi Davis shares hard-won wisdom for overcoming chaos and dysfunction. If you lead or own a small or mid-size B2B company, listen in as Debi and I discuss bringing order to operations, planning, and execution. Learn a simple yet powerful three-step formula encapsulated as “frame, focus, follow through” that could transform how you structure workflows, combat shiny object syndrome, enable consistent progress tied to objectives, and make space for spon...
2024-03-0434 min
Rooted In RevenueCustomer Intelligence Fuels Growth - The Overlooked MetricsCEOs, are your metrics telling the whole story of your company’s health? Susan Finch poses this vital question to her guest, customer intelligence expert Laura Patterson, in this episode. Laura spotlights critical yet overlooked metrics beyond sales and profit — brand equity and customer value. These interlinked measures provide unparalleled visibility into your company’s ability to attract, retain, and expand customer relationships over time. According to Patterson, savvy executives harness these advanced analytics to steer product innovation, segment customers precisely, model business impacts, and ultimately make decisions that accelerate growth. Connecting the dots between these additional metrics and concre...
2024-02-2224 min
Rooted In RevenueRunway to Lift-Off: Rapid Product LaunchDo you have a revolutionary business idea but struggle with bringing it to market? Have you invested significant time and money into a product with no traction? As an entrepreneur and inventor at heart, Sushee Perumal has been in your shoes. After exiting his prior role, he was inspired to launch Flight Level 180 to provide startups and founders the capabilities in technology, marketing, and sales required to accelerate getting products from idea to market fit. In this episode, learn Sushee’s framework around alignment, rapid iterations using customer feedback, finding shortcuts, and execution to take your innovative ideas into wi...
2024-01-1835 min
Rooted In RevenueStories Forge Trust, Vulnerability Connects PeopleCommunication skills are invaluable yet often overlooked. In this episode, Susan sits down with Matt Heinz, President of Heinz Marketing Inc. He's an established podcaster and marketing leader. They discuss practical ways we can become better communicators by creating and sharing our stories. They explore how opening up builds connection and trust—when we lead with vulnerability, we grant others permission to do the same. The resulting environment fosters mutual understanding between all personality types, whether analytic experts or creative collaborators. Matt and Susan examine how to reframe experiences from our past into bite-sized stories that offer wisdom. Gathering th...
2024-01-0424 min
Rooted In RevenueThe Digital Handoff: Digital Asset Transitions for Your OrganizationHave you ever volunteered your time to lead a professional organization or community group, only to face a tangled transition handing everything over to your successor? Between forgotten passwords, outdated contact lists, and confusing file permissions, it's enough digital chaos to make you want to resign on the spot!
Well, take a deep breath and lean in. In this episode, we'll untangle the mystery of smooth leadership transitions when it comes to your online assets. With empathy, humor, and hard-won experience, I’ll share practical tips to make passing the digital torch simple and stress-free. You’ll lear...
2023-12-2115 min
Rooted In RevenueCareer Conversations That Drive Engagement and SuccessWhat if we viewed every employee as having untapped potential waiting to be uncovered? Russell Kern joins Susan in this episode to discuss how shifting to strength-based coaching can profoundly transform organizations and lives. Through focusing regular conversations on nurturing strengths, managers become empowering partners in their employees' career journeys. Employees feel recognized for their unique abilities and supported to grow as individuals. Imagine the ripple effects across teams and companies when people are passionate about using their natural strengths daily. The data is clear - strength-based coaching boosts engagement, productivity, profits, and retention. They would like to hammer h...
2023-10-3127 min
Rooted In RevenueTrust and Control: Demand Generation for Today’s BuyersWe have a highly specialized guest who will help us navigate the evolving landscape of consumer behavior as it relates to demand generation. Deanna Shimoto, with over eight years of expertise in marketing and demand generation, joins us to share insights that couldn't be more relevant to our current business climate. As Deanna aptly puts it, "Buyers, consumers in general, are spending significantly more time digging in and doing their own research." This shift in consumer behavior is transforming the way businesses need to approach sales and marketing.
In this episode, we explore the reasons behind this...
2023-09-1330 min
Rooted In RevenueStrategizing AI Adoption: An Ethical Roadmap for Businesses and SchoolsIn this episode, Susan Finch and Tessa Burg dive deep into the ethical and strategic incorporation of AI tools, such as ChatGPT, into business workflows and educational systems. They discuss the importance of understanding biases, setting up standards across the company, and adopting a cautious approach to the usage of generative AI tools. They emphasize the need for a strong QA process and internal policies to protect clients and businesses. Additionally, they touch on the importance of educating students and teachers on how to properly use AI tools to enhance creativity and communication. Susan and Tessa share real-life examples...
2023-08-3020 min
Rooted In RevenueYou Can Work Full-time AND Be a Published AuthorJo Dale Carothers has just published Royally Deceived. I sat with her yesterday to talk about the process of someone who works full-time AND wants to be a published author. One of her big takeaways - research free resources, talk to other authors in your genre, and put together a team. Here is an excerpt from the interview. If you know you have a book in you, you'll want to listen to this episode. Maye you will be like Jo Dale and realize you don't just have one book in you, but two, then four, then ten.
A...
2023-07-2522 min
Rooted In RevenueFostering Psychological Safety: A Key to Company SuccessPsychological safety is crucial for organizations to thrive, contributing to talent retention and overall success. Companies that create a culture of psychological safety outperform those that do not. Join Susan Finch and Rob Brodo to continue their discussion on leadership simulations.
Creating a psychologically safe environment requires leaders to establish trust and make employees feel comfortable taking risks, challenging the status quo, and expressing their concerns. It involves treating everyone fairly and focusing on building self-esteem and recognition.
To be a better leader and foster psychological safety, Rob Brodo suggests five key actions:
creating...
2023-07-1917 min
Rooted In RevenueSkills Needed to Drive Performance Through Effective CoachingSusan Finch and Rob Brodo from Adventexe delve into the crucial role of coaching in driving organizational success. Recent studies have revealed that companies with a strong coaching culture are classified as high-performing organizations, and you won't want to miss out on that kind of achievement. Rob shares invaluable insights on coaching dialogue, coaching effectiveness, and the overall approach. They debunk the misconception that each company's coaching needs are vastly unique, emphasizing the core principles that apply to leadership coaching across the board. However, they also stress the significance of aligning coaching strategies with your company's specific goals and...
2023-07-1113 min
Rooted In RevenuePreventing Management Failure: Immersive Simulations Offer SolutionsIntrigued by Advantexe's business simulations, Susan welcomes back Rob Brodo from Advantexe as they explores their focus on new manager training. They both acknowledge that management failure can lead to business failure but believe it is preventable and correctable. Susan asks Rob about the challenges faced by new managers and the motivation behind creating simulations.
Rob highlights the overwhelming nature of transitioning into a management role without guidance. Advantexe's simulations allow new managers to practice essential skills like goal-setting, coaching, conflict resolution, and leading change. Susan shares insights from conversations with author Helen Fanucci, author of Love...
2023-07-0613 min
Rooted In RevenueMastering Competitive Analysis for Sales SuccessIn this final episode of the Foundations of Business Series on Rooted in Revenue, Rob Brodo, the co-founder and CEO of Advantexe, and Susan Finch discuss competitive analysis as a foundation of business acumen. They first identify who the real competitors are and how to spot them. They also explain how scanning the environment, including social media platforms like LinkedIn and Twitter, can help companies stay up to date on their competitors and innovations in the market. Rob emphasizes the importance of building trust with customers and having continuous dialogues with them to keep track of who is entering...
2023-03-0216 min
Rooted In RevenueAchieving Competitive Advantage Through a Comprehensive Competitor AnalysisIn this episode of Rooted in Revenue, host Susan Finch is once again joined by Rob Brodo, the co-founder and CEO of AdvantX. The duo is continuing their series on the foundations of Business Acumen, which covers the key components of understanding business strategy and financial positions. In this episode, they delve into the importance of recognizing the strategic and financial challenges and opportunities of executing a new strategy.
Rob discusses how many companies are disconnected between their metrics of success and their strategy, and that goals and objectives are not connected to the priorities of the...
2023-02-2213 min
Rooted In RevenueGrieving and the Workplace: How HR is Addressing Employee NeedsIn this episode of the podcast, Susan Finch and Michelle Cramer from On Angels' Wings discuss the importance of HR support in the workplace. Michelle discusses her journey writing her book, Uncharted Grief, and her certification as a Grief Recovery Method specialist. Michelle shares her thoughts on the societal norms surrounding grief and how they impact employees in the workplace. She highlights the importance of allowing employees to grieve and the impact it can have on their health and financial well-being. Michelle also shares a story of a gentleman who struggled to find a balance between work and grieving...
2023-02-1020 min
Rooted In RevenueBreaking Down Financial Metric Silos: Ensuring Consistent Understanding Across the CompanyIn this episode, Susan is joined by Rob Brodo, the CEO and Co-Founder of Advantexe, as they continue their series on business acumen strategies. The focus of this episode is on comprehending financial position and key metrics, including the income statement, balance sheet, and cash flow report. Rob explains that financial management is just a scoreboard for the company's strategy and that understanding these metrics is crucial in measuring the success of the strategy. He also highlights the importance of cash flow, as it is the lifeblood of any business. The conversation then shifts to the importance of everyone...
2023-02-0711 min
Rooted In RevenueTransform Employee Performance with Strategic InsightIn this episode, we cover the importance of understanding business strategy for every person working for a company. Our guest is Rob Brodo. Rob is the Co-Founder and CEO of Advantexe. Rob talks about how many CEOs struggle with leading an organization that lacks a clear understanding of their value proposition to customers. The discussion includes the difference between the "believers" and "non-believers," and the importance of knowing the company's strategy and its impact on a company's success. Listen to this first part of a 4 part series on understanding business strategy and how it can benefit your organization.
2023-01-3008 min
Rooted In RevenueFollow Up On the Leads, We’ll Do the RestAt least a few times a month I hear from a potential new client that their email marketing efforts produce no results. Once we sit and talk about their process, and how they follow up with the leads they get pretty quiet. This isn't uncommon. If you are struggling to create and execute targeted marketing campaigns that drive new business, you are not alone, especially for small businesses. It’s critical to the growth of your business, but you don’t have the time or the resources to do it and you cannot afford expensive marketing software or a high...
2023-01-1822 min
Rooted In RevenueMaking Use of What Marketers Are Doing RightWe hear about all the ways marketers miss the mark - what they do wrong. What if we focused on what they are doing right and then expand the use of those tactics? Some companies have a team of one or less than five and each must wear several hats. If, as a group, you lay out what is working, analyze the results through Google Analytics and pulling in all the pieces, as a group, you can tackle what is next.
It may be enhancing the most popular pages you have to ensure you move people along...
2023-01-1825 min
Rooted In RevenueHow Are You Marketing To Your Employees?A more complete title is, "How are you marketing to your employees, customers, prospects, community?"
Today I’m talking with Jeanne Hopkins who is launching Salty Marketing Company this month. We’ll cover what a fractional CMO is and isn’t, the four elements of marketing that every company must include or fail.
Employees
Customers
Prospects
Community
Consider this a wake-up call to marketers who are unable to justify their spending. This is part one of our session.
Links from this episode:
Connect with Jeanne on LinkedIn: https://www.linkedin.com/in/jea...
2023-01-1112 min
Rooted In RevenueYou Wrote a Book, Is It Time to Relaunch It?Holly Jean Jackson is a speaker, author, and holistic coach. This means she gives you three in one - a health coach, life coach, and a business coach. In this episode we are focusing on the value of relaunching your book. You put so much blood, sweat, tears, and hair-pulling into publishing a book. But what happens a few years later? Your publisher did their part, you did the signings, the promotions, and then crickets? Let's hope not. You may even be working on your next book, but you still really love your earlier works. There may be a...
2023-01-0532 min
Rooted In RevenueReducing the Perception of Risks with ProspectsWe need our prospects to be so confident that they will get the return they expect. And so it's the ROI model, but also it's the level of confidence about the ability to achieve that. The fact that sometimes even what our customers tell us, they see value in our own solutions starts to change and evolve. Eric Whittlake of 6Sense joins Susan today. He says, "One of the things that you likely will see is they value the thing that's more immediate than the thing." That extends into the need for us to do things to reduce the p...
2022-12-2825 min
Rooted In RevenueAre you good at generating sales opportunities?Steve Richard, SVP, Value Realization at Mediafly sits down with Susan to talk about sales and sales training in a recession. He says, "Really good demand gen marketers that are super targeted with what they do and have very little scrap rate have never been higher demand. That's one thing I'm definitely seeing that's critically important right now. And everyone's going outbound."
Key points in this episode:
SDRs, SBRs, are you in the top third, mid-range third, or bottom third?
Time to start self-sourcing opportunities
How many times do you need to repeat training materials, three...
2022-12-1421 min
Rooted In RevenueOutcome-Based Budgets vs. Line Item Belt TighteningIt doesn't really matter whether you're a really large company or really small company, you have to continue to find, keep and grow the value of customers, which is the essence of marketing. You can't stop looking for customers and doing that work, but you also have to focus on keeping them. In this episode, Laura Patterson, President of VisionEdge Marketing gives suggestions for smaller to mid-size companies about building an advisory panel from your customers and why that continues to build loyalty, resources for valuable information, and your ability to better serve all of your customers. This fits...
2022-12-0726 min
Floating on a Cloud with Sarah SparksEP100. Lany Sullivan - I'm a doer learning to be.Lany Sullivan is a biz ops expert with a track record of success spanning business development, systems, workflows, and event planning.
Her expertise is in stabilizing what’s working in your business so it can run without constant oversight; this requires choosing a tech stack that actually works (this part is magic) and developing sustainable processes & systems so you can onboard, hire, fulfill customer needs, and even take vacations without everything falling apart.
Lany has worked with some of the biggest companies in the biz, like Pepsi, Disney, Jeep, Aveeno, Dentyne, Walmart, XGames and more. Sh...
2022-09-0631 min
Rooted In RevenueThe Importance of a Playbook and Just Sitting for 30 DaysToo 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 OneScreen.ai. 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 align with that of any company she works for. Sometimes adjustments need...
2022-08-2434 min
The Elevated Femmes MovementHiring the Expert vs. Hiring the Assistant with Lany SullivanIn this episode, Julia chats with Lany Sullivan, business operations expert with a track record of success spanning business development, systems, workflows, and event planning. Her expertise is in stabilizing what’s working in your business so it can run without constant oversight; this requires choosing a tech stack that actually works (this part is magic), and developing sustainable processes & systems so you can onboard, hire, fulfill customer needs, and even take vacations without everything falling apart. Lany has played the big corporate game, and now she’s chosen to work with h...
2022-06-0217 min
Survive To Thrive with Kate McKayGrowth is Painful but Worth it with Lany SullivanLany Sullivan is a biz ops savant with a track record of success spanning business development, systems, workflows, and event planning. Her expertise is in stabilizing what’s working in your business so it can run without constant oversight; this requires choosing a tech stack that actually works (this part is magic), and developing sustainable processes & systems so you can onboard, hire, fulfill customer needs, and even take vacations without everything falling apart. Lany has worked with some of the biggest companies in the biz, like Pepsi, Disney, Jeep, Aveeno, Dentyne, Walmart, XGames, and more. Sh...
2022-03-0328 min
ART OF PODCASTINGStop Burning Money with Lany SullivanAre you losing money because your processes are riddled with flaws? We all hate spending money, wasting time and not getting ahead. You may be tired, stressed and need to see a return on the money you keep investing in your business. Running your business in this manner takes a lot of effort. The last thing you want to do is think about all of the things that are wrong. Moving your focus away from your clients and instead focusing on your business infr...
2022-02-2551 min
Rooted In RevenueYou 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 is too late...
2022-02-0233 min
Rooted In RevenueTransactional 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 it, change it. There is also...
2021-12-1433 min
Rooted In RevenueKindness 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 feel valued, recognized, and empowered enough to go the extra mile for customers and colleagues; where the leadership is a...
2021-10-1220 min
Rooted In RevenueThe 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 someone in Salesforce...
2021-09-2312 min
Rooted In RevenueThe 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. And even as a full-time employee, in...
2021-09-1632 min
Rooted In RevenueTraining for and Playing to Our Strengths to Plow by the CompetitionWe're continuing our insightful conversation with Laura Patterson from VisionEdge Marketing. If you missed the first part, I encourage you to go back and listen - but don't worry, we'll catch you up quickly.
In this episode, we dive deeper into the four patterns Laura identified for supporting growth and improving performance in business. Here are some key points we'll explore:
The importance of considering "what if" scenarios in business planning
How data analysis can reveal hidden patterns and opportunities
The value of continuous training and practice, even in areas where you excel
Why surrounding yourself...
2021-09-0228 minRooted In RevenueChanging patterns vs habits, and flipping the script because we canWelcome to Rooted in Revenue! I'm your host, Susan Finch, and today we're bringing you a blast from the past that's still incredibly relevant. Back in 2021, I had the pleasure of speaking with Laura Patterson from VisionEdge Marketing on my former show, SLMA Radio. Laura, a dear friend and frequent guest, recently reached out about revisiting this conversation - and I couldn't agree more that the insights are worth sharing again.
In this episode, we dive into some powerful ideas around business growth and performance improvement. Here are some key points we'll explore:
The importance of...
2021-08-2623 min
Rooted In RevenueCorrecting 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 and how you could i...
2021-07-0131 min
Rooted In RevenueVetting 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.
2021-06-2119 min
Rooted In RevenueTime 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 your corporate environment. Having policies in place that you review regularly helps you stay on t...
2021-06-1725 min
Rooted In RevenueWhat 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 some free resources and advice.
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From Craig:
2021-05-0536 minRooted In RevenueWhat 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.
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Some of us base it on time, not money. Why n...
2021-02-2530 min
Rooted In RevenueNo 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 time from an...
2021-02-1723 min
Rooted In RevenueKeeping 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 carry the "hosting" load at virtual and in-person events, as well as how you can plan for w...
2020-08-0526 min
The Real Stories Behind SuccessGetting Yourself Unstuck - Lany SullivanLany Sullivan works with 6, 7 & 8 figure clients to help create more profitable operations and workflows. She has 20 years of experience in operations management, project management, and event production. Lany began her career at 19 and quickly climbed the ladder of success. She’s faced various hardships in life but, today she focuses on thankful. Lany believes in finding one person or group of people who love and accept us for who we are. You can find Lany Sullivan on her site, https://www.lanysullivan.com/. Connect with Tony at www.tonygrebmeier.com and find the journal at https://www...
2020-05-3128 min
Rooted In RevenueTucking 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.
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Some of what is covered is how to get ahead of high emotional relatability when you can...
2020-01-2721 min
Rooted In RevenueCrisis 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 readiness...
2020-01-1326 min
Rooted In RevenueGenerate 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.
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When Susan asked Richard how he balances his love of being an architect with product development, he tells her that it's not...
2019-08-2825 min
Rooted In RevenueGet 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 didn't get t...
2019-08-1313 min
Rooted In RevenueCorinne 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 couldn't put it down Corinne, I loved it.
2019-07-2928 min
Rooted In RevenueTypos 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 personal channels to business...
2019-03-2022 min
Rooted In RevenueOnline 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 you.
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My guest is Your Real Estate W...
2019-03-0133 min
Rooted In RevenueWhich comes first - the why or the how in the first presentation?
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 Amy helps you determine the questions to have ready in order t...
2019-02-1422 min
Rooted In RevenueWhen your voice drives the sale away before it started.
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 was so much fun a...
2019-01-1427 min