Rooted In Revenue

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

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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 automation standpoint?" He continues, "It's unethical to even try to take somebody's money for that when down the street there could be a provider that could help them out." Tune in for tips, insights, and your inspiration.

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Keeping Your Event Attendees Engaged and Wanting More

Scott Tokar, Tradeshow Magician, CEO Corporate-Fx

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 when in-person events return or how to stand out with your hybrid or virtual event.

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Tucking Away Emotion to Build Your Invincible Brand

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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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Crisis Readiness Equals Freedom - 3 Steps

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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, Melissa Agnes.

You don't have to put this off. You and your company can immediately take steps to build your crisis readiness. You may have more in place than you think you do. Learn from Melissa Agnes who is the author of Crisis Readiness on Amazon. 

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Generate Revenue From All of Your Passions

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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.

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Get out of your way and create a successful business.

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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 didn't get to do in our earlier shows. In your book, From Living Room to Boardroom: How I Launched and Sold a Multimillion-Dollar Business, you tell your whole journey. What I noticed in it is you were very upfront and open to talking about how you were able to borrow against your home to finance the start of your business. You're in New York. You had some equity, you were good. But what do you recommend for people with less than that type of option? Is that a deal-breaker if they can't get that initial funding?

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

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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. 

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

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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 Amy helps you determine the questions to have ready in order to guide the meeting, the presentation and ultimately - THE SALE.

Be sure to sign up for her newsletters, guides and more. Definitely worth adding to your weekly research list for those AHA moments.

AmyFranko.com - you will find her book, The Modern Seller there as well.

When your voice drives the sale away before it started.

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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 was so much fun and packed with applicable tips to keep you from being annoying. The biggest culprits?  Women! Women 17 - 35 and this voice fry issue where they sound like they are swallowing their words. Next, the gutteral hiccup - that punch that only belongs in the Cockney community in London.

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When to outsource sales training to jump start growth.

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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 pipeline, while simultaneously providing data intelligence, resulting in an improved go-to-market strategy based on real data and conversations? Or do you think hand your reps a call list, sitting them in the corner telling them to dial their little hearts out and close deals is enough training?

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