Revenue Tip

It 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 into the topic of budgets and getting away from a line-items from the past, compared to outcome-based recommendations to nimbly move forward. You will pick up several tips you can implement at your own company - no matter the size - in this episode, "Outcome-Based Budgets vs. Line Item Belt Tightening."
 

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 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 to be made. Sometimes the company she is joining doesn't have a playbook so they start a fresh one based on Jeanne's. It's a huge value she brings - the ability to observe and pull from the wide range of experiences and successes she's had in B2B tech. Join us for this episode of Rooted in Revenue, "The Importance of a Playbook and Just Sitting for 30 Days."

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 for this review to make adjustments and improve.
He'll also give his opinion as to why sales pros slip back into bad habits after having great coaching and training. One word - discipline. 
And TRUST - the most important thing to earn and the easiest to lose. How do you get back on track?
What is your WHY? What is your deep motivation? How does an action allow you to achieve something that is really emotionally important to you? You will want to listen to this more than once to fully absorb these huge tips you can start today.
And when you're done listening, go over to ToddDuncan.com and sign up for everything he offers. Follow him on all social channels. As Corey Frank from the Market Dominance Guys says, "Invest ONE hour per day on LEARNING and IMPROVING yourself." This is a great place to start. Everything can improve - you need to accept that and be willing to do the work to improve - every day.
Get his book - High Trust Selling on Amazon
About Todd Duncan:
Todd Duncan built a successful real estate and mortgage business before committing his life to help others do the same. At a young age, he learned the importance of building relationships, and that transactions will make you a living, but relationships will make you a fortune. That life lesson has carried him through his career and helped him become the #1 salesperson nationally at just 23 years old, write 17 books, start his own podcast, and make a transformational impact on the hearts and souls of business professionals. 

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 improve. It will only make you more successful. We made so many sudden changes last year and now it's time to review, adjust and make sure we are truly listening to our customers and incorporating their problems, hiccups, and complaints to be better at serving them to hopefully avoid repeating the mistakes.

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. 

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 top of this."
Michael tells the story of someone who was able to work from home, but what the company didn't realize, she was sharing the computer with her student daughter. This left a lot of vulnerability because the company didn't send her home with a dedicated computer, or cite the requirements to protect company information and that of their clients. This episode helps us pick up where we left off when we started working from home. Many aren't going back. It's working out well. Follow these tips to ensure it continues to work better and improve constantly.

"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.

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.

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. 

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.

 
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?

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.