Rooted In Revenue

Rooted In Revenue header image 1

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

tweet-rooted-amyfranko-why-how.jpg

 

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.

tweet-rooted-susanefinch-vocalfry.jpg

 

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.

Read the rest of this entry »

When to outsource sales training to jump start growth.

tweet-rooted-whiteny-marshall-qualified-meetings.jpg

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?

Read the rest of this entry »

Play this podcast on Podbean App