Rooted In Revenue

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

When 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 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.

How about the fillers: Like, ya know, sooooo, and.... um, uhhhhh? Time to break yourself of those habits. They scream insecurity and require your listener/audience to strain to get to the point you are attempting to make.

When we need to hire someone, we go through the interview process, background checks, checking to see if their past is linked to a bunch of workman's comp cases with former employers.... but once we decide to hire them, do we assume they are articulate? Do they know how to present ideas to their new team? Clients? Speak on behalf of the company? Why don't we teach our staff how to think on their feet and respond articulately? Surely there are Toastmaster's chapters near you. Give them bonus points for going through it or pay for it for them. You'll be glad you did. You'll give them confidence. AND if they really have bad habits, consider a speech coach, like Susan E. Finch. These professionals can quickly identify and help them work through bad habits. May not hurt you, either. 

Susan suggested the movie, "In a world" from 2013. GREAT examples you can remember. It's about the voiceover industry.


RECORD yourself to see how you sound. Use video if possible. Introduce yourself to you. Would you buy from you? Would you want to slug you? Would you TRUST you?

Really listen and ask an HONEST colleague to do the same and give feedback. Do it for your department. You'll all benefit from this improvement.

susan-e-finch-250.jpgAbout our guest, Susan E. Finch.

Susan Finch is a voice and speech coach who is passionate about supporting people in becoming clear and connected communicators. As her background is in theater she is able to bring vitality and fun to her clients.

Specialties include:
- accent reduction
- vocal production (finding power, ease, volume and range)
- clarity of articulation
- ease in communication (eliminating fear of public speaking)

She coaches people how to communicate with confidence and excellence.

When to outsource sales training to jump start growth.


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?

About our guest, Whitney Marshall – Sr. Director, Client Engagement & Co-founder

As a skilled professional, Whitney has extensive, in-depth experience specializing in Sales Development from a Client Engagement perspective. As the “foundation builder” for some of the most successful Sales Development programs in the IT industry, Whitney has developed and refined processes that ultimately lead the Sales Development program to be repeatable, scalable and continually functional through any employee changes with the utmost visibility and accountability.

“Working with companies who struggle to put intelligent process and standardization around outbound prospecting has provided me with a wealth of knowledge of this ever-growing commonality in organizations today. As industry sales approaches evolve with new methods and best practices, a program that can maintain integrity, revenue contribution and expansion through these changes has proven to be a critical component lacking in a growing number of businesses. With qualifiedMEETINGS, we are able to customize, implement and manage a process that is repeatable and scalable, all while providing intelligent analytics and the highest qualifiedMEETINGS for our customers’ pipelines”.

Whitney began her Client Engagement career with ForeScout Technologies where she co-developed, implemented and managed a program that streamlined onboarding, lead transfer, opportunity creation and analytics which was the foundation for exponential growth in new logo acquisition. Recently coming from CollabNet where she introduced and implemented the program management process for Sales Development, Whitney is bringing this highly sought after expertise to qualifiedMEETINGS. Her knowledge expands to companies that want to grow their pipelines year over year with a program that has proven results.

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