Rooted In Revenue

Communication 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 these over time not only boosts our own confidence but allows us to celebrate shared experiences with others. The ability to craft compelling stories makes communicating easier and more effective. This speaks volumes to HR facilitating healthier office cultures. Ultimately, honing our storytelling skills allows us to bridge divides and bond teams together. Tune into this insightful episode to gain tangible tools for improving how you communicate through personal stories.
A quote from Matt that speaks volumes about him:
“The definition of good work isn’t more work. It isn’t defined by doing the most work. The definition of work is about impactful work – for the work itself as well as what it enables for you and those you care about, as well as the broader communities in which we live and engage.”
Matt Heinz
President
Heinz Marketing
 

Have 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 Between forgotten passwords, outdated contact lists, and confusing file permissions, it's enough digital chaos to make you want to resign on the spot!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 learn how to clean your organization's digital house, tighten permissions, and set up role-based access so you can seamlessly log out and let capable new hands log in. Consider this your guide to gracefully logging off so your organization can thrive far into the future. Now, let’s get you transitioned out of that role without any fuss or digital dust!
Questions? Contact me: [email protected] or on LinkedIn: https://linkedin.com/in/susanmfinch

What 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 home that it is time to stop focusing on profits and focus on people. We hire PEOPLE to work with us for 30% of our lives. The strengths revolution starts with believing in human capabilities and caring deeply about enabling every individual to thrive. Get tips on how small changes by managers can unlock tremendous organizational success. The future is bright when we inspire greatness in one another. This is the first of several conversations to come between Susan and Russell.
 
A bit more on Strength-Based Coaching from Russell Kern:
Strength-based coaching plays a unique and critical role in developing strong teams and improving organizational financial performance. It enables each team member to learn what their greatest strengths are. In doing so, individuals can grow more in their careers by being encouraged to apply their natural abilities to their daily work. This develops a feeling of being respected and recognized for who they are and the importance of their unique contributions to the team. This further helps to increase their sense of belonging and shows support for their personal and career growth, which directly impacts their engagement at work and their team’s performance. In a study spanning 45 countries and 49,495 business units, Gallup found that strength-based workgroups saw increases in both sales and profits. And on average, these workgroups also saw:●     3% to 7% higher customer engagement●     6% to 16% lower turnover (in low-turnover organizations)●     26% to 72% lower turnover (in high-turnover organizations)●     9% to 15% increase in engaged employees●     22% to 59% fewer safety incidents Furthermore, Gallup also found that teams that focused on developing their strengths had 12.5% greater productivity and 8.9% greater profitability than teams that did not.

We 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 shift and how it's affecting various industries, including the car vending machine trend exemplified by Carvana. Trust, efficiency, and control have become paramount for today's consumers. Whether you're in B2B or B2C, understanding and adapting to these changing dynamics is crucial. We'll delve into the importance of trust, the consequences of broken trust, and the need to align your strategies with evolving consumer preferences.
Join us as we uncover the keys to thriving in this new landscape of consumer behavior with Deanna Shimoto on "Rooted in Revenue." Be ready to look at transforming your business strategy and stay ahead in today's ever-evolving market.
Links from this episode:
Business Name: GrowthMode Marketing
Website: http://www.growthmodemarketing.com/
LinkedIn: https://www.linkedin.com/in/deannashimota/
Facebook: https://www.facebook.com/growthmode
Twitter: https://twitter.com/Growth_Mode

In 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 and insights to highlight the challenges and benefits of using AI tools while maintaining a strong focus on ethics, security, and bias. Tune in to explore the nuances of incorporating AI into your daily workflows and the importance of approaching it with a strategic mindset.
Listen to Tessa's episode from Leader Generation on this topic, as well.
The Unique Edge Marketers Have Over ChatGPT
Links from this episode:
Susan on LinkedIn
Tessa on LinkedIn
Time-Saving vs. Think-Saving blog post

Jo 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. 
About Author - J.D. Carothers:
When not consumed by her job as an attorney, J.D. Carothers loves to cook for her family and friends, read murder mysteries and romance novels, eat chocolate, and sip wine while watching the sunset in Southern California.
Late at night or early on weekend mornings, she tries to find a quiet place to write her next novel and trade the stress of real life for a fantasy world where murder and romance are on the menu, along with the food she loves.
She wishes there were more hours in each day!
You can preview Royally Deceived here.
Amazon: https://amzn.to/43aNQYO 
Audible: https://adbl.co/3rv5IAA 
Here is the link to the series on Amazon
https://www.amazon.com/gp/product/B0C9N72KR2 

Psychological 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 a stable and predictable environment,
providing employees with options and choices,
ensuring equity in treatment,
understanding employee desires and needs,
and establishing a foundation of trust.
Repairing trust can be challenging but is possible in certain situations. It requires open communication, difficult conversations, and the leader's judgment on whether the person can be trusted again. Building trust also involves maintaining a respectful environment and avoiding mockery or humiliation.
Advantix offers simulations and programs on psychological safety that cater to both large and small businesses. These simulations provide self-reflection, learning, and action-planning opportunities to enhance leadership skills and create psychologically safe workplaces.
Links from this episode:
Adventexe.com
https://www.advantexe.com/psychological-safety-simulation 
Rob Brodo on LinkedIn and Twitter
Susan Finch on LinkedIn and Twitter
 
About Advantexe:
Advantexe Learning Solution's mission is to provide world-class Business simulation-centric Business Acumen, Business Leadership, and Strategic Business Selling talent development solutions to organizations around the world to help them execute their business strategies and achieve their goals and objectives. 
Their vision is to be the premier talent development resource partnering with their clients to close the talent gaps preventing them from flawlessly executing their strategic initiatives and achieving their short- and long-term business objectives.

Susan 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 objectives. Join them for this episode, "Skills Needed to Drive Performance Through  Effective Coaching."
Rob also invites you to read his latest post on Five Business Acument Tips to Making Yourself Indispensible.
 
Links from this episode:
Adventexe.com
https://www.advantexe.com/new-manager-business-leadership-simulation
Rob Brodo on LinkedIn and Twitter
Susan Finch on LinkedIn and Twitter
 
About Advantexe:
Advantexe Learning Solution's mission is to provide world-class Business simulation-centric Business Acumen, Business Leadership, and Strategic Business Selling talent development solutions to organizations around the world to help them execute their business strategies and achieve their goals and objectives. 
Their vision is to be the premier talent development resource partnering with their clients to close the talent gaps preventing them from flawlessly executing their strategic initiatives and achieving their short- and long-term business objectives.

Intrigued 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 Your Team, emphasizing the need for comprehensive training to support new managers and the difficult conversations necessary to grow.
They discuss the complexities of the evolving work environment, where institutional knowledge and documentation quickly become outdated. Rob reveals that many organizations lack manuals and standardized procedures. The simulations benefit not only new managers but the entire organization by building leadership capabilities.
Links from this episode:
Adventexe.com
https://www.advantexe.com/new-manager-business-leadership-simulation
Rob Brodo on LinkedIn and Twitter
Susan Finch on LinkedIn and Twitter
Also mentioned, Love Your Team by Helen Fanucci on Amazon
About Advantexe:
Advantexe Learning Solution's mission is to provide world-class Business simulation-centric Business Acumen, Business Leadership, and Strategic Business Selling talent development solutions to organizations around the world to help them execute their business strategies and achieve their goals and objectives. 
Their vision is to be the premier talent development resource partnering with their clients to close the talent gaps preventing them from flawlessly executing their strategic initiatives and achieving their short- and long-term business objectives.

In 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 the market and who might be a potential threat. By doing so, companies can use the information gained from competitive analysis to fine-tune their message to either existing customers or new prospects and establish a strategic competitive advantage. Overall, this episode provides valuable insights and practical tips for conducting competitive analysis, regardless of a company's size.
Some of the points covered in this episode include:
Sales is not just about selling a product or service; it's about building relationships with customers and understanding their needs.
One of the most important skills for a salesperson is active listening. This means listening to the customer, understanding their pain points, and providing solutions.
Salespeople should focus on creating value for the customer, rather than just trying to close a sale. When customers see the value in what they are buying, they are more likely to become loyal customers.
Sales training should be an ongoing process, not just a one-time event. Salespeople should continuously learn new skills, strategies, and techniques to improve their performance.
Technology can be a valuable tool for salespeople, but it should never replace human connection. Personalized communication and building relationships with customers is still the key to successful sales.
The previous episode in this series is here:
https://rootedinrevenue.com/e/transform-employee-performance-with-strategic-insight/ 
https://rootedinrevenue.com/e/breaking-down-finacial-metric-silos-ensuring-consistent-understanding-across-the-company/ 
https://rootedinrevenue.com/e/achieving-competitive-advantage-through-a-comprehensive-competitor-analysis/ 
Links related to this episode:
https://www.advantexe.com/business-acumen-virtual-workshop
Rob Brodo on LinkedIn and Twitter
Susan Finch on LinkedIn and Twitter
About Advantexe:
Advantexe Learning Solution's mission is to provide world-class Business simulation-centric Business Acumen, Business Leadership, and Strategic Business Selling talent development solutions to organizations around the world in order to help them execute their business strategies and achieve their goals and objectives. 
Their vision is to be the premier talent development resource partnering with their clients to close the talent gaps that are preventing them from flawlessly executing their strategic initiatives and achieving their short- and long-term business objectives.

In 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 business. He emphasizes the need to align people to measure the success of the strategy and that it is not happening in many companies. For example, if an organization has a value proposition of being an innovator, then the goals and objectives should be around innovation. Rob explains that it is not just about setting goals and objectives, but also about having specific measurements to tell if they are achieving those goals.
The conversation then turns to the importance of alignment across the enterprise on the value proposition, goals, and objectives. Rob highlights how the most successful companies in the world have this alignment, while struggling companies set up functions within the enterprise that compete against each other. This misalignment can lead to conflicts in financial metrics, cutting prices to get deals, and challenges in creating margins.
The episode concludes with Susan and Rob discussing the need for coaching and interpersonal skills to align people to the strategy. The conversation is wrapped up by discussing the basics of conducting a competitor analysis and using that information to establish a strategic competitive advantage in the next episode.
Listeners are encouraged to check out the full series of Rooted in Revenue on the website, where they can find Rob's insights on the foundations of Business Acumen, and to not miss the next episode on competitor analysis.
The previous episode in this series is here:
https://rootedinrevenue.com/e/transform-employee-performance-with-strategic-insight/ 
https://rootedinrevenue.com/e/breaking-down-finacial-metric-silos-ensuring-consistent-understanding-across-the-company/ 
Links related to this episode:
https://www.advantexe.com/business-acumen-virtual-workshop
Rob Brodo on LinkedIn and Twitter
Susan Finch on LinkedIn and Twitter
About Advantexe:
Advantexe Learning Solution's mission is to provide world-class Business simulation-centric Business Acumen, Business Leadership, and Strategic Business Selling talent development solutions to organizations around the world in order to help them execute their business strategies and achieve their goals and objectives. 
Their vision is to be the premier talent development resource partnering with their clients to close the talent gaps that are preventing them from flawlessly executing their strategic initiatives and achieving their short- and long-term business objectives.

In 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 after the unexpected death of his father. This episode sheds light on a crucial topic and highlights the importance of HR support for employees who are grieving. You’ll also hear the variations of grief, it’s not always about death. Listen in to gain insights and understanding on how to support your team and staff through the grieving process.
This episode covers a few facets of this topic:
Supporting Teams Through Grief: HR's Role in the Process
Navigating Loss in the Workplace: Expert Advice for HR
Grieving and the Workplace: Addressing Employee Needs
HR's Role in Providing Compassionate Support for Grieving Employees
Links from this episode:
On Angels' Wings - https://oawphoto.org
Susan Finch on LinkedIn - https://linkedin.com/in/susanmfinch 
Michelle Cramer on LinkedIn - https://www.linkedin.com/in/michellelcramer-oaw