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PODCAST

Rooted In Revenue

Susan Finch & Lany Sullivan

Revenue and sales are built on a solid operational foundation that allows marketing to thrive in an ever-changing environment with technology. Brought to you by speaker, branding strategist, producer Susan Finch, and Lany Sullivan, Fractional COO, and Strategic Consultant. This show is part of Funnel Media Group’s monthly line-up of podcasts.

business marketing

All Episodes

23:21

Selling to Healthcare & Hospitals - you need to...

Rooted In Revenue ·

2018/11/20

My guest is Heather Williams, the Vice President of Business Development at Strategic Dynamics, Inc. Heather helps organizations sell more effectively to their customers . She works with several healthcare companies but also works with other industries as well including finance. Heather works with senior level executives and HR to ensure organizations are hiring the right talent for all positions. Today we are discussing her book, “Selling to Hospitals & Healthcare Organizations. To sell effectively

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26:37

Sales Engagement to Enable the Buyer = Buyer Enablement

Rooted In Revenue ·

2018/11/07

What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement? The sales people need to see how the buyers are responding to what they are doing. What do buyers really want from salespeople? Well, we're not doing a very good job of getting them what they truly want. If we're going to enable our salespeople, we need to ENABLE them to help the buyer. If they can't, we are failing at Sales Enablement. The old sales training techniques no longer work. The role of the sales

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20:04

What is The Modern Seller and Why You Need to Become...

Rooted In Revenue ·

2018/10/30

Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. The big five skills that modern sellers need to become successful. What it means to be agile in sales and why that’s critical. How an entrepreneurial mindset can boost sales. Why being “holistic” is an important trait. How an energy routine can help build motivation and discipline. The proven approach to take in

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22:06

The Seller's Challenge - Gatekeepers, concerns vs....

Rooted In Revenue ·

2018/10/29

If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. Points covered include: Procurement (or Purchasing) can be a challenging obstacle for many sellers. How would you advise a seller to deal with Procurement? I noticed that you use the term “concerns” in lieu of

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17:57

The Seller's Challenge

Rooted In Revenue ·

2018/10/23

This is a two part interview about the book by Tom Willliams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. In this first half I asked them about several chapters and key points of the book. 1. What was the genesis for the book? How did it evolve? 2. What is stakeholder mapping and why is it important? 3. You wrote an entire chapter on status quo. Why? 4. What role in sales training should

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06:35

You asked for their email, now what?

Rooted In Revenue ·

2018/10/16

I find this common with smaller B2C businesses where you create a way to subscribe and never do anything beyond collecting the information. A subscriber is someone who has already shown an interest in your company, products or services. They trusted you with their email address and possibly other personal information such as a name, country or more. You have their interest, NOW. So what happens after they subscribe? You need to be able to answer these questions: What does their confirmation email

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14:42

B2C: Simple ways to build credibility - maps, reviews...

Rooted In Revenue ·

2018/10/12

There are a couple of free, simple tools you can use to stand out to your local market and potential clients. If you are a business that relies heavily on local traffic and customers, you need to take advantage of some free tools to build good will, establish yourself as a trusted resource provider and get points for being a good business neighbor. 1. Custom Google Maps: Create a general map with your own custom pin icon, make it public. Add a great description, mention your own company name and

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06:57

Let your past podcast episodes do the heavy lifting.

Rooted In Revenue ·

2018/09/04

Your past podcast content can do a lot more work for you to drive traffic, build credibility, open doors to prospects. I'm counting on the fact that you have a site for your podcast episodes and that you are connected in all the usual spots: iTunes, Stitcher, Libsyn, Blubrry, GooglePlay, etc. But you've had your show a long time. Why not put a new spin on past great episodes - new title, graphics and cover different points in the post, possibly edit the file a smidge or add commentary to the

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27:14

Is Your Exhibit Booth Boring - answer - YES IT IS.

Rooted In Revenue ·

2018/06/19

Let's talk about what used to work, sort of: 6 foot table, skirt - branded or not, logo behind, business cards, two chairs, fishbowl for cards, bad candy to give away. (YAWN!) A total waste of resources. You must be memorable. You must be a destination booth at the event. If you don't have a booth, you need to do SOMETHING to stand out. Listen to this episode for ideas for ideal give aways, engaging activities, treats, swag and more. After the break we'll also tell you what to avoid doing, hint:

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10:23

6 Easy Event Attendee Tips to Maximize the Value

Rooted In Revenue ·

2018/06/06

If you attend any type of networking event, seminars, workshops, tradeshows; listen to find out how you are wasting your time. There are six tips in this short episode on ways you can maximize the value from the events you attend, especially those you pay for. There is even a tip for those of you hosting events with sponsors - how to keep them coming back for more! Have more tips? Let me know. I'd love to hear how you generate revenue from attending events. I'm sure Lany would be interested,

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07:08

Testimonials - the glow of the moment: make the most...

Rooted In Revenue ·

2018/05/22

After you close the deal on a house for a client - be there for the moment when you hand them the keys or do it in your office when you hand them the keys - while it’s fresh and the emotion is sincere and spontaneous, Get their permission respectfully. No one wants to feel used or like a poster child to build your client base. Tell them how YOU felt helping them complete the transaction. Get the permission in writing - tell them how you’ll use it. How about after you receive notification of a

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09:18

Event Marketing Budgets & Digital Marketing

Rooted In Revenue ·

2018/05/21

Every year businesses determine what their marketing, sales, sponsorship, advertising, social,etc, etc line items will be in the budget. If you are an entrepreneur and not doing this I would highly recommend you find a money manager and start doing this. What many businesses forget to think about (or it's an afterthought) is events. Events are magic. Alright, maybe that's not the best selling point for me to give to justify adding events into your annual budget. Let's look at every major consumer

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17:36

John Golden, CSO Pipeliner CRM Revenue Tip: Treat...

Rooted In Revenue ·

2018/05/08

Today's guest is John Golden, CSO at Pipeliner CRM. Susan asked him about his top revenue tip. He lit up and was very happy to share it. Take head you companies that offer trial subscriptions. Listen up - many logical ideas in this episode. The key to Pipeliner CRM's success has been establishing long term relationship with customers, not just win, but maintain them - especially with a subscription product. They do this through a number of methods. The strongest are: Free trainings Understand what

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09:31

Event Communication - Put your ego aside

Rooted In Revenue ·

2018/04/26

Communication can sometimes be the hardest part of an event. The details are manageable, but sometimes the people involved are not. You will deal with a wealth of personalities, opinions and experiences that you may not enjoy engaging with. Put your ego aside and listen first. Digest what is being said to you and then make sure that you clearly and concisely craft a response that does not incite drama. Communication can be a challenge no matter what you are doing in life or business, but let's

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19:19

5 Simple ideas to generate leads before the conference

Rooted In Revenue ·

2018/04/23

You know you need to participate in industry conferences. You decide which capacity for each one whether your are simply an attendee, an exhibitor, a speaker or a host of a special event at the conference such as a cocktail party or gold event. When that decision is made, the clock of effectiveness is ticking. How will you add this to your already full schedule of tasks? I’ve done this for several clients with great success. They were shocked at how much of a difference this effort made in their

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09:18

Event Marketing Budgets & Digital Marketing

Rooted In Revenue ·

2018/04/10

Create an expense line in your annual budget for events. Every year businesses determine what their marketing, sales, sponsorship, advertising, social,etc, etc line items will be in the budget. If you are an entrepreneur and not doing this I would highly recommend you find a money manager and start doing this. What many businesses forget to think about (or it's an afterthought) is events. Events are magic. Alright, maybe that's not the best selling point for me to give to justify adding events

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07:32

Why you need an online pressroom.

Rooted In Revenue ·

2018/04/06

In one of our earlier episodes we covered your online media kit where you need to have the bios, photos and logos you want others to use. This is a continuation of that topic. Your online pressroom is about credibility. When you have credibility, it adds to your authority, which adds to your trust which means more people will trust you with their business. This page should be linked from your online press kit and be maintained regularly. It can includes all types of content where you or your

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10:50

Additional Ways to Generate Event Revenue

Rooted In Revenue ·

2018/03/28

There are more than 5 ways to make money on your event. We’ve already covered the Top 5. Below we’ve listed the additional sources Ticket Sales and Add-ons Virtual Events Paid Speakers Coaching Programs Bonus Events Live Streaming Post Event Options Make sure you download the full Event Revenue cheat sheet to learn more about each revenue stream and begin creating a strategy to maximize your event revenue. https://eventsbylany.com/rootedtips

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11:16

Use easy URLs to track your marketing efforts for...

Rooted In Revenue ·

2018/03/26

How do you know if your marketing dollars are leading to revenue unless you can track it? Even small businesses that have one or two events a year need to be tracking how their efforts pay off. Sometimes we pay for ads in directories, sponsor events, sponsor a local team of kids, put an ad in the church bulletin, boost our listings in the Chamber of Commerce or other business organization listing. Don’t you want to know if it worked? Don’t you want to know if people not only saw the ad but clicked

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11:12

Your voicemail message - your first hello, or your last.

Rooted In Revenue ·

2018/03/20

Ideally, no call goes to voicemail. But it happens. Ideally you are alert, 100% focused, perky, welcoming and clear to all callers that call you and answer with enthusiasm and respect. That doesn’t happen. Unless you have NO tasks, NO proposals, NO presentations, quotes, marketing timeline items you are working on, you will not be able to answer every call. If you can answer every single call to your landline, mobile and video chat requests, you need more business and someone guiding you to do more

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154 results

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