Rooted In Revenue
About
Available on
Community
87 episodes
Are you drowning in tasks and struggling to let go of control in your business? In this third episode of the Rooted in Revenue series, Lany Sullivan and Susan Finch dive into the power of delegation and how it can lead to more time and freedom. They discuss the importance of identifying tasks you love and hate, and provide practical strategies for delegating at all levels of your organization. From overcoming the fear and vulnerability of delegating to developing trust with your team, Lany and Susan share insights on how to break free from the self-induced chaos of trying to do it all yourself. They also emphasize the importance of effective communication and empowering your team members in the delegation process. Tune in to learn how implementing "Love, Hate, Delegate" can transform your business and unlock your path to greater freedom and success.
Susan Finch and Lany Sullivan are plunging into the inky black to tackle the four crucial moments when conducting a business assessment, which is an absolute must. They'll help you identify the signs that your business is ready for a thorough evaluation, and trust us, ignoring these red flags could lead to a total "blowup" down the line – and nobody wants that! Lany shares her expert insights on navigating the challenges of rapid growth, delegating effectively, optimizing your tech stack, and building an ideal team with high efficiency and retention. Whether you're a visionary leader or a detail-oriented executive, this episode is oozing with actionable advice to help you achieve sustainable success. Are you ready to assess, optimize, and take your business to new possibilities of scale and growth? Some key points you may want to jump to: 00:00:00 Introduction: The importance of conducting a business assessment 00:00:30 Four key areas that indicate when to do a business assessment 00:01:00 Point 1: Navigating explosive growth and maintaining infrastructure 00:04:30 Point 2: CEO holding all knowledge and not delegating effectively 00:12:30 Point 3: Outdated systems and broken tech stack 00:24:00 Point 4: Preparing to hire new team members 00:25:00 Conducting Lany's system of "Love, Hate, Delegate" exercise to identify hiring needs 00:27:00 Documenting processes and creating a detailed scope of work 00:28:30 Developing an onboarding process and setting expectations for new hires 00:30:00 The importance of taking the time to document and train properly If you want to see this episode, it's on the Funnel Media Group channel here: https://youtu.be/V_UWOh43inM
Are you leaving money on the table in your business? If you haven't evaluated your entire customer journey from end to end, chances are there are holes that are costing you revenue. In this episode, operations experts Susan Finch and Lany Sullivan dive into why your customer journey is the key to sustainable revenue. They share examples of the broken processes they often see, and provide practical advice for establishing foundational systems that will help you shift from constantly rebuilding your business to making small pivots for long-term growth. Tune in to discover how to plug the leaks in your customer journey and build a business that works. Some key points from this episode include: __ __
In this episode of Rooted in Revenue, host Susan Finch welcomes back Debi Davis, owner and operator of 3D Communications AI, for an insightful discussion on the importance of measuring and managing data to drive business growth. CEOs and CROs will find valuable insights as Debi shares her expertise on analyzing processes, improving communication, and leveraging data to make informed decisions. Discover how to effectively collect, organize, and utilize data to enhance your company's performance and stay ahead of the competition in today's rapidly evolving technological landscape. Join Susan and Debi as they explore the concept of "you can't manage what you don't measure" and provide practical advice on harnessing the power of data to achieve your business goals. Don't miss this opportunity to learn from two industry experts and take your company to the next level. Listsen to the series here. https://rootedinrevenue.com/category/guest-debi-davis
Feeling scattered trying to manage and grow your business? Plagued with impulsive ideas but little follow-through? Do distractions keep you from moving forward effectively? My friend and business coach Debi Davis shares hard-won wisdom for overcoming chaos and dysfunction. If you lead or own a small or mid-size B2B company, listen in as Debi and I discuss bringing order to operations, planning, and execution. Learn a simple yet powerful three-step formula encapsulated as “frame, focus, follow through” that could transform how you structure workflows, combat shiny object syndrome, enable consistent progress tied to objectives, and make space for spontaneity. Whether dealing with hypergrowth, leadership changes, or market disruptions, every entrepreneur needs organizational discipline to drive results without burning out. Tune into my conversation with Debi to gain insider tips on getting unstuck, focused, and moving forward intelligently toward your vision.
CEOs, are your metrics telling the whole story of your company’s health? Susan Finch poses this vital question to her guest, customer intelligence expert Laura Patterson, in this episode. Laura spotlights critical yet overlooked metrics beyond sales and profit — brand equity and customer value. These interlinked measures provide unparalleled visibility into your company’s ability to attract, retain, and expand customer relationships over time. According to Patterson, savvy executives harness these advanced analytics to steer product innovation, segment customers precisely, model business impacts, and ultimately make decisions that accelerate growth. Connecting the dots between these additional metrics and concrete outcomes gives you the power to future-proof your organization amid disruption. Will you lead with expanded metrics to propel competitive advantage? The insights in this episode equip you to do so. The intro focuses on the bottom-line benefits of the discussed metrics for CEOs and uses Laura Patterson's expertise to compel leaders to incorporate broader intelligence. Links from this episode: VisionEdge Marketing https://visionedgemarketing.com Laura Patterson on LinkedIn https://www.linkedin.com/in/laurapattersonvem/ Speaking Workshop https://visionedgemarketing.com/speaking-workshop-growth-customer-centric-strategies-programs/ Advisory Services https://visionedgemarketing.com/advisory-services-plans/ About Laura Patterson: Laura Patterson has believed in the power of customer-centricity since childhood, when she sold chocolates door-to-door. She founded the growth strategy firm VisionEdge Marketing in 1999 to help companies reap the rewards of a customer focus. Patterson has severed as director of customer marketing and brand strategy, customer relationship manager, customer marketing initiative lead, and customer loyalty architect for companies like Motorola. An award-winning author and speaker, she shares her expertise through books, interactive workshops, research, and advisory services to boards and executives. Patterson is passionate about enabling businesses to accelerate growth through four key game-changers: better growth strategies, organization-wide customer-centricity, performance measurement, and operational excellence. With over 25 years helping companies implement these customer-first approaches, her mission remains unchanged - inspire organizations to fully leverage customer intelligence for sustainable success.
Do you have a revolutionary business idea but struggle with bringing it to market? Have you invested significant time and money into a product with no traction? As an entrepreneur and inventor at heart, Sushee Perumal has been in your shoes. After exiting his prior role, he was inspired to launch Flight Level 180 to provide startups and founders the capabilities in technology, marketing, and sales required to accelerate getting products from idea to market fit. In this episode, learn Sushee’s framework around alignment, rapid iterations using customer feedback, finding shortcuts, and execution to take your innovative ideas into winning products customers love. As Sushee says, “Leaders are learners,” so be prepared to have your mind opened to a new way to approach product-market validation. If you have an insatiable curiosity for what’s possible in business, you’ll discover game-changing insights from this inventive leader and certified pilot. Links from this episode: Sushee Perumal on LinkedIn https://www.linkedin.com/in/susheeperumal/ FlightLevel180.com https://FlightLevel180.com Susan Finch on LinkedIn https://linkedin.com/in/susanmfinch Funnel Media Group LLC https://funnelmediagroupllc.com
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 https://www.heinzmarketing.com/about/
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: susan@susanfinch.com 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 https://www.kernandpartners.com/employee-engagement-lead-capture 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 https://tenloradio.com/e/the-unique-edge-marketers-have-over-chatgpt/ Links from this episode: Susan on LinkedIn https://linkedin.com/in/susanmfinch Tessa on LinkedIn https://www.linkedin.com/in/tessaburg/ Time-Saving vs. Think-Saving blog post https://susanfinch.com/time-saving-vs-think-saving-ai-guideance-for-students/
Jo Dale Carothers https://www.linkedin.com/feed/ 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: __ __ 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://advantexe.com/ https://www.advantexe.com/psychological-safety-simulation Rob Brodo on LinkedIn https://www.linkedin.com/pub/rob-brodo/0/334/574and Twitter https://twitter.com/robrodo Susan Finch on LinkedIn https://linkedin.com/in/susanmfinchand Twitter https://twitter.com/susanmfinch About Advantexe: Advantexe Learning Solution's mission is to provide world-class Business simulation-centric https://www.advantexe.com/the-power-of-practice-business-simulations Business Acumen https://www.advantexe.com/business-acumen, Business Leadership https://www.advantexe.com/business-leadership-training, and Strategic Business Selling https://www.advantexe.com/strategic-business-selling-skillstalent 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 https://www.advantexe.com/advantexe-talent-development-solutions 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 https://www.advantexe.com/blog/five-business-acumen-tips-to-make-you-indispensable. Links from this episode: Adventexe.com https://advantexe.com/ https://www.advantexe.com/new-manager-business-leadership-simulation https://www.advantexe.com/coaching-for-business-success Rob Brodo on LinkedIn https://www.linkedin.com/pub/rob-brodo/0/334/574and Twitter https://twitter.com/robrodo Susan Finch on LinkedIn https://linkedin.com/in/susanmfinchand Twitter https://twitter.com/susanmfinch About Advantexe: Advantexe Learning Solution's mission is to provide world-class Business simulation-centric https://www.advantexe.com/the-power-of-practice-business-simulations Business Acumen https://www.advantexe.com/business-acumen, Business Leadership https://www.advantexe.com/business-leadership-training, and Strategic Business Selling https://www.advantexe.com/strategic-business-selling-skillstalent 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 https://www.advantexe.com/advantexe-talent-development-solutions 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://advantexe.com https://www.advantexe.com/new-manager-business-leadership-simulation https://www.linkedin.com/in/rob-brodo-574334/ Rob Brodo on LinkedIn https://www.linkedin.com/pub/rob-brodo/0/334/574and Twitter https://twitter.com/robrodo Susan Finch on LinkedIn https://linkedin.com/in/susanmfinchand Twitter https://twitter.com/susanmfinch Also mentioned, Love Your Team by Helen Fanucci on Amazon https://www.amazon.com/Love-Your-Team-Survival-Managers-ebook/dp/B0BHTV332N About Advantexe: Advantexe Learning Solution's mission is to provide world-class Business simulation-centric https://www.advantexe.com/the-power-of-practice-business-simulations Business Acumen https://www.advantexe.com/business-acumen, Business Leadership https://www.advantexe.com/business-leadership-training, and Strategic Business Selling https://www.advantexe.com/strategic-business-selling-skillstalent 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 https://www.advantexe.com/advantexe-talent-development-solutions 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: __ __ 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 https://www.linkedin.com/pub/rob-brodo/0/334/574and Twitter https://twitter.com/robrodo Susan Finch on LinkedIn https://linkedin.com/in/susanmfinchand Twitter https://twitter.com/susanmfinch About Advantexe: Advantexe Learning Solution's mission is to provide world-class Business simulation-centric https://www.advantexe.com/the-power-of-practice-business-simulations Business Acumen https://www.advantexe.com/business-acumen, Business Leadership https://www.advantexe.com/business-leadership-training, and Strategic Business Selling https://www.advantexe.com/strategic-business-selling-skillstalent 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 https://www.advantexe.com/advantexe-talent-development-solutions 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 https://www.linkedin.com/pub/rob-brodo/0/334/574and Twitter https://twitter.com/robrodo Susan Finch on LinkedIn https://linkedin.com/in/susanmfinchand Twitter https://twitter.com/susanmfinch About Advantexe: Advantexe Learning Solution's mission is to provide world-class Business simulation-centric https://www.advantexe.com/the-power-of-practice-business-simulations Business Acumen https://www.advantexe.com/business-acumen, Business Leadership https://www.advantexe.com/business-leadership-training, and Strategic Business Selling https://www.advantexe.com/strategic-business-selling-skillstalent 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 https://www.advantexe.com/advantexe-talent-development-solutions 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: __ __ Links from this episode: On Angels' Wings - https://oawphoto.org https://oawphoto.org/ Susan Finch on LinkedIn - https://linkedin.com/in/susanmfinch Michelle Cramer on LinkedIn - https://www.linkedin.com/in/michellelcramer-oaw
In this episode, Susan is joined by Rob Brodo, the CEO and Co-Founder of Advantexe, as they continue their series on business acumen strategies. The focus of this episode is on comprehending financial position and key metrics, including the income statement, balance sheet, and cash flow report. Rob explains that financial management is just a scoreboard for the company's strategy and that understanding these metrics is crucial in measuring the success of the strategy. He also highlights the importance of cash flow, as it is the lifeblood of any business. The conversation then shifts to the importance of everyone in the company having a basic understanding of financial management and its impact on the company. Join Susan and Rob as they dive into the world of financial management and its impact on business success. The previous episode in this series is here: https://rootedinrevenue.com/e/transform-employee-performance-with-strategic-insight/ Links related to this episode: https://www.advantexe.com/business-acumen-virtual-workshop Rob Brodo on LinkedIn https://www.linkedin.com/pub/rob-brodo/0/334/574and Twitter https://twitter.com/robrodo Susan Finch on LinkedIn https://linkedin.com/in/susanmfinchand Twitter https://twitter.com/susanmfinch About Advantexe: Advantexe Learning Solution's mission is to provide world-class Business simulation-centric https://www.advantexe.com/the-power-of-practice-business-simulations Business Acumen https://www.advantexe.com/business-acumen, Business Leadership https://www.advantexe.com/business-leadership-training, and Strategic Business Selling https://www.advantexe.com/strategic-business-selling-skillstalent 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 https://www.advantexe.com/advantexe-talent-development-solutions 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, we cover the importance of understanding business strategy for every person working for a company. Our guest is Rob Brodo. Rob is the Co-Founder and CEO of Advantexe. Rob talks about how many CEOs struggle with leading an organization that lacks a clear understanding of their value proposition to customers. The discussion includes the difference between the "believers" and "non-believers," and the importance of knowing the company's strategy and its impact on a company's success. Listen to this first part of a 4 part series on understanding business strategy and how it can benefit your organization. Links related to this episode: https://www.advantexe.com/business-acumen-virtual-workshop Rob Brodo on LinkedIn https://www.linkedin.com/pub/rob-brodo/0/334/574and Twitter https://twitter.com/robrodo Susan Finch on LinkedIn https://linkedin.com/in/susanmfinchand Twitter https://twitter.com/susanmfinch About Advantexe: Advantexe Learning Solution's mission is to provide world-class Business simulation-centric https://www.advantexe.com/the-power-of-practice-business-simulations Business Acumen https://www.advantexe.com/business-acumen, Business Leadership https://www.advantexe.com/business-leadership-training, and Strategic Business Selling https://www.advantexe.com/strategic-business-selling-skillstalent 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 https://www.advantexe.com/advantexe-talent-development-solutions 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.
At least a few times a month I hear from a potential new client that their email marketing efforts produce no results. Once we sit and talk about their process, and how they follow up with the leads they get pretty quiet. This isn't uncommon. If you are struggling to create and execute targeted marketing campaigns that drive new business, you are not alone, especially for small businesses. It’s critical to the growth of your business, but you don’t have the time or the resources to do it and you cannot afford expensive marketing software or a high-priced marketing professional. Many of these small businesses are a team of one, two, or three trying to wear all the hats. They are great at what the company does, but they are not writers, they are not marketers, but they know they need to do this to get in front of existing customers and prospects. Larry Caretsky, Founder of Commence - a trusted name in CRM is our guest today. Listen to this episode to hear how Commence has solved this common issue of starting, but then dropping the ball on everything after the email is sent through a campaign. There is an answer. Join Larry and Susan for, "Follow Up On the Leads, We'll Do the Rest." Links from this episode: Larry Caretsky - sales@commence.com Larry on LinkedIn - https://www.linkedin.com/in/larry-caretsky-b3a27824/ Susan on LinkedIn - https://linkedin.com/in/susanmfinch Commence - https://commence.com The Marketing Enablement Program - https://commence.com/service/marketing-enablement/
We hear about all the ways marketers miss the mark - what they do wrong. What if we focused on what they are doing right and then expand the use of those tactics? Some companies have a team of one or less than five and each must wear several hats. If, as a group, you lay out what is working, analyze the results through Google Analytics and pulling in all the pieces, as a group, you can tackle what is next. It may be enhancing the most popular pages you have to ensure you move people along on the journey toward a conversation with your sales team. It may be creating a podcast or other content that appeals to your existing customers as the "inside group" rather than only talking to them when you want to sell them something new. Jeanne Hopkins goes through ways to bring out the best in the existing marketing plan, letting go of what's not working and allowing companies to divide and conquer what needs to be done to engage, then celebrating the mountain of measurable successes as a group. Join us for, "Making Use of What Marketers Are Doing Right." Links from this episode: Connect with Jeanne on LinkedIn: https://www.linkedin.com/in/jeannehopkins/ Connect with Susan on LinkedIn: https://linkedin.com/in/susanmfinch About Jeanne Hopkins, B2B Fractional CRO with growth marketing chops, Advice with Accountability, GTM, PLG; former @hubspot VP Marketing; Speaker; Author; Advisor; Mentor; Start-up Investors: Deep expertise in data-driven, high-velocity B2B and B2C customer acquisition, sales, marketing, and customer success organizations. Inbound (obviously)-based lead gen programs to support global demand for high-growth SaaS companies. Experienced in building GTM programs from scratch and turning around existing ones. Able to forge lasting partner marketing relationships with startups and enterprise-class organizations. Inbound marketing success in driving practical corporate, divisional and industry lead gen and nurturing programs. Success in growing and leading teams towards rapid results plus can enthusiastically manage many programs, people, vendors and campaigns concurrently, Proactive and highly productive w/analytical skills, thrive in a rapidly changing environment (start-up to corporate marketing), inspires excellence in others. Demonstrates concise, effective communication both written and spoken, able to handle ambiguity, a high workload, and an extreme amount of detail - all within budget. Building sustainable relationships that drive revenue via demand generation programs: Strategic, Technical & Creative - Co-chair MassTLC Sales & Marketing Group; Co-author, "Go Mobile", #1 best-selling mobile marketing book. Named to Sales Lead Management Association "Top 50" 3 years in a row and "20 Women to Watch" in 2015/14/13 & 2011; Named to VAR Guy Top Channel Leaders in 2015; MSPmentor People to Watch in 2014; BizJournal marketing experts; Speaker @ MarketingProfs B2B Forums, HubSpot Inbound 2011/12/13/14/15 Conferences, MIT Entrepreneurs Forum, AMA, Social Media Today, BrightTalk, MassTLC, Social Fresh. Advisor: OneScreen.io; Siemplify.co; Rank the Vote Digital Council; USEFULL (Coffee Cup Collective); Below The Fold (Acciyo) Author: Go Mobile! https://www.amazon.com/Mobile-Jeanne-Hopkins-Jamie-Turner/dp/1511384425
A more complete title is, "How are you marketing to your employees, customers, prospects, community?" Today I’m talking with Jeanne Hopkins who is launching Salty Marketing Company this month. We’ll cover what a fractional CMO is and isn’t, the four elements of marketing that every company must include or fail. __ __ Consider this a wake-up call to marketers who are unable to justify their spending. This is part one of our session. Links from this episode: Connect with Jeanne on LinkedIn: https://www.linkedin.com/in/jeannehopkins/ Connect with Susan on LinkedIn: https://linkedin.com/in/susanmfinch About Jeanne Hopkins, B2B Fractional CRO with growth marketing chops, Advice with Accountability, GTM, PLG; former @hubspot VP Marketing; Speaker; Author; Advisor; Mentor; Start-up Investors: Deep expertise in data-driven, high-velocity B2B and B2C customer acquisition, sales, marketing, and customer success organizations. Inbound (obviously)-based lead gen programs to support global demand for high-growth SaaS companies. Experienced in building GTM programs from scratch and turning around existing ones. Able to forge lasting partner marketing relationships with startups and enterprise-class organizations. Inbound marketing success in driving practical corporate, divisional and industry lead gen and nurturing programs. Success in growing and leading teams towards rapid results plus can enthusiastically manage many programs, people, vendors and campaigns concurrently, Proactive and highly productive w/analytical skills, thrive in a rapidly changing environment (start-up to corporate marketing), inspires excellence in others. Demonstrates concise, effective communication both written and spoken, able to handle ambiguity, a high workload, and an extreme amount of detail - all within budget. Building sustainable relationships that drive revenue via demand generation programs: Strategic, Technical & Creative - Co-chair MassTLC Sales & Marketing Group; Co-author, "Go Mobile", #1 best-selling mobile marketing book. Named to Sales Lead Management Association "Top 50" 3 years in a row and "20 Women to Watch" in 2015/14/13 & 2011; Named to VAR Guy Top Channel Leaders in 2015; MSPmentor People to Watch in 2014; BizJournal marketing experts; Speaker @ MarketingProfs B2B Forums, HubSpot Inbound 2011/12/13/14/15 Conferences, MIT Entrepreneurs Forum, AMA, Social Media Today, BrightTalk, MassTLC, Social Fresh. Advisor: OneScreen.io; Siemplify.co; Rank the Vote Digital Council; USEFULL (Coffee Cup Collective); Below The Fold (Acciyo) Author: Go Mobile! https://www.amazon.com/Mobile-Jeanne-Hopkins-Jamie-Turner/dp/1511384425
Holly Jean Jackson is a speaker, author, and holistic coach. This means she gives you three in one - a health coach, life coach, and a business coach. In this episode we are focusing on the value of relaunching your book. You put so much blood, sweat, tears, and hair-pulling into publishing a book. But what happens a few years later? Your publisher did their part, you did the signings, the promotions, and then crickets? Let's hope not. You may even be working on your next book, but you still really love your earlier works. There may be a few places that could use an update or a new version done as an audiobook. Have you done all that? Doing an audio version gives you the opportunity for updates. What about the kindle version? Can you update that? What a great way to reopen conversations with fans, clients, and prospects. Holly and Susan talk about the need for an actual marketing plan to relaunch what you did so well the first time. There is always a new way to do it better, and some elements that should be updated. Listen to this episode of Rooted in Revenue, "You Wrote a Book, Is It Time to Relaunch It?" ----more---- Links from this episode: Holly's Mastermind chat: https://businessnetworkchat.as.me/?appointmentType=38896056 Learn about the Mastermind: https://rb.gy/sj1mry Follow Holly: https://hollyjeanjackson.com/ https://www.linkedin.com/in/hollyjjackson/ https://www.instagram.com/coachhollyjeanjackson/ https://www.facebook.com/hollyjeanjackson Inspiration Contagion Podcast https://feeds.captivate.fm/inspiration-contagion/ Inspiration Contagion Book on Amazon https://www.amazon.com/Inspiration-Contagion-Health-Secrets-Success-ebook/dp/B09QL62WS5/ TEDx Talk https://www.youtube.com/watch?v=TqI4XOsMSdg Follow Susan: https://susanfinch.com/ https://linkedin.com/in/susanmfinch/ Rooted in Revenue on Apple Podcasts https://podcasts.apple.com/us/podcast/rooted-in-revenue/id1338856439 DMANC courses on podcasting taught by Susan Finch: https://dmanc.org/workshop/podcast-strategy-and-promotion-masterclass-a-2-part-series-of-workshops/ About Holly Jean Jackson: Holly Jean Jackson is a Holistic Business Coach, Speaker, Podcast Host, Author, and founder of Business Builder Throw Down. Her career spans technology to communications, organizational change, public relations, and content strategy. She has dedicated over 12 years helping business leaders get their groove back physically, mentally, and emotionally. She's led a Local to Global Policy Initiative to influence future leaders' impact on communities. Fun Fact: Played in Carnegie Hall's first chair clarinet and is a Black belt in karate.
We need our prospects to be so confident that they will get the return they expect. And so it's the ROI model, but also it's the level of confidence about the ability to achieve that. The fact that sometimes even what our customers tell us, they see value in our own solutions starts to change and evolve. Eric Whittlake of 6Sense joins Susan today. He says, "One of the things that you likely will see is they value the thing that's more immediate than the thing." That extends into the need for us to do things to reduce the perception of risk with prospects of choosing a, hopefully, our solutions. That has to do with our sales process, that has to do with our marketing, and establishing credibility. There's more that we have to do there because we have a higher bar. It's time to stir it up again. We have to recognize how much has potentially changed in our market, with our prospects, and how that is so much more important that we go do this work now to understand how we're going to prioritize. Listen to this episode, "Reducing the Perception of Risks with Prospects." ----more---- About Eric Whittlake: Eric is a B2B marketer with a focus on demand generation, digital, content and media. Over the last 15 years he has helped clients develop programs that stand out and he's helped agencies create and grow new service offerings including media strategy and planning, marketing analytics, exchange-based media buying, and measurement technology. In addition, he's lead new mobile, search and lead generation initiatives. About 6Sense: You can’t guess your way to quota. In these times of uncertainty, conventional wisdom tells us to proceed with caution. But 6sense https://6sense.com CEO Jason Zintak has another take. We’re ditching guesswork, and choosing to proceed with confidence. 6sense Revenue AI™ eliminates guesswork and arms your revenue team with the data and visibility it needs to create and convert high-quality pipeline into revenue. Proceed with confidence, in any climate. Important links: https://www.linkedin.com/in/ericwittlake/ https://6sense.com/ https://www.linkedin.com/company/6sense/ Twitter: @wittlake https://twitter.com/whittlake @susanfinchweb https://twitter.com/susanfinchweb @funnelradiolive https://twitter.com/funnelradiolive https://funnelmediagroupllc.com
Steve Richard, SVP, Value Realization at MediaFly sits down with Susan to talk about sales and sales training in a recession. He says, "Really good demand gen marketers that are super targeted with what they do and have very little scrap rate have never been higher demand. That's one thing I'm definitely seeing that's critically important right now. And everyone's going outbound." Key points in this episode: __ __ Steve's advice to take from this episode: "If you're good at generating opportunities, you're always going to be fine. That's it. It's simple. So learn how to generate opportunities no matter what customer-facing role you're in." ----more---- About our guest: Steve Richard is SVP of Sales Excellence at Mediafly following their acquisition of ExecVision https://www.linkedin.com/company/execvision/, the company he founded, in 2022. Steve also founded Vorsight which he sold in 2021. Steve’s mission and life's work is to help as many sales teams as possible become wildly successful. He has been featured in numerous publications, including The Harvard Business Review http://blogs.hbr.org/cs/2010/03/the_art_of_the_cold_call_4_tip.html, The Washington Business Journal http://www.bizjournals.com/washington/stories/2010/05/10/smallb1.html?s=industry&b=1273464000%5E3304491&page=1, and The Washington Post http://www.washingtonpost.com/wp-dyn/content/article/2010/07/18/AR2010071802669.html?sub=AR. Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football. He lives in Arlington, VA with his wife Ellen and their four kids ages 6, 9, 11, and 13. Follow Steve’s one-minute sales tips of the day on LinkedIn https://www.linkedin.com/in/saleskickoffspeaker/detail/recent-activity/shares/.
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." ----more---- About Laura Patterson: Growth strategy consultant to business leaders. Obsessed with helping companies take a customer-centric, data-to-insights, performance management approach to growth and to making business decisions with more confidence. A trusted advisor with global customers within the technology, financial services, life sciences, and manufacturing industries. Co-founded VisionEdge Marketing in 1999, serving customers like Cisco, Elsevier, Howden, Kennametal, Tektronix, Southwest Airlines Cargo, and over 200 more worldwide. Her expertise is regularly tapped by business associations such as the 4As, ANA, Direct Marketing Association (DMA), Institute for the Study of Business Markets (ISBM); academic institutions like Dartmouth, Oklahoma State, Truman State; and, publishers such as CEO Refresher, MarketingProfs, Nimble and academic journals; Marketing Technology companies such as Allocadia, Engagio, Hive9, and Marketo. (LinkedIn https://www.linkedin.com/in/laurapattersonvem/) Here is the blog post that really brought this episode together: https://visionedgemarketing.com/recession-how-to-make-the-least-risky-budget-cuts/ About VisionEdge Marketing: Vision Edge marketing started in 1999 with a focus on how they help their customers be more successful at using data analytics processes and measurement to take a customer-centric approach to growth. They were talking about all those things before they became big buzzwords. Now they're all big buzzwords and they're really glad that they were part of a trend.
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 a 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 https://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 https://www.amazon.com/High-Trust-Selling-Money-Stress/dp/0785288597 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.
