All Episodes (71)

1. 1. Tucking Away Emotion to Build Your Invincible Brand

   Until you address the emotion in a volatile situation with compassion and respect, you will not diffuse a situation and may do more damage raising the intensity to a blistering crescendo. This is the continuing conversation that started a couple of weeks ago with Melissa Agnes. In this episode, we deep dive into one aspect of our response to a crisis, confrontation, and conflict as our brands and key people are bombarded with heavy emotion.----more----Some of what is covered is how to get ahead

   Jan 27,2020 21:02
2. 2. Crisis Readiness Equals Freedom - 3 Steps

   When I think of peace of mind in business, it comes from being prepared for the expected, as well as the unexpected. It's not all sparkle ponies, unicorns and laughter. Bad stuff happens.What we do to respond in those moments as leaders and team members can change the course of a company and set into motion a chain reaction of positive outcomes or a Coyote/Roadrunner death spiral into dust. A bit dramatic I know, but I wanted you to have a visual as I introduce you to an expert in crisis readine

   Jan 13,2020 26:31
3. 3. Generate Revenue From All of Your Passions

   Susan's guest is Richard Moore. Not only is he a successful architect, but he's a graphic artist and product designer. Richard talks about the unexpected lessons learned when he started mass producing products. With over 100 SKUs, he's been able to successfully refine the process. The first step, hiring someone specifically to manage the production process. They met through a Kickstarter program several years ago launching their Chimeras through Walrus Toys.----more----When Susan asked Richard h

   Aug 28,2019 25:00
4. 4. Get out of your way and create a successful business.

    My guest today is Corinne McCormack for part two of the interview we did a couple of weeks ago about how to build a multimillion-dollar business. Yes, you can, and she has some final tips, advice, and strategies for you in this episode you don't want to miss. Here we go.I'm here with Corinne McCormack, and we have had some great interviews recently and there were a couple of topics though that I wanted to cover with her. Corinne, are you open, let's tackle those last two topics that we didn't g

   Aug 13,2019 13:29
5. 5. Corinne McCormack - How to launch a multi-million dollar business.

   This is the first part of an interview with author, entrepreneur, inventor, speaker - Corinne McCormack.My guest today is author, consultant, seasoned executive, and entrepreneur, Corinne McCormack. We are here today to talk about her new book, From Living Room to Boardroom: How I Launched and Sold a Multi-million Dollar Business. I have it and I love this book. Before I wanted to interview her I said, "Hey, I need your book so that I can read through, get a few chapters under my belt." I couldn

   Jul 29,2019 28:57
6. 6. Typos on your site can cost you money - tips to fix it.

   Karen and Susan cover where the typos are and how it can affect your credibility and make it more difficult for your sales team to build confidence with prospects. Listen to the full episode to get examples, details and an action list.Susan's List of task reminders to keep it current.Karen's secret tool to help you find the typos fast.Check your own site for links to internal PDF files, videos on a YouTube channel, too - those change over time, especially since people are converting personal cha

   Mar 20,2019 22:45
7. 7. Online Reviews - why you need them, where to find them and how to respond.

   This lively visit with real estate agent, Kristina Smallhorn applies to all businesses who need and receive reviews. The video version linked in the bottom will have some how to tips, too. Business reviews are not just for B2C and brick and mortar. ALL businesses need reviews in the right places where their potential clients go when considering them as as solution. This, along with what their colleagues and friends recommend play the biggest role in decision making before they even contact you.-

   Mar 01,2019 33:50
8. 8. 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 he

   Feb 13,2019 22:14
9. 9. 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

   Jan 14,2019 27:01
10. 10. 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, whil

    Jan 07,2019 24:27
11. 11. Decision Makers Have Disabilities.

     Teresa Huber and Susan Finch talk about the importance of an ADA compliant website. When most marketing departments think of disabilities and ADA compliance, they think about blind people, those in wheelchairs and more obvious issues. Don't forget about those with dyslexia, those who are color blind, hearing disabled. You may not realize how much of your buyer personas include people with a variety of disabilities. Why would you want to exclude them from viewing your site, doing research on you

    Dec 10,2018 23:00
12. 12. Mastering Competitive Analysis for Sales Success

    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 impo

    Mar 02,2023 16:06
13. 13. Achieving Competitive Advantage Through a Comprehensive Competitor Analysis

    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 the

    Feb 22,2023 13:25
14. 14. Grieving and the Workplace: How HR is Addressing Employee Needs

    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 financ

    Feb 10,2023 20:50
15. 15. Breaking Down Financial Metric Silos: Ensuring Consistent Understanding Across the Company

    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 impo

    Feb 07,2023 11:44
16. 16. Transform Employee Performance with Strategic Insight

    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

    Jan 30,2023 08:07
17. 17. Follow Up On the Leads, We’ll Do the Rest

    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

    Jan 18,2023 22:02
18. 18. Making Use of What Marketers Are Doing Right

    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

    Jan 18,2023 25:29
19. 19. How Are You Marketing To Your Employees?

    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.EmployeesCustomersProspectsCommunityConsider 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

    Jan 11,2023 12:24
20. 20. You Wrote a Book, Is It Time to Relaunch It?

    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 rea

    Jan 04,2023 32:14
21. 21. Reducing the Perception of Risks with Prospects

    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

    Dec 28,2022 25:52
22. 22. Are you good at generating sales opportunities?

    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:SDRs, SBRs, are you in the top third, mid-range third, or bottom third?Time to start self-

    Dec 14,2022 21:10
23. 23. Outcome-Based Budgets vs. Line Item Belt Tightening

    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 lo

    Dec 07,2022 26:22
24. 24. The Importance of a Playbook and Just Sitting for 30 Days

    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 ali

    Aug 24,2022 34:38
25. 25. You will make more money, work fewer hours, and have less stress - Todd Duncan promises you this.

    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 his 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 t

    Feb 02,2022 33:13
26. 26. Transactional vs. Lifetime Customers - which do you cultivate?

    If you are in sales, you'd better know if you are transactional-focused or lifetime-focused when it comes to how you approach prospects and customers. There is no wrong version, but you need to know which you are. Your sales manager needs to know which you are too. That deep honesty will allow you to play to your strengths. The theme of this episode is two-fold - being in awe of the fantastic things people you encounter do and who they are, and knowing yourself to the core. If you don't like it,

    Dec 14,2021 33:34
27. 27. Kindness in Your Culture for Reputation, Recruitment, and Retention

    It’s been proven that kindness in the workplace has a stunning ROI. Kindness decreases stress, reduces employee burnout, and builds increasing levels of happiness and satisfaction in the workplace.  Susan's guest is author Linda Cohen. They visit about the simplicity of transforming your business to incorporate kindness as a method of recruitment, retention, reputation without spending a lot of money. Her ideas are so simple you can start them today.Imagine a company culture where employees feel

    Oct 12,2021 20:47
28. 28. The Role of the Conductor in B2B Leadership

    Christopher Lochhead wrote a book called Play Bigger. He was the CMO of Mercury Interactive and a couple of other real high-flying Silicon Valley startups and just an awesome guy. But he has a saying. He likes to say, "Thinking about thinking is the most important thinking you do. A lot of what we're talking about is stepping back because it's so easy to default to, Hey, I just raised my Series A; I'm in MarTech, let's go get somebody out of drift or let's go get a sale.Let's go find someone in

    Sep 23,2021 12:23
29. 29. The Two-Way Interview with Mark Donnigan

    Mark Donnigan from Growth Stage Marketing says, "It's important that a professional team work together and all the executives should be rowing in the same direction and all these kind of truisms, which are all true but there are some very profound implications to how we market and how we sell, which gets wrapped up in go to market as a result of the fragmented buyer's journey that we are in today." He also reminds us, "think about how you talk about yourself, how you talk about what you do. And

    Sep 15,2021 32:41
30. 30. Correcting the Disconnect in Your Customer Service

    If someone is completing a form, you never want your customer to take any action that they don't know what's next for them. They need to know what's next and how long it will take. This is just one tip from Sonia Portwood and Virginia Robbins from PCBB. Customer service can make or break your business. Look at everything that you do from the point of view of your customers and you can't go wrong.  Virginia reminds us to be brave when a customer leaves. Pick up the phone and ask what happened and

    Jun 30,2021 31:41
31. 31. Vetting Your Network Security Vendor and Locking It Down.

    What are the questions you should ask before you select a network security advisor? What should you ask yourself? What are your accessibility needs? Be sure to include the factor of your team's cell phones. How secure are they? The simple requirement for facial recognition to login can save headaches and disasters. Listen to this short episode walking through the logic and some actionable tips. 

    Jun 21,2021 19:30
32. 32. Time for Security Review to Continue #WFH or Hybrid

    When we all were sent home suddenly, not everything was ready for this transition, including the security of the workspace we were cobbling together at home, in closets, on kitchen tables, our cars, coffee shops. Many companies have continued to evolve policies, purchase equipment for those working remotely. But many haven't been able to. This episode will help those companies start that thought process and catch up. Michael says, "Treat your remote and home network the same way you would your c

    Jun 16,2021 25:42
33. 33. What you need to know before going after an International or Global Market

    Today, I am interviewing Craig Ostbo. I met Craig because Nina Hambleton, who was on our team, everybody loves Nina. She said, "You need to interview my professor because he's the real deal. And he knows everything about international marketing and has so much passion and joy for this."From a touring musician to the perfect timing getting into the natural, the organic, and sustainable world of products, and taking clients brands global is the story he's telling us today. He's also shared some fr

    May 05,2021 36:44
34. 34. What if the old audience is still enjoyable, but not as profitable?

    "I understand that your clients are your gold, and I'm not going to do anything to tarnish that." Doug C.  Who is your ideal client? do not be afraid to truthfully state it. Everyone is not our client. Dream it! You are not being ungrateful grabbing all the crumbs. Free up your time, free up your effort. What do you want your income level to be? Is that enough? It may be fine, everyone has their own level of gratification.----more----Some of us base it on time, not money. Why not have it accompl

    Feb 24,2021 30:31
35. 35. No lead should be ignored, but not all leads should be sold to.

    Continuing our discussions with Ledge on ways to quickly jump start your sales team, and ultimately your company's revenue and joy he tackles good vs bad leads and why they all need to be addressed. He says, "From the funnel standpoint, you can use some automation for that, but ultimately make sure you have sales and marketing work together on a human look at the discernment in your funnel. Is this a fit? Why is it not a fit? If it's not a fit are there any flags that I can indicate ahead of tim

    Feb 17,2021 23:16
36. 36. Keeping Your Event Attendees Engaged and Wanting More

    Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. This episode of Rooted in Revenue first appeared on SLMA Radio.  Susan Finch interviews Scott to talk about adjusting, the value of performers to help car

    Aug 05,2020 26:00
37. 37. 5 Tips to Whale Hunting for Global Accounts

    Author, Barbara Weaver Smith joins Susan Dec. 6 for this episode (listen live on this site at the right). Her first book, Whale Hunting, exposed us to how to succeed in landing larger accounts. Whale Hunting provides your B2B company with a clear, step-based model for successfully finding, landing, and harvesting whale-size accounts–the kinds of accounts that transform your business. It can mean the difference between merely surviving and thriving spectacularly. But you have to be smart and you

    Dec 04,2018 24:53
38. 38. Selling to Healthcare & Hospitals - you need to be able to understand all the terms.

    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 effectiv

    Nov 20,2018 23:21
39. 39. Sales Engagement to Enable the Buyer = Buyer Enablement

    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 perso

    Nov 07,2018 26:37
40. 40. What is The Modern Seller and Why You Need to Become One.

    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 cre

    Oct 30,2018 20:04
41. 41. The Seller's Challenge - Gatekeepers, concerns vs. objections.

    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 “obje

    Oct 29,2018 22:06
42. 42. The Seller's Challenge

    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 insight-sell

    Oct 23,2018 17:57
43. 43. You asked for their email, now what?

     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

    Oct 16,2018 06:35
44. 44. B2C: Simple ways to build credibility - maps, reviews and top 10 lists.

    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 U

    Oct 12,2018 14:42
45. 45. Let your past podcast episodes do the heavy lifting.

     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 fi

    Sep 04,2018 06:57
46. 46. Is Your Exhibit Booth Boring - answer - YES IT IS.

    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:

    Jun 19,2018 27:14
47. 47. 6 Easy Event Attendee Tips to Maximize the Value

    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, t

    Jun 06,2018 10:23
48. 48. Testimonials - the glow of the moment: make the most of it.

    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 glowi

    May 22,2018 07:08
49. 49. Event Marketing Budgets & Digital Marketing

    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

    May 21,2018 09:18
50. 50. John Golden, CSO Pipeliner CRM Revenue Tip: Treat Prospects Like Clients.

    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 trainingsUnderstand what

    May 08,2018 17:36
51. 51. Event Communication - Put your ego aside

     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 f

    Apr 26,2018 09:31
52. 52. 5 Simple ideas to generate leads before the conference

    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

    Apr 23,2018 19:19
53. 53. Event Marketing Budgets & Digital Marketing

    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 into

    Apr 10,2018 09:18
54. 54. Why you need an online pressroom.

     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 co

    Apr 06,2018 07:32
55. 55. Additional Ways to Generate Event Revenue

    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-onsVirtual EventsPaid SpeakersCoaching ProgramsBonus EventsLive StreamingPost Event OptionsMake 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

    Mar 28,2018 10:50
56. 56. Use easy URLs to track your marketing efforts for events, books, products, campaigns.

    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 click

    Mar 26,2018 11:16
57. 57. Your voicemail message - your first hello, or your last.

    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 m

    Mar 20,2018 11:12
58. 58. Top 5 Ways to Monetize Your Event

     When you decide to add events as a revenue stream into your business the normal thought process is to focus on ticket sales to make money.Ticket sales are extremely important as that is your indicator for 1) How many people are attending your event and 2) Where you need to adjust your marketing efforts to increase “butts in seats”Here are the Top 5 ways to bring in event revenue that go beyond ticket sales. Sponsors - Creating partnerships and collaborations with sponsors is one of the most pro

    Mar 14,2018 06:19
59. 59. Revenue Tip: You can have a lot of tools, but it's up to you to implement them.

    One of the takeaways from this episode is that many of us take courses, attend seminars and more, but it's up to us to implement the take aways. Even if we only get one tip we can apply, WE need to apply it ourselves. Nancy talked about creating her companies’ future - their revenue generator - is their new virtual course option. This is an 11 week course to immerse into and then develop the habits for collaborative selling.Now to our topic and Nancy’s tip: People need to ask for decisions - ask

    Mar 12,2018 19:01
60. 60. Don't lose revenue by skipping paying a pro for website maintenance.

    Yes, we all know a guy, or a kid or a neighbor who “does” websites and can help us for $12/hour and a case of beer. But is that who you want maintaining your site? You are building a business, a division, launching a product, a book and event - don’t trust the results of your efforts to someone who only has evenings and weekends available to you to keep it running smoothly and efficiently. Your website is more than your online brochure, it’s your first impression, the gateway to your sales funne

    Feb 27,2018 05:50
61. 61. Your event timeline - when does it start?

    When planning an event, meeting, retreat, workshop or conference you will want to build out a timeline for your event. Certain elements of your event need to be reserved, contracted, ordered and paid for by a specific time frames prior to the event. If you have a member of your team managing this part of your event, you will want to ensure that they have the proper information and authority to complete tasks and sign contracts on your behalf. Most large events are planned 12-18 months in advance

    Feb 19,2018 05:33
62. 62. Tip: You can get big insights from little data.

    Susan's guest, Laura Patterson, President, VisionEdge Marketing dove right in with her core belief: It's always about customers, or members, or your community.Without those relationships you don't bring in the money.When asked the most valuable services she and VisionEdge Marketing brings to their clients, Laura responded, "Data analytics, data insights, measurements and an action plan." When she started in 1999, those terms were foreign to most. Data analytics, measurement and process are their

    Feb 13,2018 22:51
63. 63. If they can't contact you, they won't pay you.

    If you are not a legitimate company, don’t value your credibility and reputation, please stop listening and go back to your tutorials on shady telemarketing techniques.If you are in the other camp and deeply care about reputation, customer service, being of value, building revenue for the long game, this is for you. Have you been to your company’s contact page lately?What did you learn? As a new visitor, potential customer, investor, what did you learn?More and more companies seem to be opting f

    Feb 12,2018 08:32
64. 64. Defining Your Event Budget

    Are you making money or losing money? You MUST have a budget. You must forecast your expenses and plan out your profits to give you an idea of what your numbers may or may not look like. You can’t wish on a star and hope it will all be ok.How much money do you have to spend for this event?Are you receiving donations from vendors? Will you be looking for sponsors? Do you plan on having exhibitors?Sponsorship is a GREAT way to cover the cost of your event and I know that topic is covered in this s

    Feb 05,2018 08:29
65. 65. Revenue Tip from Deb Calvert

    Join us for a valuable revenue tip from Deb Calvert. We are also talking about her new book, Stop Selling and Start Leading. Her tip revolves around the fact she's been in sales her entire professional career. She has inbound and outbound strategies for generating revenue. Tune in to take notes! Be ready, she's a firm believer in good old-fashioned cold calling. Outsourcing is not HER solution. Keep your skills honed.Revenue Expert: Deb CalvertDeb Calvert has been named by Treeline as one of “Th

    Jan 30,2018 13:23
66. 66. Moving your business or domain can cost you revenue.

    It’s so exciting when we outgrow our office space or buildings and need to move to bigger digs! You have a prep list for the move that probably includes utilities, ISP, updating the post office. But did you think about your online address that has been there for a while? That needs to be updated EVERYWHERE and consistently.I’m talking about NAP - Name, Address, Phone number. For search credibility, your business listing needs to be consistent in every directory and with every search engine that

    Jan 30,2018 09:48
67. 67. Revenue Tip from Lori Richardson - You are sitting on gold.

    In this interview, Susan asked Lori Richardson these questions:How does generating revenue look for your business?What are the key services/products you offer that generate the most revenue?What is a tip you'd like to share to generate revenue?Listen to this short episode with a HUGE aha moment in it.About Lori Richardson:Lori RichardsonCEO, Speaker & FounderLori founded Score More Sales in 2002 to help companies grow revenues through strategic sales efforts, using lessons learned from 20 years

    Jan 23,2018 08:21
68. 68. Creating an amazing event experience.

    We no longer just create events. We create experiences. Follow along with the questions below and develop your event using your past experiences and your personal preferences. Visualization is really powerful when creating your event experience. Think about all of the events you have ever attended. What memories or experiences stand out to you in this moment? Are they good? Are they bad? Why did you like it? Why did you dislike it? Did that experience turn you off from attending that particular

    Jan 22,2018 10:16
69. 69. Your online profiles are costing you money.

    Saying our FREE online profiles in all of the social venues is costing us money may be confusing. Let’s think about that statement. If you create a profile and forget about it for a long while, it becomes dated, perhaps even incorrect. Not just headshots and the company you work for, but your basic statement about yourself. When you created your profiles chances are you were just checking off a box to get marketing off your back. Facebook - checkLinkedIn - checkTwitter - checkGoogle+ - checkAbou

    Jan 16,2018 08:08
70. 70. Defining Your Event Purpose & Target Audience

    In this episode Lany shares the first 2 foundational pillars to creating successful events. There are 5 foundational pillars and Lany will cover them all over the next few episodes.In events there are 5 different areas that will help you build a solid foundation for your event. Defining Your Purpose & GoalsIdentifying Your Target AudienceCreating an Amazing ExperienceBudget Planning & ManagementSetting an Event TimelineAs you go through this episode and begin creating your event, ask yourself th

    Jan 09,2018 07:11
71. 71. PRESS KIT: Give them the bio and photos you want them to share.

    In this 6 minute episode, Susan covers the checklist to create your own online press kit. It’s great when people include you in their posts, include your photo, mention your company. But, you want people to post about you with the correct, current images, logos and statements. If you have a place on your website you can send them, it makes it easy for a consistent, current message.  How about yourdomain.com/mediakit? or /presskit ? This makes saying it or sharing it easier.You can also include a

    Jan 03,2018 08:39