B2B services Archives - Business RadioX ®

Diagnosing and Boosting B2B Revenue, with Keith Finger, Revenue Insights

July 1, 2024 by John Ray

North Fulton Business Radio

Diagnosing and Boosting B2B Revenue, with Keith Finger, Revenue Insights

00:00 /

Diagnosing and Boosting B2B Revenue, with Keith Finger, Revenue Insights (North Fulton Business Radio, Episode 779)

On this episode of North Fulton Business Radio, host John Ray interviews Keith Finger, CEO and founder of Revenue Insights. The discussion centers on the intricacies of revenue generation for B2B companies. Keith, with his extensive experience, explains how he acts as a “revenue detective” to help businesses identify and pull the right levers across marketing, sales, customer satisfaction, and employee engagement. Keith shares success stories, including his work with a real estate services firm and a manufacturing company, highlighting the importance of understanding revenue complexity and retention strategies. Keith also offers insights into employee engagement and how it impacts revenue.

John Ray is the host of North Fulton Business Radio. The show is recorded and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

Keith Finger, Revenue Insights

Keith Finger is “The Revenue Detective.” He’s a business-to-business marketer and revenue generator who cut his teeth in the world of B2B tech and telecom product marketing and worked with customers on the ground in more than 20 countries.

After being a B2B fractional CMO for more than 15 years, Keith took a trip around the world, which had a profound impact on him. He became a life change and and career coach to help people live with authenticity.

More recently, Keith pivoted his CMO focus and started Revenue Insights, which helps B2B companies identify and fix areas in a company that are negatively impacting revenue.

Keith has traveled to nearly 60 countries.

Website | LinkedIn | Instagram

Topics Discussed in this Episode

00:00 Introduction and Welcome to North Fulton Business Radio
01:27 Meet Keith Finger from Revenue Insights
01:48 Keith’s Journey and Passion for Revenue Generation
04:06 Keith’s Favorite Travel Destinations
05:55 Understanding Revenue Insights and the Revenue Detective
08:46 Diagnosing Revenue Issues in B2B Companies
19:01 The Importance of Employee Engagement
26:39 Success Stories and Client Examples
28:54 Contact Information and Closing Remarks

About North Fulton Business Radio and host John Ray

With over 770 shows and having featured over 1,200 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the undisputed “Voice of Business” in North Fulton!

The show welcomes a wide variety of business, non-profit, and community leaders to get the word out about the important work they’re doing to serve their market, their community, and their profession. There’s no discrimination based on company size, and there’s never any “pay to play.” North Fulton Business Radio supports and celebrates business by sharing positive business stories that traditional media ignore. Some media leans left. Some media leans right. We lean business.

John Ray, Business RadioX - North Fulton, and Owner, Ray Business Advisors — **John Ray, Business RadioX – North Fulton, and Owner, Ray Business Advisors**

John Ray is the host of North Fulton Business Radio. The show is recorded and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and many others.

The studio address is 275 South Main Street, Alpharetta, GA 30009.

John Ray also operates his own business advisory practice. John’s services include advising solopreneurs and small professional services firms on their value, their positioning and business development, and their pricing. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants and bookkeepers, marketing professionals, and other professional services practitioners.

John is the national bestselling author of The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices.

Referrals and Pricing

April 20, 2022 by John Ray

North Fulton Studio

Referrals and Pricing

00:00 /

Referrals and Pricing

A story on referrals and pricing, and how best to refer your fellow professional services providers.

The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.

TRANSCRIPT

John Ray: [00:00:00] Hello again. I’m John Ray on the Price and Value Journey.

John Ray: [00:00:04] Referrals and pricing. Recently, a friend, I’ll call her Elizabeth, she asked me to recommend two or three professionals in a particular services segment. I gave her three names of individuals who I know do outstanding work. One of them was a professional I’ve known for a long time. I’ll call him William. I’ve worked with William on his pricing, and I disclosed that fact to Elizabeth when I included him on the list of names that I gave her.

John Ray: [00:00:36] Elizabeth also asked someone else, and I’ll call him Bob, the same question, and I found this out because Elizabeth forwarded me what Bob had written about his recommendations. She was confused because Bob had commented that William was probably “less expensive” than the other professionals Bob had recommended. What Elizabeth naturally wanted to know was how William was less expensive if I’d been working with him.

John Ray: [00:01:09] Now, I had to smile at that comment. I told her that Bob, frankly, had no idea what he was talking about, and I wouldn’t have either, for that matter, I told her, if I’d made any comments about William, or anyone else on my list, or Bob’s list, for that matter. Because he recommended him, I assume Bob was trying to help William, but that help came at a cost that Bob didn’t grasp, however. Bob could have hampered William’s ability to land the business because he placed a potentially unfair preconception in the mind of the prospect.

John Ray: [00:01:50] Now, here’s the point. When you refer someone, assuming you really care about them and want to see them succeed, never reference the level of their pricing. Unless you’re sending out their invoices for them, you have no idea where they are on their pricing journey, and it’s unfair to prejudice the mind of the potential client with any of your value judgments about their pricing.

John Ray: [00:02:17] Further, it’s highly unlikely you know the scope of the project the person asking for the referral has in mind. In this case, I had little information on the specifics of what Elizabeth wanted. Finally, I had no sense of how Elizabeth might value the outcomes that William or the others I’d recommended could deliver. I’m 99.9% certain that if I didn’t, Bob didn’t either, yet Bob was providing editorial comment on William’s pricing. If you make any sort of comment on someone you recommend, couch that recommendation solely in the value they provide, reference their quality, their timeliness, their insightly advice, whatever, but just don’t get into their pricing. If you’re really trying to help, don’t be Bob.

John Ray: [00:03:12] I’m John Ray on the Price and Value Journey. If you’d like to connect with me directly, you can send me a note, john@johnray.co. And past episodes of this series can be found at pricevaluejourney.com. Thank you for joining me.

About The Price and Value Journey

The title of this show describes the journey all professional services providers are on: building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire and trying to do all that at pricing which reflects the value we deliver.

If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray The Price and Value Journey — **John Ray, Host of “The Price and Value Journey”**

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.

In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.

John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Nashville Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,100 podcast episodes.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®: LinkedIn | Twitter | Facebook | Instagram

Introduction to The Price and Value Journey

January 21, 2022 by John Ray

North Fulton Studio

Introduction to The Price and Value Journey

00:00 /

Introduction to The Price and Value Journey

I’m launching a podcast, The Price and Value Journey, aimed at solopreneurs and small professional services firms.

As I mention in this introduction, the title of the show describes the journey all of us as B2B services providers are on: building a business by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing which reflects the value we deliver.

If you’ve been following me for a while, you know that I have a particular passion around pricing, as I’m convinced that pricing is the biggest problem most professional services providers have. So this podcast will lean heavily into pricing-related issues.

You’ll hear short commentaries from me—think the audio version of the posts I make on LinkedIn, my blog, and elsewhere. I’ll also offer interviews with leaders in the professional services world.

The goal of this show is simple, to offer help in what all of us are looking for: doing work we enjoy, for clients we love working for, and making more money along the way.

Thanks in advance for your support and feedback! If you’d like to be in touch, contact me at one of the links below.

TRANSCRIPT

John Ray: [00:00:01] Hello everyone. I’m John Ray, and welcome to The Price and Value Journey. That’s the name of the show. But if you’re a solo or small professional services firm, this title describes the journey you’re already on, whether you call it that or not.

John Ray: [00:00:18] When we start out in our business or our practice, you see, we’re trying to demonstrate the knowledge and experience we bring to clients. We’re trying to convince prospective clients of the value that we offer. Over time, hopefully, we grow. Our practice grows beyond friends and family to the contacts and referrals that have come from our marketing efforts.

John Ray: [00:00:42] Now, at a certain point, the activity of our business gets more fevered. We may have to hire a virtual assistant or maybe a full-time staff person, maybe we take on a partner. As we grow, there’s a gap between where we thought we’d be when we started out and the reality on the ground of where we find ourselves.

John Ray: [00:01:05] Maybe we’re not happy with the results of our marketing. Maybe we know we need to work on our branding or our social media game. It could be we need to do better in sales, but we don’t know how to or we just don’t like the idea of selling. Maybe we’ve got too much client turnover. It could be that we’re quite busy or even overwhelmed. And it may be even worse than that, we may feel like we’re working too hard for too little money.

John Ray: [00:01:37] Now, if that’s the case, then we’ve got a pricing problem. Maybe we know our rates or pricing is too low, but we don’t know what to do about it. Or we’re scared, if we’re really honest with ourselves. Maybe we don’t even know that being overwhelmed or too busy in our practice really is a symptom of a bigger problem that our pricing is too low.

John Ray: [00:02:06] Pricing is a particular passion for me, because I’m convinced that pricing is the biggest problem most professional services providers have. It’s not getting new clients or servicing them. It’s getting the best clients at better pricing.

John Ray: [00:02:25] Now, here’s the deal. Changes in pricing are the fastest way to change, not only the bottom line of a business, but the mindset of you, the business owner. The changes we make in our pricing mean the difference between frustration and a newfound enthusiasm for our business. Better clients to work with and working smarter instead of harder. And, of course, a stronger bottom line.

John Ray: [00:02:58] That’s where this show, The Price and Value Journey, comes in. Wherever you are on your entrepreneurial journey, the idea of the show is to share ideas and commentary, which help make you more money doing the work you enjoy doing for clients you love working for. I’ll share, not only what I’ve learned myself, but what I continue to hear and learn from clients that I work with. I’ll give you short commentaries and ideas and extended interviews with leaders in the professional services world.

John Ray: [00:03:37] I’ve been in the world of professional services in some form or role for 40 years. I’ve got plenty of t-shirts on the mistakes I’ve made along the way. I have my own business advisory practice, part of which includes helping professional services practitioners with their pricing. I also have a separate but related business, helping business owners, mostly professional services providers, who want to do their own podcast.

John Ray: [00:04:07] I welcome your feedback on the show. If you’d like to connect with me directly, you can email me at john@johnray.co or just visit my website, johnray, J-O-H-N-R-A-Y, .co. I’m also very active on LinkedIn, so you can connect with me there. My LinkedIn handle is johnray1, that’s J-O-H-N-R-A-Y-1. Thanks for joining me on this journey, The Price and Value Journey.

John Ray, Host of The Price and Value Journey

John Ray is the host of The Price and Value Journey.

In his other business, John a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®: LinkedIn | Twitter | Facebook | Instagram

Gloria Russell, Russell Resources LLC

August 16, 2021 by John Ray

Minneapolis St. Paul Business Radio

Gloria Russell, Russell Resources LLC

00:00 /

Gloria Russell, Russell Resources LLC (Minneapolis-St. Paul Business Radio, Episode 17)

More than just a copywriter, Gloria Russell of Russell Resources brings wide-ranging corporate experience to the table as she helps her B2B services clients clarify their target customers and shift their marketing point of view toward customer-centric and solutions-driven. Gloria and host John Ray covered these topics, characteristics of a successful web site, success stories, and much more. Minneapolis-St. Paul Business Radio is produced virtually by the Minneapolis St. Paul studio of Business RadioX®.

Russell Resources LLC

Gloria Russell knows that your clients—present and future—are ready to hear how you can help them and why you are exactly what they’ve been searching for to fill those gaps that are haunting them or holding them back. These wonderful people need your services, and you are meant to serve them.

Working together, Gloria and you will get clear on who you serve best and create a plan to speak to them. With clarity in the message, they’ll clearly understand that you and your company are exactly what they need to solve their problems and achieve their vision for the future. As you serve others in this way, you help reduce their stress by giving them peace of mind with honest solutions—and they’ll love you for it.

Gloria makes things easier on you, too, with a process and a plan to create and edit powerful, written content for your website: web pages, landing pages, case studies, bios, articles, blogs, e-books, workshops, and promotional marketing campaigns. These will all make it easier for your ideal clients to find you, hear your reassuring message and be excited to work with you.

You’ll find that our Gloria’s programs meet you where you are and help you on the path to where you’d like to be. Everyone is at different stages of progress on the journey to greater success. Russell Resources is ready to help you move more quickly from your current stage toward your growth goals. With compelling content, you’re set to attract more of your ideal clients and enhance your exposure.

Company website | LinkedIn | Instagram

Gloria Russell, Founder, Russell Resources LLC

Eight years ago, Gloria Russell launched Russell Resources LLC to help small business owners upgrade their marketing strategy and website copywriting. She works with service-based businesses to gain clarity on their preferred markets, ideal clients, and services that provide in-demand solutions. Her compelling content enhances visibility, credibility, and marketability by sending the right message to the right audience.

After a lengthy corporate career in the metro, Gloria now enjoys working with clients across the country from her office in west-central Minnesota where she lives closer to family. And, she treasures all those special times with her children and grandchildren who live out of state. Her son, Ryan, and family live in Virginia, and Michigan is home to her daughter, Odessa, and family.

When time allows, Gloria enjoys travel, reading, Fast and Furious movies, home improvement projects and the cheery sound of birds chirping.

Questions and Topics in this Interview

Why did you leave the corporate arena and start your own business?
What types of businesses do you serve?
Which primary services do you provide for these service-based businesses?
What are the biggest struggles for these companies with their marketing content?
Can you give us some examples of results have they received?
Any particular insights they have gained while working with you?
How has networking helped you in your business?
What’s the best way for business owners to reach out to you?

Minneapolis-St. Paul Business Radio is hosted by John Ray and produced virtually from the Minneapolis St. Paul studio of Business RadioX® . You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.