Struggling to convert marketing activity into predictable revenue? In this episode of Small Business Matters, Tim and Taylor Fulton welcome Keith Finger, founder and Chief Revenue Fixer of Revenue Insights. Keith breaks down why “more leads” is often a band-aid, how to hunt down the real breakdowns in the revenue journey, and why documenting processes and improving handoffs can outpace any new website or shiny tech tool. If you run an SMB or a B2B shop and want practical, systems-first thinking, you can apply this week — from fixing churn to building a sales culture that empowers people — press play. Keith explains how to stop shoveling more prospects into a leaky funnel, diagnose root causes (process vs people), and prioritize changes that produce sustainable revenue growth. Takeaways • Fix the root causes — not just the symptoms. Many revenue problems look like marketing or sales issues, but the real breakdowns often come from unclear processes, poor handoffs, or misaligned expectations across teams. More leads won’t fix a leaky system. • Documented processes create freedom, not bureaucracy. Keith emphasizes that clear, repeatable processes help teams deliver consistently, reduce confusion, and allow leaders to step out of daily chaos. If it’s not written down, it’s not scalable. • Technology can’t replace strategy. New tools won’t solve foundational problems. Tech only accelerates what’s already working—or exposes what isn’t. Start with the workflow, not the software. • Sales leadership matters more than sales hacks. The most successful teams have leaders who coach, ask questions, encourage critical thinking, and foster accountability. A strong sales culture consistently beats short-term tactics. • Revenue is a full-company responsibility. The customer experience spans marketing, sales, product, and service. When each stage works in isolation, revenue suffers. When they’re aligned, growth becomes far more predictable. Highlights [03:22] What Matters Most to Small Businesses [03:52] Symptomatic Fixes vs. Holistic, Process-driven Solutions [05:40] Keith’s Journey [07:59] Recognizing Common Patterns Across Different Clients [09:58] How Rapid Tech Innovation Affects Revenue [12:00] Problems Occur [13:40] Identifying Good Customers [16:01] Process Verses People Issues [20:11] Attributes of a Successful Sales Leader [21:59] Differences in Marketing Post-COVID [24:42] Rapid-fire [29:05] Contact Information [29:55] Takeaways [31:42] SBM News About the Guest Keith Finger is the founder and Chief Revenue Fixer at Revenue Insights. A Tulane alumnus, Keith has spent 20+ years helping B2B companies diagnose and fix revenue problems across marketing, sales, product, and customer success. He’s worked in over 20 countries, supporting sales teams and onboarding customers. Keith enjoys photography, hiking, traveling (over 60 countries and counting), exploring new cuisines, and brings a curiosity-driven, empathy-forward approach to revenue strategy. Contact Information Website: getrevenueinsights.com Phone: 770-309-5651 Email: keith@keithfinger.com
