In this episode of Inside the Practice, Alan Hollander speaks with Tom Burton co-founder of LeadSmart Technologies and author of The Revenue Zone, about the fundamental shift in how buyers make decisions and what that means for sales, forecasting, and long-term growth.

Tom shares the story of how a moment of discomfort in a boardroom meeting pushed him to confront a hard truth: he couldn’t confidently forecast revenue. That experience launched a journey of research, reflection, and ultimately, the development of The Revenue Zone methodology, a framework designed to replace outdated sales funnels with a trust-driven, buyer-aligned process.

Together, Alan and Tom explore:

• Why traditional funnels no longer match modern buyer behavior
• How to identify the three things your buyer must understand and the three beliefs they must hold before a decision is made
• The concept of the Yellow Brick Road—a mapped journey that guides prospects at their own pace toward confident decision-making
• Why clarity in messaging is essential, and how emotional belief often outweighs logical understanding
• How to reduce ghosting, increase engagement, and align your entire team around a consistent, consultative approach

Whether you're a dental practice owner, business leader, or someone responsible for growth, this episode offers practical strategies and timeless principles for earning trust, reducing risk, and increasing revenue with intention.

This Show is sponsored by ePractice Manager

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