How to Simplify Sales and Marketing Systems With Kalen Marie Cotto

Kalen Marie Cotto

Kalen Marie Cotto is a fractional Chief Marketing Officer, author, and the founder of KMC Digital. With more than 20 years of experience in marketing, journalism, and public affairs—including coordinating media in high-pressure environments—Kalen brings a disciplined, no-fluff approach to revenue growth. She is the author of The Revenue Runway, where she helps business owners simplify sales, marketing, and messaging into systems that actually work.

Here’s a glimpse of what you’ll learn:

[01:15] How Kalen’s background in public affairs shaped her systems-driven approach to marketing.
[05:35] Why the first story is rarely the full story—and what that teaches businesses about messaging.
[08:45] How strategic PR systems can generate rapid visibility when preparation is in place.
[11:10] The three non-negotiable revenue systems every business needs.
[13:30] Why driving traffic before fixing messaging breaks sales systems.

In this episode:

Marketing doesn’t fail because business owners lack tools—it fails when systems aren’t in place to support growth.

In this episode, Adi Klevit interviews Kalen Marie Cotto about building revenue systems that are simple, intentional, and sustainable. Kalen shares how her experience in public affairs shaped her understanding of messaging, timing, and structured execution—and why clarity must come before visibility.

Adi and Kalen explore how businesses often misunderstand publicity, marketing tactics, and automation. Through a real-world PR example, Kalen explains how preparation, clear talking points, and a well-built media kit created national exposure by aligning with the right moment.

The conversation then turns to Kalen’s book, The Revenue Runway, where she outlines the three non-negotiable systems every business needs: a clear offer, a defined ideal client, and a repeatable sales conversation. Together, Adi and Kalen reinforce that without these systems in place, traffic, ads, and automation only amplify confusion instead of results.

Resources mentioned in this episode:

Quotable Moments:

“The first story is usually the worst version of the truth.”
“You can’t turn on traffic before your message is clear.”
“Every business needs to know what it sells, who it sells to, and how it sells.”
“Automation doesn’t fix broken messaging.”
“Systems don’t limit creativity—they prevent chaos.”

Action Steps:

Clarify your core offer so prospects immediately understand its value.
Define a single ideal client before expanding your marketing efforts.
Document your sales conversation so it can be repeated and trained.
Fix messaging and follow-up systems before increasing traffic or ad spend.
Build simple, repeatable revenue systems instead of chasing new tactics.

Sponsor for this episode:

This episode is brought to you by Business Success Consulting Group.

At Business Success Consulting Group, we create custom processes and tailor-made management systems so businesses can thrive.

Businesses simply can’t survive without workable systems and well-documented processes. That’s why our team of experienced professionals takes care of it for you.

We provide business owners, entrepreneurs, and key executives with six phases to success, along with the long-lasting systems necessary to support business expansion.

So, what are you waiting for? Do yourself a favor and cut the chaos out of your business.

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