The Fractional C-Suite Retreat

In this insightful episode of the Fractional C-Suite Retreat, host Joseph Frost is joined by Kristie Jones, a seasoned consultant and upcoming author of "Selling Your Way In". They delve into the dynamic interplay between technology and human skills in the sales sector, emphasizing the irreplaceable value of human interaction and strategic personal development in achieving top sales performance.   Takeaways: Importance of Human Skills: Despite technological advancements, human interaction remains crucial in sales. Selecting the Right Sales Talent: Emphasizes the necessity of hiring top-tier sales professionals who can leverage technology without relying solely on it. The Science and Art of Sales: Discusses the balance between data-driven sales approaches and essential soft skills. Adapting to Buyer Changes: Acknowledges the evolving preferences and behaviors of modern buyers. Impact of AI on Sales: Explores how artificial intelligence is reshaping sales strategies and efficiency. Sustainable Sales Careers: Encourages sales professionals to align their roles with their personal skills and market needs for long-term success. Building Personal Branding: Stresses the importance of salespeople developing their personal brand and community for career advancement.   Quote of the Show: "Adaptability and continuous learning are non-negotiable in the evolving sales landscape." – Kristie Jones   Links LinkedInhttps://www.linkedin.com/in/kristiekjones/ Website: https://www.salesaccelerationgroup.com/   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s YouTube   Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com/

In this episode of the Fractional C-Suite Retreat, host Joseph Frost chats with Jim Kraus, President of the Buyer Persona Institute. They delve into the significance of buyer personas in marketing and how deep insights into buyer behavior can dramatically enhance strategic decision-making and marketing efforts. Jim explains the five rings of buying insight and shares practical tips for implementing effective buyer persona studies.   Takeaways: The Relevance of Buyer Personas: Understanding the deep motivations and behaviors of buyers can transform marketing strategies. Economic Influences on C-Suite Decisions: Current economic conditions are influencing how resources are allocated in marketing and sales. Understanding vs. Assuming Buyer Needs: Real insights come from deep analysis, not assumptions. The Five Rings of Buying Insight: A structured approach to understanding buyer decisions. Challenges in Recruiting Interview Participants: Strategies for identifying and engaging the right participants for buyer studies. Leveraging AI in Buyer Persona Development: How AI can aid in analyzing interview data but why it should not replace human analysis. The Evolution of Buyer Behavior Over 15 Years: Core buyer concerns remain constant even as the details of decisions evolve.   Quote of the Show: "Every detail in the buyer's journey, from initial triggers to final decision criteria, shapes the effectiveness of your sales strategies." – Jim Kraus   Links X: https://twitter.com/buyerpersona  LinkedInhttps://www.linkedin.com/in/jimkraus/  Website: https://t.co/XThKuWkCe0   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s YouTube   Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com/

In this insightful discussion, Damian shares his expert take from years of consulting in customer experience. Learn about the dramatic shift in customer values and why your previous value propositions might need a refresh. Discover how elevated expectations for care and deep, meaningful customer insights can revolutionize your approach and substantially boost retention and value.   Takeaways: Shift in Customer Values: The pandemic has fundamentally changed customer priorities, making previous value propositions less relevant. Elevated Expectations for Care: Customers now place a higher premium on care, impacting their expectations from businesses significantly. Core Customer Needs: Identifying universal customer needs can streamline customer experience strategies and improve effectiveness across the board. Deep Customer Insights: Businesses need to go beyond superficial data to uncover the deep insights that truly inform effective strategies. Retention through Experience: Improving customer experience can lead to substantial increases in customer retention and lifetime value. Externally-Focused Customer Strategies: Successful customer strategies start with external insights to accurately reflect customer needs. Continuous Customer Engagement: Keeping a pulse on continuous shifts in customer preferences is crucial for maintaining alignment and satisfaction.   Quote of the Show: "Customer lifetime value is one of the most valuable metrics an organization can use." - Damian Kernahan   Links X: https://twitter.com/protopartners LinkedIn https://www.linkedin.com/in/customer-experience-innovation/  Website: http://www.protopartners.com.au/   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s YouTube: https://youtu.be/Y9t8Rq-nk64    Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com

In this enlightening episode, fractional Chief Marketing Officer (CMO) Nikhil dives deep into the transformative role of AI in business, the challenges founders face in scaling their companies, and the unique advantages of fractional leadership. From leveraging AI while preserving authenticity to navigating the transition from founder to visionary leader, Nikhil shares invaluable insights and strategies for driving growth and embracing change.   Takeaways: AI as a Human-Driven Tool: Emphasize the importance of using AI as a tool that enhances human creativity, rather than letting it drive the marketing strategies. Authenticity in Content Creation: Highlight the need for authenticity in content creation, especially in how AI-generated content is perceived and optimized for specific platforms. Importance of Contextual Relevance: Stress the significance of contextual relevance in the use of AI for creating content that resonates with the audience. Navigating Founder Transitions: Discuss the challenges founders face as they transition from operational roles to visionary leadership, and the strategies to ease this process. Quick Wins and Strategic Planning: The role of fractional CMOs in driving quick wins and strategic planning to demonstrate value and build trust quickly. Experimentation and Data Analysis: The critical role of experimentation and data analysis in marketing, allowing businesses to test, learn, and adapt strategies rapidly. The Value of Fractional Leadership: Insights into the unique advantages of fractional leadership, including bringing fresh perspectives and specialized expertise.     Quote of the Show: "It's important to not let the technology drive you, but for us to drive that technology."- Nikhil Hunshikatti   Links X: LinkedIn: https://www.linkedin.com/in/nikhilhunshikatti/ Website: https://yorcmo.com/nikhil-hunshikatti Book Link:   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s YouTube   Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com/

In this episode, Joseph Frost dives into the fascinating journey of K9 Resorts, a luxury dog boarding and daycare franchise, with co-founder Jason Parker and Dave Blanchard, a seasoned fractional Chief Marketing Officer from Your CMO. They discuss the pivotal role of strategic marketing and the right team composition in scaling a business, especially in the post-pandemic era. Through insightful anecdotes and practical advice, listeners will gain valuable lessons on growth, marketing, and remote workforce integration.   Takeaways: The Power of the Right Team: Understanding the importance of surrounding yourself with capable individuals for business growth and scalability. Fractional CMO Impact: How a fractional Chief Marketing Officer brings strategic insights and catalyzes significant growth in your business. Hybrid Workforce Opportunities: Embracing flexibility in the workforce can unlock talent and opportunities previously unseen. Cultural Collaboration: The crucial role of in-person interaction in establishing company culture and effectively integrating new team members. Strategic Marketing for Franchises: Highlighting the necessity of detailed planning and strategic marketing for the success and profitability of franchisees. Accelerating Profitability: How digital marketing strategies and pre-opening sales initiatives can significantly shorten the path to profitability for new locations. Grassroots Marketing: The importance of local community engagement and grassroots efforts for franchisees to ensure success. Brand Messaging and Rebranding: The impact of rebranding and clarifying brand messaging to resonate with customer values and expectations.   Quote of the Show: "The transition to a more digital and remote marketing strategy isn't just a trend; it's a necessary evolution to stay relevant and effective in today's market." -Jason Parker   Links X: LinkedIn: https://www.linkedin.com/in/jason-parker-33121520/ Website: http://www.k9resorts.com/ Book Link:   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s YouTube   Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com/

In this insightful episode, Joseph Frost sits down with Kim Jackson, a seasoned leader in capital markets and marketing, and a champion for female entrepreneurship. Kim shares her invaluable insights on integrating AI into marketing strategies, forming cross-functional teams for innovation, and the importance of messaging in the age of AI. Dive into a conversation full of actionable advice for C-suite leaders looking to leverage AI for business success.   Takeaways: Strategic AI Integration: AI must be integrated thoughtfully across business operations, requiring leadership beyond the IT department to truly drive innovation and efficiency. Building Diverse Teams: The success of AI projects hinges on forming diverse, cross-functional teams that bring together various business functions and perspectives. The Importance of Messaging: Effective communication about AI's role and goals is crucial in overcoming resistance and fostering an environment of acceptance and enthusiasm. AI and Job Transformation: AI is set to reshape the workforce, not by eliminating jobs but by creating new opportunities and requiring new skills. Content Strategy in the AI Era: Quality of content should prevail over quantity, with AI serving as a tool to enhance creativity and relevance rather than dilute it with volume. Ethical AI Use: Ethical considerations must be front and center in AI deployment, ensuring that technology serves humanity's best interests. Leveraging AI for Competitive Advantage: Organizations that embrace AI thoughtfully and strategically can significantly outpace competitors, making AI competency a critical strategic asset.   Quote of the Show: "The future of work with AI isn't about displacement but transformation. It's an opportunity to evolve our roles and create value in new, unforeseen ways." – Kim Jackson   Links X: LinkedIn: https://www.linkedin.com/in/kimleejackson/ Website:  Book Link:   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube   Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com/

In this insightful episode, we delve into the evolving landscape of business strategy, with a focus on the integration of AI, the importance of fractional leadership, and the challenges and opportunities of managing remote teams. Guest speaker John Lund, an expert in business strategy and coaching, shares valuable insights and practical tips for C-suite executives and small to medium-sized business owners looking to navigate the changing business environment.   Takeaways: Understanding New Leaders' Challenges: Post-COVID, upcoming leaders lack casual mentoring experiences, impacting their ability to manage and understand the company as a whole. Intentional Connections and Cross-Department Learning: Encourage inter-departmental involvement in meetings and processes for broader learning and better decision-making. Effective Time Management in Meetings: Implement unconventional meeting times and extended casual pre-meeting durations to foster interaction and rapport. Clarifying 'What Winning Looks Like': Ensuring every team member understands their role and success metrics simplifies management and aligns efforts with company goals. Adopting OKRs for Goal Setting: Objectives and Key Results, coupled with collaborative projects, provide a clear and effective framework for goal setting and achievement. Leveraging AI for Efficiency: AI tools like ChatGPT can revolutionize processes, from analyzing contracts to setting goals, boosting efficiency and quality. Importance of Fractional Leadership: For many SMBs, fractional executives offer the right balance of expertise and flexibility, driving growth without overcommitting resources. Embracing Remote Work and Outsourcing: Modern businesses must leverage remote work, outsourcing, and AI to stay competitive and adapt to the new work landscape.   Quote of the Show: "The key to effective management in a virtual environment is clear communication, understanding what winning looks like, and involving team members in process creation." - John Lund Links LinkedIn: https://www.linkedin.com/in/johnlund1/ Website:  http://www.coach.win/  Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s YouTube -   Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com

In this insightful episode, Maura Kautsky, President of Sales Xceleration, joins Joseph Frost to discuss the evolving roles of sales and marketing in the C-suite. Maura Kautsky emphasizes the need for clarity in roles, the power of fractional leadership, and the integration of AI in sales and marketing strategies.   Takeaways: C-suite Time Management: C-suite leaders should focus more on their core responsibilities and less on peripheral meetings and tasks. Fractional Leadership Benefits: Fractional sales or marketing leaders can provide specialized, part-time leadership, particularly useful for growing companies. Importance of Role Clarity: Clear role definitions in an organization prevent overlap and inefficiency. AI in Business: AI should enhance, not replace, human expertise, particularly in sales and marketing. Adapting to Technology: Companies must stay informed about technological advancements and integrate them appropriately into their strategies. The Need for a Sales Playbook: Documentation of sales strategies and processes is crucial for consistency and success. Founder's Dilemma in Sales: Founders should delegate sales roles to qualified sales leaders to focus on business growth. Empowering Teams: Leaders should empower their teams to manage their time effectively and focus on their primary responsibilities.   Quote of the Show: "Leadership is not just about leading; it's about listening and adapting to the needs of your team and the market." - Maura Kautsky   Links X: https://twitter.com/SalesXcel LinkedIn: https://www.linkedin.com/in/maurakautsky/ Website:  https://salesxceleration.com/ Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://www.youtube.com/watch?v=Hn1hpwguS-Y   Fractional C-Suite Retreat is produced by Frost Media Group Learn more at https://frostmediagroup.com

Creating engaging, sticky, actionable content can be a daunting task, but it doesn’t have to be. Find out in this episode of the Fractional C-Suite Retreat how to recognize which topics to cover in content and where to find your company’s hidden gold mines of content. Who better to learn from than the Co-Founder of Content Bacon, Wendy Lieber? Wendy talks about some of the techniques she uses when helping other companies discover their meatiest content. Whether trying to generate leads, create awareness about the brand, or convert prospects to clients, Wendy has the keys to successfully do so.      Takeaways: Wendy says that C-Suite Executives need to do two things: tell a compelling story about your company to connect with customers on a deeper level and pay attention to the changes happening with AI, without getting distracted from your main objectives. An involved leader is an inspiring leader. With the virtualization of the workplace, informal meetings became harder to nurture, and structured communication became more important. Stay active in chats and meetings to inspire your team. There are three mistakes a company can make: a website without actionable items may create traffic, but may not direct traffic effectively, a company’s CRM database may be an untapped gold mine, and a company may be ignoring its current customer base.  A strategy involves having a plan that you're involved with, determining how you want to communicate with your audience, making sure that you are adding value, solving problems, and educating the organization on your goal.  The best research comes from listening to the customers and subject matter expert interviews. Listen to the pain points that need solving and the interests of the buyers by getting closer to the perspective of the customer.   If you’re stuck on creating content, start by looking at the frequently asked questions or the not-asked-frequently-enough questions that you wish your prospects would ask more of. If someone asks you directly, others may be Googling the same question. When working with freelancers for content creation, a fixed strategy and leadership team helps prevent any disruption from unpredictable or inconsistent workers. Having layers of protection including an accountability structure will protect the end user and customer.       Quote of the Show: “Write for humans first, search engines second.” - Wendy Lieber Links LinkedIn: https://www.linkedin.com/in/wendylieber/  Twitter: https://twitter.com/wendylieber   Company website: https://www.contentbacon.com/    Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/-SRIPqJz4S0    Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

On this episode of the Fractional C-Suite Retreat, we’re joined by a strategic and data-driven seasoned marketing executive with 14 plus years of experience. She’s a marketing maven who is adept at developing marketing strategies and integrated demand generation plans. Welcome to the show, CMO at yorCMO, Marguerite Yeo! Marguerite joins the show to share her six truths of marketing, dispel lead generation myths, and look towards the future of marketing Takeaways: There is no silver bullet magical tactic for success in marketing. Each company must use integrated marketing that combines both online and offline, organic and paid, digital and non-digital tactics, and utilizes email, events, social media, and webinars.  No one person in an organization is in charge of purchasing a product or service. You are marketing to the CEO, CIO, CFO, and all the individual employees who have to implement and use the product.  Don’t prioritize quantity over quality. The wrong request to marketing professionals can result in ineffective ads, leads that don’t convert, and customers that don’t fit your ICP. While this approach might be cheaper in the short-run, it will not create a long-run ROI. Encourage synergy between sales and marketing employees by conducting interviews with representatives from the opposite department. This will allow marketing employees to screen sales employees and vice versa.  Though trade shows are glamorous and attractive forms of advertising, they can be ineffective and expensive due to setup, breakdown and T&E costs. They often result in a high quantity of bad leads, rather than a decent number of qualified leads. Operations are often neglected, but it is critical nowadays to monitor and track every single tactic that you implement. This may include tracking the right KPIs, picking the right MarTech tools, and force correcting based on feedback.  Leverage AI to help marketing efforts. Use it to add a predictive aspect to marketing, rather than only looking back on the past to see what has been effective. AI may not eliminate jobs, but it will eliminate people who don’t adapt to its presence.    Quote of the Show: “Instead of asking marketing, ‘what's the cheapest way to get the most leads?’, the right question should be, ‘what's the most cost effective and efficient way to achieve sales targets and retain customers?’” - Marguerite Yeo Links LinkedIn: https://www.linkedin.com/in/margueriteyeo/   Twitter: https://twitter.com/MargueriteYeo   Company website: https://yorcmo.com/    Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/iwK33l3akFU    Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today’s guest is a seasoned marketing executive with a proven track record of helping companies tackle marketing problems. With over 35 years of experience he’s worked with large corporate environments, small organizations with minimal marketing, and everything in between. Our guest this week is a fractional CMO at yorCMO. Welcome to the show Ken Acer! Ken joins host Joe Frost for a discussion on identifying the different marketing needs of organizations, the value of AI in marketing, and how to distinguish between fads and innovations.     Takeaways: There is no one right answer to what marketing means to you. Marketing spans a wide range of ideas from strategy to product. Ultimately marketing is what your organization needs for long term growth.  When revamping your marketing department, start by looking at the competition. If you can identify their market size, market share, and how they serve customers, you can identify where you best fit into the market.  When it comes to distinguishing between fads and long term customer needs, you need to observe your customers. Talk to real users and observe what features they may be adding themselves, and understand why they are doing it.  When forecasting customer needs, you need to focus on things that offer a concrete benefit to the customer. While a certain marketing fad or new technology may seem promising, if it doesn;t actually benefit the customer, don’t focus on it.  When looking at using a tool, you need to understand the why behind the tool first. Wanting to “use AI in marketing” is like “wanting sales reps to make phone calls”. Focus on use cases for technology, rather than just the usage of technology.  One major benefit of conversational AI models like Chat GPT is its ability to compose data in people friendly formats. Asking for help on the first draft of an email to a client or the demographics of a company are valuable uses of that technology.  As a marketer, part of your role is to help enable your sales teams, but finding balance between the departments can be difficult. You need to help them with short term goals while focusing on the long term initiatives of the company     Quote of the Show: “You have to be able to try to think about what the unmet needs are today that will be important in two or three years”. - Ken Acer Links LinkedIn: https://www.linkedin.com/in/kenacer/  Website: https://yorcmo.com/  Website: https://yorcmo.com/ken-acer/  Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/bEyCXTYm_rA    Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today’s guest is an accomplished and disciplined B2B marketing executive. She has a solid track record of developing and executing growth marketing strategies and has extensive expertise and experience in managing multinational teams. Please welcome to the show, Nanda Grandison! Nanda is a fractional CMO at yorCMO, and joins the host Joe Frost to share what she sees as the biggest opportunities for C-Suite executives.   Takeaways: As a CEO, you need to ensure that there is a renewed focus on driving growth through retention. You want to make sure you are understanding the clients you have inside your organization and know how to course correct when appropriate. Referrals are typically organic and are a great way to re-invest in a client. There is transparency with clients in making referrals and how it shows your appreciation or gratitude to clients. When you are onboarding clients, you want to make sure that you are being extremely thoughtful and documenting every step of the process. You want to check on a regular basis to make sure that proper service is being provided to clients. You want to be able to help clients understand what is coming down the line and show them what else you can do to help them. This will help the clients better understand their future and how you are setting them up for success. If you have employees working remotely, hybrid or in person, you want to make sure that the employees still feel connected to the clients.  There are many different types of ways to connect with clients, ranging from leaning on vendors to host an event to traveling several hours away to a destination to connect with a client.    Quote of the Show: 1:25 “It's not an or for retention versus acquisition. It's an and.”   Links LinkedIn: https://www.linkedin.com/in/nandagrandison/ Website: https://yorcmo.com/   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/jRIMXQP3epI Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today’s guest is a data-driven performance marketing executive with over a decade of experience and demand generation. She's grown and mentored lean marketing teams from scratch. She was named one of the 10 most inspiring women leaders in 2021 by I E R A Women Leaders Magazine. Please welcome to the show, Aditi Karandikar. Aditi is a CMO at YorCMO. Aditi joins the host Joe Frost to share her thoughts on new opportunities within the c-suite level.    Takeaways: Back in the day, marketing was seen as a cost center but it has now flipped to be considered part of the revenue creators of a company.  Demand generation is an end-to-end strategy tactic which leads the purchase funnel to sales to close. It is integrated across multiple channels of paid search and SEO among other channels. Product marketing and demand generation work very closely together, and sometimes provide a wider reach than ARPR. Only after you have created a brand and have product knowledge will you then see it lead to demand generation. When it comes to demand generation and marketing, you can’t have one without the other. Whether they are directly or loosely integrated, they need to work together to showcase success. You need to have a mix between paid search or SEO Driven and getting leads at in person conferences or webinars. Both are necessary ways of trying to increase your sales funnel. It’s important to maintain your brand awareness with any of your potential clients but you should also take note of if they are ready to buy now or not. If they aren’t ready yet, keep them in mind but they don’t get the same level of attention as someone who is ready now. The advancement of AI technology has helped many marketers explore and test out new ideas, but it still is in an infancy stage and shouldn’t be considered the end all be all.     Quote of the Show: 7:59 “Product marketing and demand generation  go hand in glove.”   Links LinkedIn: https://www.linkedin.com/in/aditikarandikar/ Website: https://yorcmo.com/   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/tAzI4v9idEw Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

On this episode of The Fractional C-Suite Retreat, we’re joined by an accomplished B2B marketing executive with more than 20 years of experience leading marketing and sales initiatives for B2B enterprises. He has developed deep expertise in areas like marketing strategy, messaging, positioning, product and corporate rebranding. Today’s guest is a CMO at yorCMO, Chad Person. Joe sits down with Chad to learn about why client experience is so important, which KPIs and metrics matter the most, and how B2B buyers have changed.      Takeaways: C-suite leaders need to be focused on client experience. There are hundreds if not thousands of touchpoints your clients have, and you need to make sure they have a smooth experience.  While client experience has existed in the B2C world, companies in the B2B and professional services industries are only now focusing on it.  When determining metrics to track client excellence, start by figuring out the results you want to achieve, and how you want to grow the business. Once that is set, find the metrics that match up most closely with that vision.  While it is important to track metrics, it is equally as important to understand those metrics. Translating the data into meaningful improvements can often be the most challenging part of the process.  When it comes to retaining clients, your product offerings matter less than how strong of a client experience they have. Even if you have the best services in the industry, if their experience is lackluster, your clients will start to look elsewhere.  While NPS is a valuable metric to take into account, it is often a lagging indicator. When tracking client experience, look to leading indicators like the number of new proposals being generated with existing clients. The average B2B buyer has changed and evolved. Modern B2B buyers are looking for companies that can meet them where they are. For companies, this means fully understanding your buyers, and knowing what they are looking for.     Quote of the Show: “Be the leading champion.” - Chad Person Links LinkedIn: https://www.linkedin.com/in/chad-person-51a2bb17/   Company website: https://yorcmo.com/   Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/l2Z1KVu6nw4    Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today’s guest is an executive coach, transformational change leader, speaker, consultant and futurist. She has spent her career working with companies of all sizes helping people “ride the waves of change”. Joining the show this week is Founder and CEO of Julie Noonan Consulting, Julie Noonan. On the latest installment of The Fractional C-Suite Retreat, Joe Frost Interviews Julie to learn more about reverse mentoring, creating change sponsors, and how to successfully implement change frameworks.     Takeaways: Reverse mentoring pairs new employees with seasoned ones to have both parties learn from the other. This teaches newer employees valuable skills, and older employees new technologies.  When focusing on teaching employees new skills it is crucial to equalize the power dynamics and move away from performance management frameworks. Mentoring over zoom makes it easier to find time in an executives busy schedule to meet, and allows connections to be made across long distances. However, it removes the in person aspect, and can condense the amount of time spent together.  Regardless of the framework you utilize for implementing change, the bottom line is that you are dealing with human beings who will react in different ways. Instead of herding cats, work with employees to make the change conducive for them. Listen to those who speak up and highlight issues. Many projects that fail are the ones where no one wants to hear any bad news. As a change sponsor, it is important to pay close attention to who you are impacting with change. Some employees may be making a 180 on their responsibilities, and they need to be understood. Change sponsors need to be genuine in addressing the questions and concerns of those in the organization.      Quote of the Show: “A mentoring relationship is two ways” - Julie Noonan Links LinkedIn: https://www.linkedin.com/in/jnoonanconsulting/  Website: https://www.jnoonanconsulting.com/  Shoutouts Linda Ackerman Anderson Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/GLpHD2qF6Io      Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today’s guest is a community builder and a LinkedIn and networking ninja. She is the business advisor to many fractional owners and fractional professionals that want to launch their careers and scale their business. Nancy Fox is the Founder and CEO of Fractional Connections. On this week’s episode of the Fractional C-Suite Retreat, Nancy shares her tips for entrepreneurs who want to hire a fractional professional, and the ways fractional professionals can add additional revenue streams.  Takeaways: The fractional community needs to boost the awareness of entrepreneurs. While larger businesses are more familiar with fractional professionals, entrepreneurs still have little awareness.  When marketing to entrepreneurs, focus on how you can solve their pain points, rather than simply the benefits you can provide.  If your clients don’t know what their pain points are, it’s your job to help them identify those problems. When hiring for an inhouse executive role, the process takes time so that you can build trust and ensure the right fit. Fractional professionals get hired in a matter of weeks, companies should utilize advisors and testimonials to ensure a right fit. As a fractional professional, you are growing a business, and businesses require more than one revenue stream. Having at least 3 revenue streams is a safe bet. An E-book is a great way to promote yourself. An E-book leads to speaking gigs that will put you in front of potential clients.  Organizations like EO are a great resource for fractional professionals looking to learn and meet others.      Quote of the Show: “No agony, no action” - Nancy Fox Links LinkedIn: https://www.linkedin.com/in/businessfox/  Website: https://fractionals.ai/  Email: Nancy@fractionals.ai  Book: https://www.amazon.com/Network-Like-Fox-Successful-Relationships/dp/1928782442  Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/C8siDePBn8o      Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

In a virtual world, how can we make connections that are more personal? Today’s guest is a trusted financial advisor with over thirty years of broad-based experience in tax, accounting, and business advisory. Mark Ratafia is the President & CEO of Beacon CPA and the guest speaker on this episode of the Fractional C-Suite Retreat. Mark joins Joe to talk about ways you can create culture in a remote environment, the hidden costs of being remote, and which areas in a company lend themselves to being outsourced.     Takeaways: C-Suites need to be focused on creating organizations that attract and retain good employees. In-person interactions are the foundation of company culture. Instead of trying to convince everyone to go back to working in an office, plan a yearly in-person company retreat. While going fully remote and closing a physical office may seem like a good way to save on costs. Your travel and entertainment costs for the team will increase and may cancel out the amount saved. While remote work has a lot of advantages, it can quickly become isolating. As a remote worker, it is important to carve out time away from your desk where you interact with other people.  Managers need to learn a new style of management. In a remote environment, you need to be more structured, you can no longer browse by cubicles and ask people how they are doing. When choosing what to outsource, you don’t just have to outsource things you are weak at. You might be great at marketing, but if it is taking up time that could be more valuable elsewhere, it is an area worth outsourcing.  It is important to consider that when hiring a fractional professional, that person only has so much time a week to spend at your organization.  Quote of the Show: “How do we actually create human relationships that are meaningful?” - Mark Ratafia Links: LinkedIn: https://www.linkedin.com/in/mark-ratafia-b27b474/  Website: https://beaconcpa.com/      Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/9W_Q2dhM6K0      Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today’s guest is a fractional professional with 15 years of finance, accounting, and operational experience. He specializes in building companies' finance functions from the ground up, to enable efficient and repeatable data output. Welcome to the show, Founder and Fractional CFO at Syncopated Synergy, Sean Dockery. Sean joins Joe Frost to discuss his tips for fractional professionals, how to focus on finding value for an organization, and what companies should look for in fractional professionals.      Takeaways: The role of the c-suite has shifted. In remote-focused environments, individuals with a strong understanding of the systems in place should be running the show, the c-suite should be there for guidance. When it comes to streamlining costs, don’t get rid of the accountant in the finance department, look to lower costs in the leadership team with a fractional CFO. The best mentality to have as a fractional professional is to make decisions as if you were in that seat full-time. Thinking this way will lead to better strategies, and strengthen the relationship between you and your client.  When starting out a fractional relationship, charge less during your setup period. Once you are fully setup and operational, you can charge a more fair rate for the work that is being done.   While fractional employees have many benefits, W2 employees outside of the c-suite often have a higher sense of ownership over their roles. Not every role in a department needs to be in-house or outsourced. A hybrid team of employees of both types can offer a lot of advantages. Online networking groups are booming. Joining a few can introduce you to some new clients or referral partners who would be outside of your regular circles.     Quote of the Show: “Do we really need that 200,000 plus dollar executive team?” - Sean Dockery Links LinkedIn: https://www.linkedin.com/in/sean-dockery-60b3172a/  Website: https://www.syncopatedsynergy.com/  Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/_DOA9BJctpg      Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today's guest is a highly accomplished, respected executive with 30-plus years of experience leading high-level sales efforts. John Chapman is the Founder of JL Chapman Group, and Director of the East Carolina University Sales Academy. On this week’s episode, John sits down with host Joe Frost to share his sales tips, tell new sales reps what they need to expect when starting their first job, and share some of the lessons he taught to sales students at the Bryan School of Business and Economics.  Takeaways: Your sales team is more than just a revenue stream, they also need to be strategic and problem-solving. Sales is an important skill set to learn in college. For any given major, 50% of first jobs out of college involve sales, for marketing students, that number is 90%. Selling is all about cultivating relationships. You need to listen and learn about your customers’ problems before trying to sell them something.  While prospecting was previously a responsibility of the sales team, prospecting is now the marketing department's responsibility. The sales team now has a higher focus on the need to qualify the prospects. Don’t be afraid to lose fast. If a prospect isn’t the right fit, don’t spend valuable time trying to force a sale, spend that time on a new client.  Entrepreneurs need sales ability. If you want investors to take an interest in your product or service, you need to be able to sell them on it.  With the increase of zoom in the workplace, sales reps have more tools available to them than ever before. However, the key to successful sales still lies in the fundamentals of building relationships.     Quote of the Show: “Don't be afraid to lose fast.” - John Chapman Links LinkedIn: https://www.linkedin.com/in/johnlchapman1/  Website: https://www.jlchapmangroup.com/      Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/SNXRqRc1P44      Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

Today's guest is someone with 25 years of knowledge and experience as a management consultant and business executive. Adi Klevit is the host of the “Systems Simplified” podcast and the Founder and CEO of Business Success Consulting Group. Adi joins Joe to explore how marketing plays a role in hiring, how to embed your values in your company culture, and how to manage a remote team.      Takeaways: To hire the right people, you need to know how to differentiate yourself from the rest of the field.  There are many ways to stand out in your job postings. Videos can be attention-grabbing and give you a chance to highlight things like your core values.  Cohesive company culture is essential to a high retention rate. It’s not enough to write your core values on a doc that gets buried away, you need to live your culture and values.  When defining your core values, using a single word or sentence isn’t enough. Define them in what they mean to you, give examples, and tell the story behind each value. Ask your team what each value means to them. A high-performing team is one way to measure a successful culture. Strong culture leads to strong results. Your employee handbook should cover rules, regulations, and policies. All companies should also have a cultural handbook that details the culture and what it means to be a part of that organization.  A strong, well-defined structure is key to a successful remote organization. Meetings should be intentional and well-defined, and each attending member should know why they are attending.      Quote of the Show: “How can you be successful unless you have team members?” - Adi Klevit     Book Recommendation https://culturewise.com/culture-by-design/      Links LinkedIn: https://www.linkedin.com/in/adiklevit/  Website: https://www.bizsuccesscg.com/  Podcast: https://www.bizsuccesscg.com/podcast/      Ways to Tune In Amazon Music - https://music.amazon.com/podcasts/9a0b6e7b-76d7-4909-ab01-e3082d6637e0/the-fractional-c-suite-retreat Apple Podcast - https://podcasts.apple.com/us/podcast/the-fractional-c-suite-retreat/id1597847745 Spotify - https://open.spotify.com/show/5Z2uHcI4xXz92M9sODSoYL?si=a89b68adf7134964 Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuZnJhY3Rpb25hbGNzdWl0ZXJldHJlYXQuY29tL2ZlZWQueG1s Stitcher - https://www.stitcher.com/podcast/agencies-that-build/the-fractional-csuite-retreat YouTube - https://youtu.be/lIfMvLHBIlY      Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/