The Fractional C-Suite Retreat
 

The Fractional C-Suite Retreat

https://feed.podbean.com/fractionalcsuiteretreat/feed.xml

Joseph Frost, Co-Founder of yorCMO, hosts this exclusive retreat for executives to unwind and hear from their peers about new opportunities and innovations in the C-Suite.

Episodes

From Startup to Profitability: Marketing Insights– Ken Acer with host Dave Blanchard - Fractional C-Suite Retreat - Episode #70

49 minutes ago

49 minutes ago

From Startup to Profitability: Marketing Insights– Ken Acer with host Dave Blanchard - Fractional C-Suite Retreat - Episode #70

Keywords

marketing, business life cycle, startup, profitability, sustainability, scalability, exit strategy, marketing strategy, customer discovery, product management

summary

In this episode, Dave Blanchard and Ken Acer discuss the evolution of marketing as businesses progress through various stages of their life cycle. They explore the importance of understanding the business life cycle, from discovery to startup, achieving profitability, sustainability, scalability, and preparing for exit. Ken shares insights from his extensive experience in marketing, emphasizing the need for strategic marketing involvement at every stage, the relationship between marketing and sales, and the critical role of customer discovery and product management.

Takeaways

  • Marketing evolves as a business grows through its life cycle.
  • Understanding the business life cycle is crucial for effective marketing.
  • The CEO often plays the role of chief salesperson in early stages.
  • Marketing must focus on customer discovery and defining company goals.
  • Achieving profitability requires strategic marketing and sales alignment.
  • Sustainability involves managing product life cycles and customer needs.
  • Scalability requires careful planning and market analysis.
  • International expansion presents unique marketing challenges.
  • Consistent processes and systems are vital for a successful exit.
  • The relationship between marketing and sales is key to overall success.

 Quote of the show:

"Networking is key to building sales pipelines."

 

Links

LinkedIn:

Ken Acer: https://www.linkedin.com/in/kenacer/

Dave Blanchard: https://www.linkedin.com/in/cognesis


Website:

Ken Acer: https://yorcmo.com/ken-acer/

Dave Blanchard: https://www.linkedin.com/in/cognesis/

Spotify https://creators.spotify.com/pod/show/fractional-pros-canada

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

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Key Metrics for Business Success in 2025- Panel Cast - Raffi Yardemian, Aditi Karandikar, Dave Blanchard and Jay Gordman - Fractional C-Suite Retreat - Episode #69

Thursday Mar 27, 2025

Thursday Mar 27, 2025

Key Metrics for Business Success in 2025- Panel cast - Fractional C-Suite Retreat - Episode #69

This conversation explores the evolving relationship between sales and marketing, emphasizing the importance of metrics in driving business success. The panel discusses key marketing metrics, customer acquisition costs, and the significance of lifetime value in shaping sales strategies. They highlight the challenges businesses face in measuring marketing effectiveness and the need for a strategic approach to metrics to foster growth. In this conversation, the speakers discuss the intricate relationship between marketing and sales, emphasizing the need for alignment and collaboration to maximize efficiency and revenue generation. They explore strategies for client acquisition, the evolving role of marketing in supporting sales efforts, and the importance of performance metrics in evaluating success. The discussion highlights the challenges faced by business leaders in navigating these dynamics and the necessity of a unified approach to drive growth.

 

Takeaways

  • Sales and marketing dynamics have evolved significantly over the last decade.
  • Marketing now plays a larger role in the sales process, influencing customer decisions early on.
  • Key metrics include return on marketing investment and customer acquisition costs.
  • Understanding lifetime value is essential for effective sales strategies.
  • Sales and marketing must work together to optimize customer acquisition costs.
  • Businesses often struggle to measure marketing effectiveness, hindering growth.
  • Metrics should be established before spending on marketing initiatives.
  • Customer acquisition costs vary by channel and should be analyzed accordingly.
  • The ideal customer profile is crucial for targeting and acquisition strategies.
  • Agencies need to provide clear metrics to demonstrate the effectiveness of their efforts. Using AI tools can help visualize traffic and conversion rates.
  • Understanding the full value of marketing spend is crucial.
  • Client acquisition strategies should focus on low-cost entry points.
  • Sales and marketing alignment is essential for success.
  • Marketing's role has expanded to support both hunting and farming.
  • Improving conversion rates at various funnel stages can significantly impact revenue.
  • Performance-based compensation for marketing can enhance collaboration.
  • Revenue generation should be the primary metric for both sales and marketing.
  • A unified approach between sales and marketing drives better results.
  • Identifying and addressing blind spots in business operations is key.

 

Quote of the show:

"If we're overspending on things upfront and not getting acquisition, we may be filling the funnel, but if they don't move through, the cost is out of whack."

 

Links - 

LinkedIn

Raffi Yardemian -  https://www.linkedin.com/in/raffi-yardemian-csl-0725206

Aditi Karandikar -  http://linkedin.com/in/aditikarandikar

Dave Blanchard – https://www.linkedin.com/in/cognesis

Jay Gordman - https://www.linkedin.com/in/jaygordman

Company website:

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

Navigating Business Uncertainty with Fractional Leadership- John Lee- Fractional C-Suite Retreat - Episode #68

Thursday Mar 27, 2025

Thursday Mar 27, 2025

In this conversation, Joseph Frost and John discuss the challenges and opportunities in the fractional leadership space, particularly focusing on decision-making in uncertain times, the evolution of fractional roles, and the importance of resilience and networking for success. They explore how fractional leaders can support small businesses in navigating complexities and scaling effectively, while also addressing the unique characteristics that contribute to success in this model. In this conversation, the speakers delve into the evolving landscape of sales and marketing, emphasizing the importance of relationships in B2B sales, the transformative impact of AI on marketing jobs, and the critical role of hiring strategies in building effective sales teams. They discuss key marketing metrics such as customer lifetime value and churn, and the balance between inbound and outbound leads. The conversation highlights the need for strategic collaboration between sales and marketing to drive growth and profitability.

 

Takeaways:

  • Taking a breath can be more beneficial than rushing decisions.
  • Decisions can be changed as more information becomes available.
  • Fractional leaders provide valuable support to small businesses.
  • Marketing and sales must be closely integrated for success.
  • The fractional model has evolved significantly over the past decade.
  • Resilience is a key trait for success in fractional roles.
  • Building a strong network is essential for fractional professionals.
  • Fractional work can be tailored to fit lifestyle choices.
  • Successful fractional leaders understand the importance of marketing themselves. Sales will always be a relationship, especially in B2B.
  • AI is rapidly changing the landscape of sales and marketing.
  • Hiring the right people is crucial for sales success.
  • Understanding customer lifetime value is essential for strategic decisions.
  • Churn rate significantly impacts client lifetime value.
  • Balancing inbound and outbound leads is key for growth.
  • AI can enhance efficiency in targeting customers.
  • Sales teams need to adapt to the changing market dynamics.
  • Effective communication between sales and marketing drives success.
  • Fractional leaders can provide unbiased insights for growth.

 Quote of the show:

"Don't bet my farm on a decision."- John lee

 

Links

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

Offboarding: A Strategic Approach to Delegation - Redefining C-Suite Leadership- Michele Hecken- Fractional C-Suite Retreat - Episode #67

Thursday Mar 06, 2025

Thursday Mar 06, 2025

In this episode of the Fractional C-suite Retreat, Joseph Frost and Michelle Hecken discuss the evolving landscape of workforce engagement and the importance of clarity and agency in leadership. They explore the concept of offboarding as a strategic approach to delegation, emphasizing the need for leaders to define responsibilities clearly and empower their teams. The conversation highlights the significance of understanding generational shifts in work expectations and the necessity of creating a culture that fosters ownership and accountability. Michelle shares insights on how to effectively offboard tasks and responsibilities to enhance productivity and business growth. In this conversation, the speakers delve into the importance of establishing effective KPIs for executive assistants, emphasizing the need for these metrics to be within the control of the assistants. They discuss the role of executive assistants in managing time and responsibilities, the challenges of offboarding processes, and the frameworks that can facilitate effective offboarding. The conversation also highlights the value of fractional leadership and introduces the concept of 'Return on Leadership,' which focuses on the opportunity costs associated with leadership roles. Ultimately, the discussion centers on how proper offboarding can create agency within organizations, leading to improved productivity and satisfaction.

Takeaways

  • Growing a business requires understanding workforce shifts.
  • Leaders must engage employees with clarity and purpose.
  • Agency in the workplace means giving ownership to employees.
  • Offboarding is a strategic approach to delegation.
  • Clarity about responsibilities is essential for effective offboarding.
  • Self-running teams are crucial for business success.
  • The interview process should clarify roles and expectations.
  • Effective offboarding can free up significant time for leaders.
  • Leaders need to measure outcomes with meaningful KPIs. Clear KPIs bring agency and accountability to the agency.
  • KPIs should be within the control of the individual.
  • Fractional leadership can provide significant value to organizations.
  • Return on Leadership emphasizes opportunity costs.
  • Effective offboarding creates agency within teams.

Quote of the show:

"Return on leadership is about opportunity costs." - Michele Hecken

 

Links

Company website:

Ways to Tune In

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

Navigating C-Suite Leadership in 2025 - Swanie Tolentino and Sean Foote - Panel cast - Fractional C-Suite Retreat - Episode #66

Thursday Feb 13, 2025

Thursday Feb 13, 2025

In this panel discussion, C-suite leaders Swanie Tolentino and Sean Foote share insights on the critical themes for 2025, focusing on mindful growth, smart prioritization, and the importance of data-driven decision-making. They emphasize the need for strategic marketing leadership to navigate challenges and drive organizational success, highlighting the balance between immediate results and long-term goals. In this conversation, Swanie Tolentino and Sean discuss the importance of integrating technology and methodology to create value in organizations. They emphasize the shift towards month-to-month engagements in fractional CMO roles, highlighting the flexibility and accountability this model offers. The discussion also delves into the significance of understanding customers deeply, using both qualitative and quantitative data to inform marketing strategies. Finally, they explore the characteristics of ideal customers and the aspirations for future growth in the fractional CMO space.

Takeaways:

  • C-suite leaders must focus on mindful growth in 2025.
  • Smart prioritization is essential due to limited resources.
  • Data-driven decision-making is crucial for effective strategies.
  • Strategic marketing leadership aligns teams and resources for growth.
  • Understanding customer motivation is key to effective marketing.
  • Mindful expansion requires a balance of goals and capabilities.
  • A strategic leader asks hard questions to guide the business.
  • Transforming marketing approaches can lead to better outcomes.
  • Organizations need to move from a scattershot to a focused approach.

 Quote of the show:

"Companies don’t lack data; they lack focus. The real value of leadership is guiding an organization through the noise and aligning efforts where they matter most."

 

Links

Twitter: @seanfoote 

Company website: https://yorcmo.com/sean-foote/ 

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

From Entrepreneur to Visionary: Redefining C-Suite Leadership- Tom Daly - Fractional C-Suite Retreat - Episode #65

Thursday Dec 19, 2024

Thursday Dec 19, 2024

In this conversation, Joseph Frost interviews Tom Daly, a Fractional Chief Revenue Officer, about the evolving role of C-suite leaders and the importance of transitioning from an entrepreneurial mindset to a visionary leadership style. They discuss the challenges of offboarding responsibilities, the value of fractional leadership, and how to select the right fractional leader for an organization. Tom shares personal insights from his journey and emphasizes the need for authenticity and trust in leadership roles.

Takeaways:

  • C-suite leaders must transition from doing to leading.
  • The visionary role is crucial for organizational growth.
  • Offboarding responsibilities is as challenging as onboarding.
  • Fractional leaders should aim to work themselves out of a job.
  • Authenticity is essential in building trust with clients.
  • C-suite leaders often wear too many hats.
  • Selecting a fractional leader requires strategic preparation.
  • Fractional leadership offers flexibility and expertise.
  • Building trust is key to effective offboarding.

Quote of the show:

To get from that entrepreneurial spirit of doing to the visionary where you're showing the way, that's a critical movement that all entrepreneurs need to do. – Tom Daly

 

Links

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

The Human Element in the Automated Age of Sales - Kristie Jones - Fractional C-Suite Retreat - Episode #64

Tuesday Jun 11, 2024

Tuesday Jun 11, 2024

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

Leveraging Buyer Personas for Strategic Growth - Jim Kraus - Fractional C-Suite Retreat - Episode #63

Tuesday May 14, 2024

Tuesday May 14, 2024

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

Mastering Evolving Customer Expectations - Damian Kernahan - Fractional C-Suite Retreat - Episode #62

Tuesday Apr 23, 2024

Tuesday Apr 23, 2024

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com 

Read more

Leveraging AI and Overcoming the Founder's Conundrum- Nikhil Hunshikatti- Fractional C-Suite Retreat - Episode #61

Tuesday Apr 09, 2024

Tuesday Apr 09, 2024

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com/ 

Read more
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