The Fractional C-Suite Retreat
 

The Fractional C-Suite Retreat

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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

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/

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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/

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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

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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

Scaling Success: Strategic Marketing and Team Synergy - Jason Parker and Dave Blanchard- Fractional C-Suite Retreat - Episode #60

Tuesday Feb 27, 2024

Tuesday Feb 27, 2024

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com/

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Navigating the AI Revolution in Marketing - Kim Jackson - Fractional C-Suite Retreat - Episode #59

Tuesday Feb 13, 2024

Tuesday Feb 13, 2024

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com/

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The Future of Business Strategy - John Lund - Fractional C-Suite Retreat - Episode #58

Tuesday Jan 30, 2024

Tuesday Jan 30, 2024

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

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com

Read more

Leading with Heart - Maura Kautsky - Fractional C-Suite Retreat - Episode #57

Thursday Jan 18, 2024

Thursday Jan 18, 2024

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

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com

Read more

Creating Meaty Content - Wendy Lieber - Fractional C-Suite Retreat - Episode #56

Tuesday Jul 18, 2023

Tuesday Jul 18, 2023

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

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The Six Truths of Marketing - Marguerite Yeo - Fractional C-Suite Retreat - Episode #55

Tuesday May 30, 2023

Tuesday May 30, 2023

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

 

Ways to Tune In

 

Fractional C-Suite Retreat is produced by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

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