In this podcast episode, Dan Smink discusses the concept of the 95% blind spot in marketing, emphasizing that only 5-10% of buyers are actively in the market at any given time. He explains the importance of marketing to both the active buyers and the larger group with latent needs. Dan shares insights on the symptoms of businesses stuck in the 5% trap, the need for a balanced marketing strategy, and how to measure success. He also provides a real-world example of a client achieving significant ROI through effective marketing strategies.

Takeaways

• Only 5-10% of buyers are actively looking to purchase.
• Most SMBs focus only on the 5% of buyers.
• Customer acquisition costs rise when only targeting the 5%.
• Brand awareness is crucial for long-term success.
• Investing in marketing should be a priority for SMBs.
• A balanced marketing strategy is essential for growth.
• You can measure the effectiveness of marketing campaigns.
• Top of the funnel marketing is increasingly important.
• Real-world examples can demonstrate the effectiveness of strategies.
• Understanding customer needs is key to successful marketing.

Links

Dan Smink – CEO, RefractROI

Linkedin: https://www.linkedin.com/in/dansmink

Website: https://refractroi.com/

Stacy Kamigaki – Fractional CMO, YorCMO

Linkedin: https://www.linkedin.com/in/stacykamigaki

Website: https://yorcmo.com/stacy-kamigaki/

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/mMf_Rtgc-t4

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, Joseph Frost sits down with Lee Brumbaugh, CEO of Sales Acceleration and long-time SalesEx advisor, to explore how fractional leadership, AI adoption, and modern sales strategy are transforming the way SMBs scale revenue.

Takeaways

• Why the future belongs to specialized, on-demand fractional expertise
• How SMBs should think about AI tools, sales productivity, and tech overwhelm
• The difference between automating work and improving intelligence in the sales process
• How fractional leaders can move from “trading time for money” to building a sellable firm
• Why the strongest advisors focus on serving first, not selling
• How Sales Acceleration’s model delivers 32% average revenue growth in the first year

Whether you're a fractional C-suite leader, a founder trying to scale smarter, or a sales executive working to improve ROI, this episode offers tactical clarity and strategic frameworks you can put into practice immediately.

Links

Lee Brumbaugh- CEO of Sales Acceleration

LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/

Website: https://www.linkedin.com/in/sonja-obrien

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/cuDCet1u9eo

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com

The conversation delves into the challenges and strategies associated with fractional leadership, particularly focusing on the importance of building trust and the role of industry expertise in gaining engagement from business owners.

Takeaways

•The primary hurdle in fractional leadership is gaining engagement.

•Building trust as a fractional leader differs from full-time roles.

•Business owners often seek fractional leaders with industry expertise.

•Multi-industry experience can enhance trust with business owners.

•Trust is a critical component in the hiring process for fractional roles.

•The perception of fractional leaders varies based on industry experience.

•Fractional roles can attract professionals from diverse industries.

•Industry expertise is a significant factor in hiring decisions.

•Business owners value strategic needs over just industry knowledge.

•The landscape of fractional leadership is evolving with changing business needs.

Links

Sonja O'Brien

LinkedIn: https://www.linkedin.com/in/sonja-obrien

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

Fractional C-Suite Retreat is produced by Frost Media Group

Learn more at https://frostmediagroup.com