MSME Business Growth Techniques

Here's how to simplify your pitch and 10x your sales: 1. Talk less, sell more. Short sentences = more sales. Hemingway once bet he could write a story in 6 words that'd make you feel something: "For sale: baby shoes, never worn." Your pitch should pack the same punch. 2. Complexity is for people who want to feel smart, not be effective. The worst salespeople make simple things sound complicated. The best make the complex simple. 3. Complexity says, "I want to feel needed." Simplicity limits to only what is needed. 4. Read your pitch out loud. I remember when I'd asked my COO to read the manuscript of my book. He chose to do it aloud. All 258 pages. Ears catch what eyes miss. The final version reads like butter. 5. "Be good, be seen, be gone." This was the best sales advice I ever got. - Good: Deliver value - Seen: Make an impression - Gone: Don't overstay your welcome People buy from those they remember, not those who linger. 7. Speak like your customer, not a textbook. We like to sound sophisticated. "We create impactful bottom-line solutions." But we like to listen to simple. "We help small businesses explode their sales." Which one would you buy? 8. Every word earns its place. Your pitch should be lean and mean. - Be specific - Avoid cliches - Check for redundancy - If it doesn't add value, cut it out 9. Abstract concepts bore. Concrete examples excite. ❌ "We'll increase your efficiency." ✅ "We'll save you 10 hours a week." Paint a picture. 10. People buy on emotion & justify with logic So tap into their feelings: - Fear of missing out - Desire for success - Need for security Then back it up with facts. 11. The "Grandma Test" never fails. If your grandma wouldn't get your pitch, simplify it. No jargon. No buzzwords. Just plain English. 12. Benefits > features. Dreams > benefits. ❌ "Our group hosts 10+ events per year." ✅ "Our program helps you close deals." 🚀 "Let's take back Main Street through ownership." 13. Use power words: - You - Free - Because - Instantly - New These words grab attention and drive action. Two final things to keep in mind... Simplicity isn't just for sales. Apply these principles to: - your business operations - your thinking processes - your next investment - your relationships - your to do list Sales isn't just for car dealerships. You pitch when you: - Negotiate a raise - Interview for a job - Post on social media - Hire someone for a job - Talk to an owner about buying their biz If you found this useful, feel free to share for others ♻️

I will block any political commentary instantly. This is not about politics…This is about not ignoring the elephant in the marketing room. Here are SPECIFIC tactics to use because of the impact of the Tariff discussion…. It doesn’t matter if tariffs directly affect your business because they directly affect your prospects and customers. No matter what industry – business or consumer. Here are some very specific tactics to consider ensuring your marketing is doing as well as possible as these economic changes occur… When costs rise (or people think they will rise) it’s the marketer’s job to: ✔️ Message it ✔️ Protect brand trust ✔️ Retain conversions ✔️ Do more with less Here’s how to tactically adjust your marketing in response, with strategies broken down for both Business and Consumer audiences: Business to Business: Communicate Pricing Adjustments Transparently Use phrases like “Price Transparency” or “No Surprises” in subject lines, landing pages and websites. EVEN IF PRICING DOESN’T CHANGE you should tell everyone that. They don’t know what you know about your business. Use “Price Adjustment Transparency” Messaging Promotional Email Subject lines: -No Surprises: Here’s Why Pricing Is Changing -How We’re Managing Rising Costs—So You Don’t Have To STAT:🧠 Edelman: Transparent brands are 22% more likely to retain loyalty in economic downturns. Focus on ROI + Cost Consolidation Promotional Email Subject lines: -This replaces 3 other platforms -Spend smarter, not more -Same output. Lower cost. Make the CFO your marketing partner. STAT: 💡Kantar found that value-driven messaging during the 2008 recession boosted response rates by up to 15%. Annnnd - MUST DO! Prioritize Case Studies + Social Proof When stakes are high, buyers seek safety. For CONSUMER Marketers: Align With Search Behavior: Google shows spikes in search terms like “best value,” “trusted brands,” and “most reliable” during downturns. Use these phrases in subject lines and CTAs to match consumer intent. Show You’re on Their Side: STAT: McKinsey notes that 57% of consumers actively look for “value packs” and “fair pricing” during tough times. Be explicit in messaging: “Bundle & Save”, “Price Lock Guarantee”, etc. This isn’t about politics. This is about not ignoring the elephant in the marketing room. People want to feel comfortable when things get uncomfortable. 

“It feels like a perfect economic storm,” shared an anguished CMO from a $300mil tech company, adding, “Our buyers are hesitant because of the overall economic uncertainty, new entrants are disrupting our category, we just expanded our product line, and no one knows what will happen to the government funding that benefited our industry,” they detailed. Nodding empathetically, I realized it was time to update my recession playbook with a GenAI-first mindset. Polish Your Positioning: Ensure your brand is perceived as a "must-have" rather than a "nice-to-have." This involves clearly communicating the unique value and necessity of your product or service. [Use Deep Research to help explore options. And test synthetic research from companies like Evidenza or Subconscious.ai for speedy insights at 50% of traditional research $s]. Sell Your “Speed to Value”: When CFOs become CFNOs, the only “yes” you’ll hear is for those products or services that can deliver a fast return on investment. [Run recorded customer calls through a customized GPT to isolate speed-to-value quotes and context. Identify customers who get value faster and can quickly double down on that segment.] Call Your Customers: They may be in the same or worse economic turmoil. If they are, make a customer for life by offering better terms on your current contract in exchange for a longer deal and a high-quality testimonial. [Run a Deep Research assessment of their industry seeking insights into how they could outperform competitors in a recession]. Elevate Your Executives: Individuals get 10x the organic reach on LinkedIn than companies yet few brands scale executive thought leadership. [Create a Project on ChatGpt or Claude that includes brand guidelines, past writing by each exec and other parameters. Then, ask the exec to dictate 20-25 minutes of their latest thinking and let your top editor run with it. The goal should be 2-3 thoughtful weekly posts from these execs. Bonus points, if they record vertical videos, a medium LinkedIn is heavily favoring. Breaking news: LinkedIn now allows you to promote individual posts.] Balance Your Budget: You know your CFO is coming for funds. Get ahead of this. Draft two plans, one at the current budget and one with a 20% cut. Go back through company data from the early days of the pandemic and show the lagging impact of those budget cuts. [Run projections on the impact of budget cuts on pipeline via LLMs. And show how your GenAI tests should yield massive savings in the coming years]. Value Your Visitors: With the dual whammy of declining organic site traffic and fewer buyers in the marketplace, every qualified site visitor must be treated like royalty. This means rethinking your landing page experiences and enabling answers, not navigation. [We are currently testing two LLM-driven tools, Webless.ai on RenegadeMarketing.com and Salespeak.ai on CMOHuddles.com. We'll share results at CMO Super Huddle] What's in your recession playbook?

As startups scale, effective sales implementation becomes the difference between stagnation and sustainable growth. After analyzing hundreds of sales organizations across startups, I’ve distilled the key pieces of advice that founders and leaders should keep in mind. 1. Sales Strategy Fundamentals - Start with the right price: Establish pricing that reflects value rather than just covering costs. - Define your ICP: Clearly identify your ideal customer profile before building your sales process. - Understand sales velocity: Recognize that sales success depends on both deal size and deal frequency—optimize for predictability. Your first sales hire should generate predictable and consistent revenue, not just hunt elephants 2. Team Structure - Build a complete sales organization: Structure your team with marketing, SDR/ADRs, and account executives with clear handoffs. - Choose between top-down or bottom-up: Determine whether to pursue enterprise-led or product-led sales motion. - Invest in sales operations: Create systems that maximize selling time and minimize administrative burden. Effective sales organizations separate lead generation, qualification, and closing responsibilities 3. Pipeline Management - Calculate required pipeline coverage: Pipeline is prologue. Maintain a pipeline that’s at least 5x your bookings target. - Master lead qualification: Develop clear criteria for MQLs, SQLs, and PQLs to maintain quality. - Analyze conversion metrics: Track conversion rates at each funnel stage to identify bottlenecks. 4. Sales Process - Implement Challenger selling: Train reps to teach prospects, tailor messaging, and take control of the sale. - Map key stakeholders: Identify champions, opponents, decision-makers, and influential stakeholders. - Create a consistent demo: Develop a compelling product demonstration that clearly shows value and addresses pain points. Great salespeople don’t just ask about problems—they teach customers about problems they didn’t know they had 👉 Read the full post here: https://lnkd.in/gePqUC3g

One of my SMB reps was consistently closing small deals when her competitors were landing contracts 3-4X larger. The problem wasn't her pitch, product or price. It was her MINDSET. She was ACCEPTING the 'let's start small' objection without pushing back strategically. Here's what we changed: 1. Stop thinking transactionally. Start thinking strategically.  2. Ask about future state BEFORE accepting the small order 3. Create a multi-phased approach that reduces perceived risk 4. Quantify the long term cost savings of a larger initial commitment Her average deal size went from $12K to $35K in 90 days. The difference between good and great salespeople isn't just hustle. It's the courage to have strategic conversations that push clients to think bigger. Are you leaving money on the table by accepting "start small" at face value?

Businesses don't fail because they lack a great idea. They fail because they can't get enough forward airspeed to soar. 𝗜 𝘀𝗲𝗲 𝗮 𝗿𝗲𝗰𝘂𝗿𝗿𝗶𝗻𝗴 𝗽𝗮𝘁𝘁𝗲𝗿𝗻: - Founders have a great idea for changing the world. - They bootstrap to work with innovators. - Everyone is a potential customer. - Early success is mistaken for market demand. - The end of the runway comes before sustained flight. -------------------------------------------------------- How to transform a struggling business toward sustainable growth and lasting impact. --------------------------------------------------------  1. 𝗦𝗼𝗹𝘃𝗲 𝗯𝗶𝗴 𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀 - I will guide you in identifying problems that customers will pay you to address.  2. 𝗕𝗲 𝗰𝗹𝗲𝗮𝗿 𝗮𝗯𝗼𝘂𝘁 𝘆𝗼𝘂𝗿 𝘃𝗮𝗹𝘂𝗲 - We will work together to create messaging and stories that drive buyers to contact you.  3. 𝗥𝗲𝗳𝗶𝗻𝗲 𝘆𝗼𝘂𝗿 𝗜𝗖𝗣 𝗮𝗻𝗱 𝗦𝗲𝗴𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 - I'll help you bring clarity to your ideal customer profile and we'll identify your total relevant market.  4. 𝗗𝗲𝘁𝗲𝗿𝗺𝗶𝗻𝗲 𝘄𝗵𝗲𝗿𝗲 𝘁𝗼 𝗽𝗹𝗮𝘆 𝗮𝗻𝗱 𝗵𝗼𝘄 𝘁𝗼 𝘄𝗶𝗻 -  We'll develop a playbook to engage your ICP and provide them with valuable experiences at each touchpoint with your company.  5. 𝗠𝗼𝘃𝗲 𝗱𝗲𝗹𝗶𝗯𝗲𝗿𝗮𝘁𝗲𝗹𝘆 𝗮𝗻𝗱 𝗾𝘂𝗶𝗰𝗸𝗹𝘆 - I default to being action-oriented. We will build consensus using the best available insights and move quickly.  Observe, Orient, Decide, and Act.  6. 𝗙𝗼𝗰𝘂𝘀 - We won't do everything, just the right things. You have precious few resources. We will use them wisely.  7. 𝗣𝗶𝘃𝗼𝘁 𝘁𝗼 𝗮𝘃𝗼𝗶𝗱 𝗹𝗼𝘀𝘀 - When headwinds and crosswinds threaten your safety, we'll pivot the course while maintaining your long-term destination in sight.  8. 𝗕𝘂𝗶𝗹𝗱 𝗮 𝗰𝘂𝘀𝘁𝗼𝗺 𝗳𝗹𝘆𝘄𝗵𝗲𝗲𝗹 - Sustainable growth comes from building effective and efficient processes. We'll build cross-functional workflows that create value and profits.  9. 𝗕𝘂𝗶𝗹𝗱 𝗮 𝗿𝗲𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝘃𝗲 𝗲𝗰𝗼𝗻𝗼𝗺𝗶𝗰 𝗺𝗼𝗱𝗲𝗹—As we gain traction, it is crucial to expand our thinking about leveraging our success to benefit others. This is the path to sustainable growth and lasting impact. 10. 𝗡𝘂𝗿𝘁𝘂𝗿𝗲 𝗻𝗲𝘄 𝗹𝗲𝗮𝗱𝗲𝗿𝘀 - Running a business can be exhausting. When it's time to delegate, we'll build processes to sustain your vision and effectiveness through others. I'd like to talk with you if you're looking to add a growth advisor to your startup or scaleup. Let's talk about your vision and what's keeping you from growing.  Send me a DM to arrange a call. #fractionalcmo #gtm #businessgrowth  

When I was a VP of Sales, I had SMB AEs making $200K+ a year. These AEs were closing 50-70% of their demos. Here are 5 techniques I taught them that you can use (even if you're a MM or ENT AE): 1. SEEK PAIN: If you don't know the prospect's: a) pain b) size of pain c) who's impacted by that pain then what the hell will you demo? They would not demo the software until they find out the prospect's pain points. So one of the questions we started asking to get to this answer as quickly as possible was: "What specific challenges are you dealing with that you think we'd be able to help you with?" 2. REJECT PROSPECTS: SMB sales is a double edge sword. You can be 'stuck' with a lot of leads & deals. Many of those deals are not a fit. So they take up space and time in your calendar. Although very hard to do, I trained them to be comfortable rejecting a lead if it didn't seem like it would close within 90 days. 3. DEMO OUT OF ORDER: Most bad demos follows a predictable demo flow. First talk about X, then show them Y, then cover Z. But many times, prospects only had 1 specific problem they wanted to solve, nothing more. And if you showed them how to solve that 1 problem you'd win them over. So a feature that would typically be saved until the end of the call was showcased right away. 4. ASK PRQs: Digging deep on discovery is hard to do (also for MM and Enterprise). Average AEs try to pigeonhole all of their discovery questions in the beginning of the call. This pissed off prospects. Instead, we sprinkled questions throughout the demo using PRQs (Process Related Questions). For example, before showing a relevant feature, ask: "Curious, what's your current process of managing your invoices today?" 5. MICRO-CLOSE: I used think closing happens at the end of a sales call. But closing is really just the sum of 'micro-closes' you do throughout your demo. At the end of a relevant feature, the AEs would ask: "Does this solve your problem of [pain]?" If prospects say YES, the AEs just micro-closed them on that. Do this throughout the call and you're compounding your close. P.s. Every top AE I trained has mastered discovery. 6,000+ AEs are crushing their disco using these 24 questions: https://lnkd.in/eR69raD4

Profit, not revenue, is the key to success. Here's a 5-step Margin Analysis framework to track profit vs revenue As a financial consultant, I've worked with businesses struggling with profitability due to a lack of in-depth margin analysis. Managing your margins can be a game-changer for your bottom line. I work with clients on shifting their mindset that margin analysis isn’t just a one-time strategy; it’s a continuous process. To help clients stay on top of their game, I put together a checklist of daily, monthly, and quarterly habits to be sure you’re always optimizing your margins. Daily Habits: 1) Review Sales and Cost Data: Do a quick check if daily sales are in line with your projections and monitor unusual changes in costs. 2) Track Key Performance Indicators (KPIs): Focus on daily KPIs such as gross margin percentage and average order value to identify issues. Monthly Habits: 1) Analyze Margin Trends: Compare your current month’s margins against previous months to spot trends or anomalies. 2) Update Financial Projections: Adjust forecasts based on actual performance and any market changes. 3) Review Profitability by Product/Service: Identify which products or services are underperforming and consider adjustments to pricing or cost structures. Quarterly Habits: 1) Conduct a Comprehensive Margin Analysis: Deep dive into your financial statements to assess the health of your margins. Look at (COGS), operating expenses, and net profit margins. 2) Reevaluate Pricing Strategies: Based on your margin analysis, adjust your pricing strategy to ensure optimal profitability. 3) Optimize Cost Structures: Review your cost management practices and look for opportunities for cost reductions or process improvements. Hope this simplifies the process, and helps to start building these habits. Also, I've attached a brief guide on How To Strategically Improve Profit Margins If you need help developing and executing a financial strategy DM me ___________________ Please share your thoughts in the comments Follow me, Beverly Davis for more finance insights

All small businesses WANT to scale. <10% do it well. Scaling isn’t just about growth. It’s about efficiency. I've had the privilege of scaling several businesses over the past 2 decades. Here’s how to make your business leaner, faster, and more effective. 1. Document your processes.  ➜ Build SOPs (standard operating procedures) for new employees.  ➜ Create step-by-step guides for routine tasks.  ➜ Consistency reduces errors and saves time. 2. Automate repetitive tasks.  ➜ Let technology handle what doesn’t need a human touch.  ➜ Use tools like Zapier to sync data across platforms.  ➜ Automation frees your team for high-value work. 3. Outsource strategically.  ➜ Focus on your strengths. Delegate the rest.  ➜ Hire freelancers for design, content, or bookkeeping.  ➜ Outsourcing reduces overhead without sacrificing quality. 4. Invest in project management software.  ➜ Keep everyone on the same page.  ➜ Use Asana or Monday.com to track progress.  ➜ Clear workflows prevent delays and miscommunication. 5. Centralize communication.  ➜ Too many tools create chaos.  ➜ Streamlined communication keeps everyone aligned.  ➜ Consolidate to a platform like Slack or Microsoft Teams. 6. Simplify your tech stack.  ➜ Too many tools slow you down.  ➜ Simplicity boosts efficiency and cuts costs.  ➜ Replace overlapping software with all-in-one solutions like HubSpot. 7. Conduct regular audits.  ➜ Know where your time and money go.  ➜ Review expenses quarterly to cut unnecessary costs.  ➜ Audits identify inefficiencies and hidden opportunities. 8. Cross-train your team.  ➜ Versatility prevents bottlenecks.  ➜ Cross-training ensures work continues seamlessly.  ➜ Teach team members how to handle adjacent roles. 9. Batch similar tasks.  ➜ Grouping work saves time.  ➜ Batching reduces context switching and boosts focus.  ➜ Dedicate Monday mornings to writing emails or scheduling posts. 10. Focus on your core offering.  ➜ Don’t spread yourself too thin.  ➜ Focusing on what you do best drives long-term growth.  ➜ Eliminate side projects that don’t align with your primary goals. Scaling is a journey. Efficiency is your roadmap. ❓Which hack will you implement first? Share your thoughts below. Let’s build smarter, not harder. ♻️ Repost to help your network with scaling. ➕ Follow Nathan Crockett, PhD for daily actionable insight.

This small shift in our finances helped us scale past $50K/month. We stopped focusing on revenue. And started tracking the right numbers: 1. Gross profit. Because revenue is a vanity metric if your costs are eating all your margins. We focused on delivering our services in the most efficient way possible. 2. Net profit. More revenue without margins is working harder for the same outcome. We got obsessive about efficiency: Cutting unnecessary software costs Negotiating better deals And streamlining operations To increase what we actually add to the bank every month. 3. Churn rate. It’s easy to celebrate new sales. But if customers are leaving just as fast, you're running on a treadmill. We optimized retention before acquisition. 4. LTV. Scaling without understanding customer lifetime value is a dangerous game. Once we figured out exactly how much a client was worth over time, we knew how much we could afford to acquire them. 5. LTV to Acquisition Cost Ratio. The simplest way to tell if your business is scalable. If you're paying more to acquire customers than they’re worth over time, you're in trouble. We optimized this ratio to make sure every dollar spent on growth actually paid off. You usually want to have a ratio of 3:1 of LTV/CAC. These five numbers moved us from "How much did we make this month?" to "How much will this business be worth in three years?" Most founders don’t track these. Don’t make that mistake. Track the right numbers. Make better decisions. Your growth depends on it. What’s the one metric you obsess over in your business? 👇 PS: Fuelfinance has been the best partner to help with our finances.