Fractionals Unplugged with Jay Kingley Maven

How do you know when a prospect will buy or pass. Here's what you need to know:
* Qualifying prospects involves determining if they meet the fit and impact criteria.
* Understanding what prospects believe about their future is crucial in predicting their buying behavior.
* Prospects are more likely to buy if they believe their future will be worse than the present.
* Providing hope and offering solutions that align with prospects' goals and timeframe is essential.
* Convincing prospects that working with your company offers high ROI and is the best alternative is key.
Connect with Jay
Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Taylor Crane, founder of Fractionaljobs.io, discusses how Fractional Jobs is an open job board connecting companies with fractional talent. Fractional Jobs does not act as an agency and does not charge a percentage fee. Fractionals can join the network by entering their email address and do not need to create a profile or pay any money. Fractional Jobs sends job opportunities to fractionals based on their function area, and they can choose which ones they're interested in. The platform is designed to be a no-brainer for fractionals looking for work.
Email Taylor at tc@fractionaljobs.io.
Connect with Jay
Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.
Subscribe to our YouTube channel by clicking here.

Paul Arugs is a fractional chief customer officer, serving B2B and B2C services industries with Au$5m - Au$100m annual revenue with 20 - 200 employees. Paul helps mid sized companies embed data-driven customer strategy across their organizations. This fosters a more evidence based, customer centric culture that focuses on capability rather than campaigns to drive sustainable growth.
In this podcast, Paul drops many insights including how monthly and quarterly targets place companies on a short term, sales and lead gen based treadmill, making it difficult for even the leadership team to look more than 6 months ahead; and that lowering customer acquisition costs in and of itself is the wrong way to look at it.
Email Paul at paul@paulco.com.au.
Connect with Jay
Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.
Subscribe to our YouTube channel by clicking here.

Ben Wolf, founder and CEO of Wolfs Edge Integrators provides fractional Integrators and COOs to growing mid-market companies. Ben's focus is on building a roster of team-first Integrators to serve clients. Ben provides deep insight into the challenge the solo fractional COOs face in building their business and how Wolfs Edge Integrators solves the business development challenge. He also shares his move from an independent contractor model to one of partnership.
Email Ben at bwolf@wolfsedgeintegrators.com.
Connect with Jay
Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.
Subscribe to our YouTube channel by clicking here.

... so why are you still doing them?
95% of fractional executives base their sales process on starting with a discovery call or conversation. How do you know if your prospect has one or more issues that you can help them with if you don’t ask? Whether you must do a discovery conversation depends on your level of genius or as the lawyers like to call it your intellectual property.
Fractionals with insight and wisdom don’t do discovery conversations because they don’t need to discover. Prospects engage with these fractionals to discover the truth as to why they are in pain or why an opportunity seems out of reach. In this discovery conversation, the prospect learns from the fractional the path forward allowing them to go from squalor and misery to prosperity and success.
If you have insight or wisdom, then stop doing discovery calls and start helping those in your target market discover what’s holding them back. Every time you do a discovery call, you are telling your prospect you’re average.
Connect with Jay
Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Ross Stockdale works with SMB B2B service companies as a fractional CMO to help them grow profitably in 12 months or less. His approach is to take owners out of the marketing seat and into the investor seat. Ross's formula for success is Leadership + Strategy = Growth. Ross believes that marketing a business is about communicating to clients and prospects where they are, not where you are. Adapting the messaging, target audience, offer, and service to the market works better than wishing the market would bend to your will.
Email Ross at j.ross.stockdale@gmail.com.
Connect with Jay
Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.
Subscribe to our YouTube channel by clicking here.