Fractional FAQ

We developed this list of FAQs for fellow fractionals, outsourced experts, and consultants who are curious about how we can help your clients.

 

1. “How do you support other fractionals or consultants?”

We provide services that help grow your client’s top and bottom line, while also creating a degree of separation for partners from what is often the most volatile aspect of business—sales. We start by diving into an organization’s sales to discover what areas need more care and attention. Here are some examples of how we can help:

  • Create and implement a proven and repeatable sales process

  • Educate and reinforce your and management’s plans

  • Advocate on your behalf as a non-bias third-party

  • Offer deep insight into your client’s perception of your performance

  • Deepen your relationship and engagement with the client

  • Create a degree of separation from often the most volatile aspect of business—sales

  • Provide complimentary services as a vetted partner, saving you time lost searching and vetting

  • Offer a separate rolodex of vetted partners and resources that can speed the accomplishment of your and your client’s goals

  • Keeping the scope of your project within your expertise

  • Maximizing your time by eliminating sales projects from your plate

2. “What services do you offer?” 

We offer sales management and business advisory services.
 

3. “How can you supplement my services?” 

We offer a variety of sales services, including:

  • Sales benchmarking through our Sales Best Practices Assessment

  • Providing a clear picture of the sales process through Sales Workflow Documentation

  • Creating fresh sales ideas using our Lead Generation Brainstorming and Market Assessment

  • Maximizing bandwidth with our vetted appointment-setting recommendations

  • Saving time and effort with our CRM evaluation, needs, prep, and integration

  • Making smarter advertising and sponsorship decisions

4. “What do you do if we have overlapping services?”

We follow your lead. This is your client, and we absolutely respect your client relationship. We also never offer or commit to increasing the scope without obtaining signoff from you prior.

5. “How deep does the engagement need to be?” 

Our engagements are customized to the client’s needs, beginning with a free initial call to assess the project. Then, we offer 30-day rolling monthly engagements which can be canceled at any time—for free. Our typical client engagement lasts from 6-12 months because the client notices value within the first 30 days and identifies additional needs from our service offerings and expertise.

6. “How much would the cost be?” 

The cost depends on the project and there is no minimum required rate per engagement. Our typical engagement costs around $2,500 - $4,000 a month ($150-200 an hour) and our typical length is 16-20 hours.

7. “Which industries do you serve?”

Typically, our clients are professional service firms in the insurance, technology, and accounting industries. Often, we are serving other fractionals and consultants.

8. “What roles/whose services do you complement?” 

We complement a wide variety of other service professionals including:

  • Fractional CFOs

  • Fractional CMOs

  • Business consultants

  • Fractional COOs

  • Sales consultants

  • Sales trainers

  • M&A advisors

  • C-level executives

  • Outsourced service providers

9. “Are you like a Sandler Sales Training?”

No. Sales trainers focus on teaching sales professionals different skills and techniques to improve their sales and close more business. In contrast, we review the sales process and customize it to fit the organization’s values and methodologies. We look at the business as a whole, to see where the sales team fits and how to best utilize them. Sometimes that includes sales training, but we are more coaches than sales trainers.

10. “What is the immediate benefit of a fractional chief sales officer and/or operations?”

Our services are 1/4th of the cost of handling them in-house. We do the most vital 80% of the work for 20% of the cost.

11. “What should prompt me to call you for a fractional chief sales officer?”

Here are some things to look out for when deciding whether to give us a call:

  • Exasperated business owners with sales responsibilities

  • Business owners who dislike or are bad at social interactions and selling

  • Poor proposals that are not customer-focused

  • Companies posting full or part-time sales manager positions


12. “Why do organizations hire you?”

People like that we maximize time within their comfort zones, minimize negativity, and drive sales. Our fractional partners typically find the most value in our fresh perspective on sales and operations, all based on real-world experience. Our clients consistently note that our two greatest values have been a third-party perspective and duplication of their personal time through a proven and repeatable sales process.

If you have questions about our services or how to partner with us to help your clients, call Sebastian Lane Consulting at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com to schedule your free consultation.