Podcast Episode Summary Business Lunch with Roland Frasier Episode: AI, Disruption, Sales, and the Path to Success as a Small Business
Release Date: August 1, 2025

Introduction

In this episode of Business Lunch, host Roland Frasier engages in a dynamic conversation with marketing expert Ryan Deiss. They delve into the pressing challenges faced by small and medium-sized businesses (SMBs) today, critically examining Salesforce.com's recent SMB Trends Report. The discussion offers valuable insights into navigating economic shifts, leveraging AI, boosting sales, and sustaining business growth.

Overview of Salesforce SMB Trends Report

Ryan introduces the topic by referencing the newly released Small and Medium Business Trends Report by Salesforce.com. This report outlines the seven biggest challenges currently confronting SMB leaders. Roland expresses skepticism about the report's authenticity and relevance, questioning whether it genuinely reflects the real sentiments of business owners or serves as a marketing tool for Salesforce.

Notable Quote:

Roland Frasier [02:50]: “Do they agree with what we see or is it basically just a marketing piece of like, ‘Oh, this is really hard, but if you buy our software, it'd be easier?’”

Analysis of Identified Challenges

Ryan proceeds to enumerate the seven challenges highlighted in the report, providing their respective percentages of concern among SMBs. The challenges include increasing sales revenue, acquiring new customers, keeping pace with changing technology, competition from other businesses, retaining existing customers, hiring or retaining talent, and managing growth with lean teams.

Notable Quote:

Ryan Deiss [02:11]: “One thing that I thought would be fun to talk about today was the small and medium business Trends report by salesforce.com... Is it actually useful and helpful?”

Strategies for Overcoming Challenges

a. Increasing Sales Revenue and Acquiring New Customers

Both Roland and Ryan emphasize the paramount importance of sales and customer acquisition. They discuss the impact of economic fluctuations on consumer spending and the necessity for businesses to maintain consistent sales strategies during uncertain times.

Notable Quotes:

Roland Frasier [13:12]: “Make sure that you don't go and change a bunch of the stuff that used to work before this period and throw it away... if it was working before, give it another 30 to 60 days.”

Ryan Deiss [17:28]: “Promotions, bundles, those kinds of things. Customer stories to get engagement so that you can stand out and be top of mind when they do decide to make that decision.”

b. Keeping Pace with Changing Technology and AI Adoption

The conversation shifts to the challenges SMBs face in adopting new technologies, particularly Artificial Intelligence (AI). Roland critiques the report's use of the term "resilience," highlighting a disconnect between marketing jargon and actual business concerns.

Notable Quote:

Ryan Deiss [07:10]: “I think it's interesting... marketers should use the language that your prospects are actually using.”

c. Competition from Other Businesses

Ryan and Roland discuss the intensifying competition in the digital marketplace. They explore how businesses can differentiate themselves through innovative offers and customer engagement strategies.

d. Retaining Existing Customers and Talent

The duo addresses the difficulties in customer retention and talent acquisition. They suggest that steady business growth can mitigate retention issues by offering employees and customers continuous value and opportunities.

Notable Quote:

Roland Frasier [33:13]: “If you're growing as a business, then people are getting promoted. You're constantly providing the best opportunity for them.”

e. Managing Growth with Lean Teams

Managing expansion with limited resources is another key topic. Roland shares personal strategies for simplifying business offers to enhance customer decision-making during tumultuous periods.

Notable Quote:

Ryan Deiss [17:50]: “Instead of trying to come up with the best, most amazing, over the top offer... we've been stripping things away to make it really simple to say yes to.”

Role of Acquisitions in Addressing SMB Challenges

Ryan introduces the concept of business acquisitions as a strategic solution to multiple SMB challenges. By acquiring existing businesses, companies can instantly gain new customers, technologies, and teams, thereby accelerating growth and mitigating competition.

Notable Quote:

Ryan Deiss [31:19]: “Acquiring other businesses can really help with a lot of these challenges... buy more ads or start content marketing... but acquiring a business already has all that stuff.”

Conclusion

Roland and Ryan conclude the episode by encouraging SMB owners to critically assess industry reports and boldly implement strategies that align with their unique business needs. They underscore the importance of adaptability, whether through adopting new technologies like AI or exploring acquisitions to foster sustainable growth.

Notable Quote:

Roland Frasier [35:38]: “Marketers, this should inspire you to be bold. Go nuts.”

Key Takeaways

• Sales and Customer Acquisition: Remain consistent with proven sales strategies and explore new avenues such as promotions and customer engagement stories.

• Technology Adoption: Embrace AI and other emerging technologies to stay competitive, but ensure they complement rather than complicate business operations.

• Business Acquisitions: Consider acquisitions as a viable strategy to overcome multiple business challenges simultaneously, from expanding customer bases to integrating new technologies.

• Simplified Offers: Streamline product or service offerings to make purchasing decisions easier for customers, especially during economic uncertainties.

• Employee Retention: Foster a culture of growth and opportunity to retain top talent and maintain high levels of customer satisfaction.

By dissecting the SMB Trends Report and integrating real-world experiences, Roland Frasier and Ryan Deiss provide a comprehensive guide for small business owners aiming to navigate the complexities of today's market landscape.