Sanjit Singh is the Fractional Chief Revenue Officer at Boltt, a company empowering B2B companies to accelerate revenue growth and establish scalable sales models. With over 12 years of experience leading teams in Fortune 500 companies, he transitioned into entrepreneurship, co-founding multiple tech startups, including LeadCrunch, which he grew to a $24 million run rate before exiting at Series B. Over the past five years, Sanjit has focused on providing fractional growth leadership, helping companies overcome revenue plateaus and achieve new levels of success.
Here’s a glimpse of what you’ll learn:
- [02:19] Sanjit Singh‘s transition from startup leadership to Fractional CRO
- [04:37] What a Chief Revenue Officer does and how the role differs from a Head of Sales or Marketing
- [08:25] Why companies struggle with revenue ownership and misalignment between teams
- [10:38] Signs a business needs a Fractional CRO and when to bring one in
- [12:40] How can businesses evaluate product-market fit and identify the right customer segment?
- [16:18] The value of clear messaging and defining an ideal customer profile
- [26:58] How service providers optimize lead quality and leverage automation
- [40:15] The biggest mistakes businesses make in business development and sales tracking
In this episode…
Scaling a business is exciting, but what happens when growth slows, sales stall, and marketing efforts don’t translate into revenue? Many companies struggle to pinpoint the root cause of their stagnation, leading to wasted resources and frustration. At what point does bringing in outside expertise make the difference?
According to Sanjit Singh, a seasoned revenue strategist, companies often hit a ceiling because they lack the right sales and marketing structure. He highlights that many founders rely on ad-hoc revenue strategies that may have worked early on but aren’t scalable. Without a clear growth engine, businesses waste time on ineffective tactics or experience friction between sales and marketing. Sanjit explains that a Fractional Chief Revenue Officer provides the leadership and strategy needed to align teams, optimize revenue processes, and unlock new growth opportunities.
In this episode of the Financial Clarity podcast, host Hannah Smolinski speaks with Sanjit Singh, Fractional Chief Revenue Officer at Boltt, to discuss when businesses should consider hiring a CRO. They explore how to recognize the warning signs of stalled growth, the importance of choosing the right revenue model, and the impact of aligning sales and marketing. Sanjit also shares key mistakes companies make in business development and how to fix them.
Resources Mentioned in this episode
- Hannah Smolinski: LinkedIn | Email
- Clara CFO Group: Website | YouTube
- Financial Clarity podcast: Website | YouTube
- Sanjit Singh on LinkedIn
- Boltt
- Rev (Formerly LeadCrunch)
- “Strategic Positioning and Differentiation for Small Businesses With Lynn Rivest” on the Financial Clarity podcast
- Traction: How Any Startup Can Achieve Explosive Customer Growth by Gabriel Weinberg and Justin Mares
- Essentialism: The Disciplined Pursuit of Less by Greg McKeown
- Slow Productivity: The Lost Art of Accomplishment Without Burnout by Cal Newport
Quotable Moments
- “When in doubt, it will always be the CEO or founder responsible for revenue until they grow.”
- “Companies either aren’t growing, aren’t growing fast enough, or don’t know how to scale properly.”
- “If your positioning is off, everything you do later becomes wasteful and inefficient.”
- “Marketing gets leads, sales closes them, but business development can be the key to scaling revenue.”
- “You need scalable, predictable growth — not just referrals or networking, but actual repeatable revenue engines.”
Action Steps
- Clarify your ideal customer profile: Defining your target audience ensures marketing and sales efforts attract the right leads and drive conversions.
- Align sales and marketing strategies: Creating synergy between these teams prevents wasted resources and improves overall revenue performance.
- Diversify revenue growth engines: Relying on one method, like referrals, limits scalability. Exploring multiple growth channels helps ensure sustainable success.
- Track and refine conversion metrics: Measuring sales performance at each stage allows businesses to identify bottlenecks and improve closing rates.
- Prioritize clear positioning and messaging: Ensuring your brand communicates what you do and who you serve avoids confusion and attracts ideal clients.
Sponsor for this episode…
Clara CFO is dedicated to providing financial clarity and profit-maximizing solutions to small businesses. The team at Clara CFO are seasoned accounting professionals with a heart for small business. We help growth-minded entrepreneurs thrive through Fractional CFO services and financial education.
Whether you’re grappling with hiring decisions, profit margin concerns, or ambitious growth plans, Clara CFO provides insights, recommendations, and a clear financial roadmap to achieve your goals.
To learn more about Clara CFO Group and how we can help your business, visit ClaraCFO.com.
