August 2024

It’s been said that when you make a sale, people aren’t necessarily buying the product or service you’re offering — they’re buying you. The reason this statement tracks is that you have to be an effective communicator when it comes to your sales pitch and your personal style.

A clear-cut value proposition must demonstrate what’s in it for the consumer you’re targeting. You also have to understand the persona of your target audience and what motivates them. When you’re making your appeal, you have to establish both credibility and trust, which is why your brand’s unique value proposition and key differentiators are so crucial to define.

In today’s hustle and bustle world, where attention spans continue to shrink, it’s more important than ever to be concise and focused. And you can never walk away from a sales pitch without some form of a call to action. Whether it’s a product or a service, it’s important to lay out the next steps of your sales process.

Keep reading for advice and insights that explain why some efforts fail to resonate, helpful ideas for retooling your strategy, and six specific, impactful ways to supercharge your sales pitch and close more deals.

Related: How to Master Your Sales Success — Why Every Answer and Rejection Matters

Attributes of a poor sales pitch

Practice makes perfect, but revitalizing your sales pitch may take considerable time. However, you should always begin with an audit and review of your current efforts.

If you happen to note any of the following shortcomings in your sales materials, improvement of some kind is not only necessary, it’s required:

• No Personalization – when your sales pitch is overly generic, it’s likely not addressing the specific needs or interests of your target market, leaving them uninspired
• Lack of Empathy – failing to connect with your consumer’s specific pain points properly makes your effort seem disconnected. Or even worse, out-of-touch
• Inauthentic — If you default to ChatGPT to develop your sales pitch, you’ll end up with an overly scripted, generic and insincere message.
• Lack of Key Differentiators – sure, you may have a stellar product or service to offer, but if you’re not highlighting exactly what sets you apart from the competition, you’re missing the mark. If you’ve built a better mousetrap, explain the key differentiators.
• Lack of Engagement – Another key mistake is getting so caught up in your messaging and attributes that you fail to engage with your target audience. Lack of engagement almost always results in a lack of investment.

Related: Your Differentiators Suck. Follow These 5 Steps to Stand Out From Your Competition.

How to retool your sales pitch

If you recognize any of the aforementioned problems in your current sales materials and efforts, it’s time to retool them. Here are some specific ways to go about it:

• Seek Unbiased Feedback – send your sales pitch to a close friend or colleague and ask them to give you a 100% honest assessment. Pay close attention to their feedback
• Marketplace Review: It may be time to examine market conditions and the current level of demand among your target audience more closely. If things seem off, update your positioning.
• Competitive Analysis – if you’re not paying attention to the sales efforts of your direct competitors, begin some opposition research right away
• Upgrade Your Design Elements – maybe your message is getting lost because you’re not paying enough attention to the visual aspect of your sales pitch. Consider compelling images and videos.
• Diversify Your Pitches – no rule says you can only use one version of your pitch at a time. Consider diversifying your pitch and using multiple versions. Then, track and assess which messages are breaking through

Related: Why Interactive Content Will Boost Your Customer Loyalty

6 impactful ways to supercharge your sales pitch

If you’ve done your homework and put in the required effort, it’s now time to revamp and relaunch your revised sales pitch. But before you do, review this helpful checklist to get started on the right foot:

1. Lead With a Strong Hook – within your first couple of sentences, you need to grab their attention. Tease your target audience with an intriguing question, statistic, or data point.
2. Know Your Audience – take the time to review the personas of your target audience and determine what motivates them to take action.
3. Tell a Story – at least one version of your new sales pitch materials should feature a relatable story, a case study, or a testimonial that boosts the value of what you’re selling.
4. Focus on Benefits, Not Features – all of your bells and whistles make good copy, but it’s important to emphasize the benefits of your product or service. How will it improve your customer’s lives?
5. Build credibility – don’t just spew facts, data and statistics. Support them, and you’ll build credibility.
6. Ask for the Order – make your specific call to action and direct the recipient to the next step in the sales process. Don’t just leave them hanging.

As any good salesperson will tell you, nothing compares to the thrill of closing a deal. It’s a feeling that doesn’t subside over time, especially if you truly care about your performance and the goal of meeting your sales KPIs. Revamping your sales materials shouldn’t feel like a chore but a mission. If you follow this helpful advice, don’t be surprised when it results in more engagement, more discussion, and ultimately – more sales.

Related: 5 Tips to Master the Art of Sales and Get Your Business Ahead

Maintaining a secure and reliable internet connection is essential for anyone with a digital presence. This becomes even more critical if you travel for work and rely on public Wi-Fi, which can be a breeding ground for unsavory characters. Unfortunately, many entrepreneurs travel often and find themselves at the mercy of this type of connection.

While there are tips you can follow to use public networks safely, a tool like this Deeper Connect Air Portable VPN Travel Router ensures you’re staying as safe as possible online, no matter where you are. It’s on sale for just $159 (reg. $219) with the code CONNECT, plus it ships for free.

Privacy and security.

Using public Wi-Fi can expose your data to various security risks. This portable VPN router provides military-grade encryption, ensuring your internet activity remains private and secure, no matter where your business takes you. It’s also decentralized, which means none of your data is stored.

This device also provides ad-blocking and parental controls, giving you complete control over your online experience. With the Deeper Connect Air, you can browse, work, and communicate with the confidence that your sensitive business data is protected. It’s also decentralized, which means none of your data is stored.

Global access, speed, and portability.

One of the more valuable features of the Deeper Connect Air is its ability to bypass geo-restrictions. This means you can access streaming services, websites, and content worldwide, regardless of location.

The Deeper Connect Air has 80,000+ nodes around the world and delivers a mighty 300 Mbps connection, allowing you to stream, browse, and work without frustrating slowdowns.
In addition, its compact and lightweight design makes it easy to pack and carry, so you can take it with you wherever your work takes you. Keep it right in your bag with your laptop so you’re never without it.

The ultimate travel tool.

Whether flying off to a different country or working in a cafe down the road, this travel VPN router is a fantastic way to ensure you’re connected and secure.

Don’t miss this Deeper Connect Air Portable VPN Travel Router for just $159 (reg. $219) with the code CONNECT through September 3, plus free shipping.

StackSocial prices subject to change.

Artificial intelligence (AI) is no longer a dream of the future. Like it or not, AI is reshaping industries and will continue to do so. A whopping 97% of participating business owners believe using it will help their business, a Forbes survey says.

If you want to stay relevant and evolve as a company, you’ll need to start embracing this technology and adding it into the fold of your business.

For new AI users or those who want to further their knowledge, this 2024 Complete ChatGPT & Gemini AI Advanced E-Degree should be at the top of your list. It’s on sale for just $24.97 (reg. $790) and features 65 lectures on various topics and AI tools that you can access anytime and anywhere.

This e-degree program delves into the fundamentals of generative AI, covering everything from the basic concepts to the immense potential these tools hold for businesses. You’ll gain insights into how AI can be harnessed to transform your marketing strategies, enhance your customer service, and streamline day-to-day operations.

You’ll get comprehensive training across multiple AI tools, including ChatGPT, Gemini AI, GPT 3.5, GPT 4, Bard, and DALL-E 2. This multi-tool proficiency ensures you’re equipped to use the most advanced AI platforms available, which will help you create compelling text, images, videos, and audio content. Whether you’re looking to boost your marketing efforts or improve your website’s content, this course has you covered.

One key benefit of integrating AI into your business is the ability to automate repetitive tasks, freeing up time for other tasks. This bundle shows you how to use AI to enhance productivity, automate customer interactions, and perform data analysis with unprecedented efficiency. By learning to apply AI in practical ways, you can significantly increase your operational effectiveness.

Gain lifetime access to invaluable skills and knowledge that will keep you at the forefront of AI technology with this learning bundle.

The 2024 Complete ChatGPT & Gemini AI Advanced E-Degree is on sale for $24.97 (reg. $790) through September 3.

StackSocial prices subject to change.

“Spatial” is certainly one of the most popular words this year. In my opinion, Collins Dictionary is likely to include it at least on its shortlist for 2024. Spatial computing is an innovative technology that is changing the way we interact with digital content. And I want to emphasize that it’s not just a new technology, but a new philosophy about how we interact with the digital world.

In this article, I want to discuss how spatial content will impact businesses around the world and how its consumption is changing the global business agenda. We used to think in terms of flattened pictures and videos that were necessarily tied to the devices that broadcast them. Now we need a new type of thinking — spatial. The surface for transmitting information is literally the air around us.

Related: How Can Spatial Computing Make Industrial Development More Intuitive and Seamless?

The future of spatial technologies

My article aims to provide entrepreneurs with basic knowledge and understanding of the potential of immersive technologies and generative AI in business. Specifically, I would like to focus on augmented reality technology, as this is the type of immersive technology that is most available right now. In fact, any smartphone can work with web AR technology now (to interact with AR content, you need internet access and any web browser on your smartphone — you don’t need to install any applications).

Imagine that in three to five years, users will replace cell phones with XR glasses. There are already many factors for this change in consumption patterns. Apple Vision Pro is a flagship in creating a fashion for consuming immersive technology in everyday life.

In addition, more than 50 companies around the world are working on their own versions of XR glasses. All the tech giants are using augmented reality as part of their global strategy. The AR software market is projected to surpass $140 billion in 2025, which will show a 12-fold growth. Projected consumer spending on physical goods with AR will reach $255 billion in three years, and it’s already billions in sales today.

In 2020, 83.7 million people used AR at least once per month in the U.S. (and this is data from before Apple Vision Pro was released). This trend is coupled with the evolutionary development of the impression economy, where customer experience is increasingly becoming a deciding factor in purchase decisions. There is no doubt that AR is becoming mainstream, just like generative AI, but with less PR backing for now.

The transformative impact of spatial computing

There is no doubt that the launch of Apple Vision Pro has had an impact on the market. But beyond the devices themselves, it’s important to understand what software we need and, in my opinion, even more importantly, what content will work to achieve business goals.

The development of generative AI to create visuals, video and spatial content through augmented reality technology, has already helped make a significant leap in the creation of such content. In the rapidly changing world of artificial intelligence, entrepreneurs are actively integrating generative AI technologies into their business processes. With the growing interest in these technologies, the a16z foundation has estimated a threefold increase in budgets for implementing generative AI in businesses in 2024. These costs are moving from innovation budgets to ongoing software budgets.

Now, we will explore the key concepts, benefits and challenges businesses may face in implementing these technologies, as well as examples of how to effectively utilize them to drive growth and innovation across industries.

Related: All About Apple’s Spatial Computing

Steps to integrating AR and generative AI into your business

• Understanding market needs: Knowing your target audience and how spatial computing can meet their needs or solve existing problems is the first step to successful implementation.

• Spatial thinking: Now is the time when the bold application of new technologies can set trends for your business for years to come. The market is completely fresh — there are no established rules and traditions. Boldly use your imagination and out-of-the-box thinking, and change your traditional content to spatial content.

• Team training: It’s important that your team is aware of the possibilities of AR and AI. Investing in training and skills development is key to innovation.

• Pilot projects: Start small by launching pilot projects to evaluate the impact of AR on your business and get feedback from users.

• Utilize off-the-shelf platforms: No-code platforms offer tools to create AR content without the need for deep programming knowledge, making the technology accessible to a wide range of entrepreneurs.

• Adapt and iterate: The AR market is rapidly evolving, so it’s important to constantly adapt and improve your content based on user feedback and changes in technology.

Business benefits

• Improved customer engagement: AR offers unique opportunities to create an engaged and interactive user experience.

• Increase sales: Interactive AR product demonstrations can increase conversion and average check.

• Differentiation: Innovative use of AR and AI can set your brand apart from competitors.

• Process optimization: AR can simplify and speed up various business processes such as staff training or product demonstrations.

Overcoming challenges

• Talent acquisition: Implementing and scaling generative AI and immersive technologies requires the right talent, which many companies currently lack.

• User adaptation: Businesses must help users get used to a new type of interaction with their brand.

• Wide thinking: Without innovative thinking, projects risk becoming one-size-fits-all.

• Lack of long-term experience: Lack of accumulated experience can be a barrier.

• Being a pioneer: Experimentation and pioneering can be difficult for many corporations, but it is essential for innovation.

Related: Are You Hesitant to Use AR Technology? Here’s Why You Need to Jump on It Now.

Spatial thinking and the consumption of spatial content are changing business agendas around the world. Generative AI and AR are powerful tools for business transformation, opening new horizons for innovation and growth. By understanding the basics of their application and the relevance of these technologies, even entrepreneurs who have not previously encountered them can benefit significantly.

Set your sails today to be at the right point in your business at the right time.

Ahead of the 2024 U.S. Presidential Election, the future of cryptocurrency and its regulation has become a topic of discussion among voters.

On Thursday, a regulatory financial filing by Republican nominee Donald Trump showed that the former President owns over $1 million in crypto, showing Silicon Valley that the presidential candidate may have favorable crypto policies derived from personal interest.

Related: Mark Cuban Says He’s Received ‘Multiple Questions’ From Kamala Harris About Crypto

The financial filing stated that Trump owns a cryptocurrency wallet and a “virtual Ethereum key” which, depending on the current markets, can range in value from $1 million to $5 million.

Trump’s current stance on crypto is a “hands-off” approach allowing the market to self-regulate.

The former President now also accepts cryptocurrency, such as Bitcoin, as funding for his campaign, signaling a strong pivot from his prior stance that crypto was a “scam” and “disaster waiting to happen.”

In an interview with Bloomberg, Trump championed Bitcoin mining in the U.S. to curb China’s growing influence over the market.

“If we don’t do it, China is going to figure it out, and China’s going to have it—or somebody else,” Trump said.

Last month, Mark Cuban told Decrypt in an interview that he had been fielding calls from Democratic nominee Kamala Harris’ team about cryptocurrency and advice on the market.

Related: Musk, Trump Hit With Federal Labor Charges Over Livestream

Cuban then accused Silicon Valley leaders that support Trump of doing so as a “Bitcoin play.”

“What will drive the price of BTC is lower tax rates and tariffs, which if history is any guide (and it’s not always ), will be inflationary,” Cuban explained on X. “Combine that with global uncertainty as to the geopolitical role of the USA, and the impact on the US Dollar as a reserve currency, and you can’t align the stars any better for a BTC price acceleration.”

For entrepreneurs and business owners, travel is often a necessary part of growing and expanding your enterprise. Whether you’re meeting with clients, attending conferences, or scouting new markets, frequent travel can quickly become one of your largest expenses.

That’s where Matt’s Flights Premium Plan could come in handy. A lifetime subscription is on sale for just $79.97 (reg. $1,800), which gives you access to exclusive flight deals, saving you up to 90% on both domestic and international flights. Just imagine the possibilities when you can travel more often for less, all while keeping your business budget in check.

You can think of Matt as your go-to source for the best flight deals. He constantly scours the skies, finding those rare airline errors and deeply discounted fares that others might miss. The moment he uncovers a deal too good to pass up, it’s sent directly to your inbox. It’s like having an expert in low-cost air travel working just for you, making sure you never overpay for a flight again.

Because travel planning can be tricky, especially when juggling multiple business responsibilities, Matt offers round-the-clock support to help you navigate travel uncertainties. Whether you need advice on booking, tips for finding the best routes, or help with a specific query, Matt’s one-on-one support ensures you’re never alone in your travel planning.

One of the most helpful features of this flight alert service is the custom search requests. Got a specific destination in mind? Need to fly on certain dates? With the Premium Plan, you can submit as many custom search requests as you like, and Matt will find the best airfare that fits your travel needs.

If you want to make the most of your travel budget, this is a good way to do it.

Get a lifetime subscription to Matt’s Flights Premium Plan for just $79.97 (reg. $1,800) through September 3.

StackSocial prices subject to change.

No matter where you are in your business journey, having the right tools can make all the difference in productivity and growth. However, investing in top-tier software doesn’t have to break the bank.

With this terrific all-in-one bundle, you can get Microsoft Office 2019 Pro Plus for Windows and Microsoft Windows 11 Pro for just $45.97 (reg. $428) through September 3. This package offers everything you need to streamline your operations, boost productivity, and stay secure with the latest in AI-driven updates and security features.

Power up productivity.

Microsoft Office 2019 Pro Plus is packed with all the essential productivity tools your business needs. From creating polished documents in Word and analyzing data in Excel to designing impactful presentations in PowerPoint and managing communications with Outlook, this suite has you covered.

It’s a one-time purchase, meaning you can enjoy lifetime access without worrying about recurring subscription fees. While it might not be the latest Office version out there, it still offers the productivity support and functions millions rely on worldwide.

A modern OS with the latest updates.

Windows 11 Pro is designed to keep your business on the cutting edge with its latest security features and AI-driven updates. The OS offers enhanced protection against cyber threats, improved performance, and a sleek, user-friendly interface. It’s built to support modern work environments, whether your team is working remotely, in-office, or a hybrid of both.

The new AI assistant, Copilot, can help you streamline your work by summarizing documents, changing settings, and much more. And the latest AI enhancements can also be seen elsewhere, like in the Paint app, which makes it easy to remove backgrounds from images and other tools.

For small businesses and startups, every dollar counts. Don’t miss this dynamic bundle that has 5/5 stars online.

Order your All-in-One Microsoft Office Pro 2019 for Windows Lifetime License and Windows 11 Pro Bundle for $45.97 (reg. $428) through September 3.

StackSocial prices subject to change.

After running my own advertising and PR company for the past 22 years, I have learned that you always have to think ahead and be resourceful. Whatever worked yesterday doesn’t mean it will work today or tomorrow, especially now in our post-pandemic world.

When the cost of living crisis hit, I could see many companies in trouble. They were struggling with finding leads, filling their calendars with appointments and setting up automation in their business to save time and money. This is something that I have experience with — over two decades of experience, so I created an offer to help companies of all sizes remain afloat. But the challenge I faced was, how do I get this offer out there? So, I turned to Meta advertising — advertising on Facebook and Instagram.

Related: How to Master the Art of Digital Marketing in 2023

With many years of digital marketing and advertising experience under my belt, here are my hacks for scaling the digital marketing side of my business for just $10 a day.

1. Have an irresistible offer

You need to think about what will make people stop and want to speak with you. Put yourself in your potential customers’ shoes. If you don’t think that you would want to take up your amazing offer, then would they? Focusing on the benefits of your product or services that your customers will receive will help you craft your luring proposal.

For example, if you’re a real estate agent selling properties, don’t sell a specific home on social media with a photo of the listing, but rather target investors — offering them the opportunity to purchase a great asset without even featuring an image of the property. It’s the return on investment that you’re ultimately promoting rather than the home for sale.

Guarantees can be captivating, too, as long as you can deliver on your promise and it doesn’t sound too far-fetched. The ads that guarantee “we will ensure we provide you with 15 full paying clients within a month” are too unrealistic and actually deter potential customers. Instead, for example, you could have a 30-day satisfaction guarantee if you have a coaching course or “see results in 30 days” if you’re a personal trainer.

Related: How to Craft Irresistible Offers Your Ideal Clients Can’t Refuse

2. Create a scroll-stopping design

The best designs have the foundation of a brilliant, funny and clever headline that grabs attention. I have found that slick, professionally shot and edited videos don’t work at all. People are on social media to catch up on their friends and family’s updates — not to see a fancy video ad. Attention spans are diminishing by the minute. Don’t think for a second that your target audience will watch your 90-second video encouraging them to go to a landing page. Instead, base your design with a simple, easy-to-read font combined with a plain background that pops. When it comes to your static image design, less is more. Your headline should be the only text that makes up the graphic. This will get viewers to stop scrolling right away.

Don’t have a designer? Don’t worry. Programs like Canva make it very easy to create different designs for social media channels and even come with inbuilt size templates so you know that your artwork will be compliant. The Facebook advertising manager platform also has an AI feature that will automatically redesign your artwork for various placements, so you no longer have to design multiple versions.

3. Set your campaign objectives

Facebook and Instagram have recently overhauled their lead form ads, allowing advertisers to get leads inexpensively by using their built-in forms. After all, Meta wants its audience to stay on its channels for as long as possible, so companies that opt to use its in-built forms and keep their audience sticky are being rewarded.

Think about your objectives and structure your campaign accordingly using the platform’s options. If you’re after more sales and leads, lead forms are ideal. Another great way of increasing engagement with potential customers is with an engagement campaign that encourages people to message you directly. This is often a preferred way of communicating with people under 45 years of age.

Related: How Text Marketing Could Be Your Most Powerful Customer Engagement Too

4. Optimize the ROI on your advertising spend

When it comes to your designs, it’s important to see what works and what doesn’t without changing too many variables at once. I always suggest spending no more than $10 a day initially with your ads. By doing so, your ad creative is actually doing all the heavy lifting rather than your budget. If you have a lackluster ad or offer, testing at $100 a day could skew your results because you’re spending more than your competitors. Choosing to test at just $10 a day, you will see within a day or two the return on investment on the creative you are testing. If it’s meeting your objectives, keep going at $10 a day. If not, turn off that ad set and launch a second creative and start again.

Related: You Won’t Have a Strong Budget Until You Follow These 5 Tips

5. Slowly increase your Meta advertising budget for consistent campaign performance

Once you’re seeing results with your creative, it’s time to scale. This doesn’t always mean boosting your budget immediately. It often takes the pixel a little while to go through a learning period. Many of my clients only spend $10 a day, like myself on ads, and get several leads coming in each day. However, if you want to increase the learning phase period, then start off slowly by increasing your budget by no more than 25% every few days.

When it comes to marketing your business on a budget, it definitely is possible and thanks to platforms like Meta, you can now quickly see what’s working and what’s not. Never has there been a time in business where you can turn on or off an advertising campaign so quickly and measure results down to every dollar spent.

Technology is evolving exponentially, and businesses need help keeping up. That’s why EvonSys has dominated the “low code” market for years. Low code refers to developing apps and other tools that require little or no coding. EvonSys already creating enterprise tools for many of the world’s largest banks and governments, but it’s only the beginning.

Eventually, almost every company will need someone to create software tools suited to its needs, both internal and external. Those solutions are typically very expensive and take a lot of time. Instead of hiring a pricey team of coders, companies can use EvonSys’ software platform to assist in the development process.

For a limited time, EvonSys is taking private shareholders. And with the emergence of advanced artificial intelligence (AI) and other world-altering tech, they see a tremendous growth opportunity ahead.

Here are reasons to invest in EvonSys amid the next wave of innovation.

$3.6T low-code market opportunity.

The low-code market, valued at $3.6 trillion, represents one of the most significant growth opportunities in tech today. And it’s growing fast.

A great example of the “low code” transition can be found in website design platforms like Squarespace, Webflow, and Wix. These tools help create good-looking websites using minimal code. About 23 million websites have been built using platforms like these. If you do the math based on Wix’s monthly subscription alone ($16), 23 million websites translate to about $4 billion in revenue over the course of a year.

Of course, website-building and management platforms are often priced much higher than that. And this is just a small segment of the vast market potential in low-code software.

EvonSys targets an even deeper enterprise-level niche. Everything from in-house project management tools to customer communication is fair game. That’s why they’ve thrived on the world stage with their innovative SaaS offerings so far.

Proven traction and clientele.

EvonSys has been delivering results and proving market leadership from the start. Over the past three years, the company has doubled its revenue and established a robust client base, including more than 50 of the highest-revenue companies in the world. Notable partners include Microsoft and Salesforce.

Many of EvonSys’ business software solutions are based on Salesforce and Pega. Their platform’s AI-powered decision-making and user-friendly suite of design tools allow businesses to develop custom apps quickly. With that, they can help address specific industry needs and enhance a company’s overall efficiency.

EvonSys’ diverse clientele points to its stability and showcases its ability to cater to various industry needs with its low-code technology.

EvonSys’ pre-IPO investment opportunity.

As EvonSys continues to lead the charge in the low-code revolution, it’s now opening the doors for investors through a Regulation Crowdfunding (Reg CF) investment opportunity. This move represents a strategic step to fuel the company’s ambitious growth plans, with a target revenue goal of $100 million within five years.

The other exciting part is that EvonSys hopes for an IPO by 2026. This investment round, open to accredited and non-accredited investors, is a rare chance to be part of a market-leading technology firm before it goes public.

Investors who join EvonSys will support the company’s future growth and gain entry into a high-potential market still in its formative stages.

With EvonSys at the helm of the low-code revolution, the future of tech looks brighter than ever. See how you can be part of this transformative journey here.

Disclosure: This is a paid advertisement for EvonSys’ Regulation CF offering. Please read the offering circular at https://invest.evonsys.com/. *This roadmap is based on assumptions of technological compatibility, market acceptance, and regulatory stability. It is subject to risks including rapid technological changes, competitive pressures, and shifts in regulatory landscapes, which could alter the feasibility and timing of our plans. The plans on this roadmap are subject to change. Listing on NASDAQ is subject to approvals that cannot be guaranteed.

In the past year, our company has evolved significantly, expanding our services and integrating new internal systems. It’s been a period of retraining and adaptation.

Implementing a major change to a business used to happen once every five or ten years, but with advancements in artificial intelligence coupled with economic uncertainty and digital transformation, businesses are having to pivot and adapt much more frequently. Global spending on digital transformation is expected to hit $3.4 trillion by 2026, and 64% of organizations report needing to build new digital businesses to stay competitive in 2024 and beyond.

We often hear entrepreneurs and business leaders talk about working “on” the business rather than “in” the business but understanding your company from the bottom up has significant benefits. Today, I am the president and CEO of my company, but throughout my career, I’ve worked in every area of my field, from the warehouse to driving a truck. Here’s how it’s given me an invaluable perspective when it comes to change management.

Related: 3 Ways Change Leaders Prevent, Minimize and Manage (or Create) Resistance to Change

Seek to understand workflows before you transform

Earlier in my career, I worked for a company that hired outside consultants to revamp its operations to comply with new customs regulations. More than 75% of its employees at the time were frontline workers, and unfortunately, they weren’t consulted in the process.

When it came time to roll out the new structure, to say the implementation was messy, is an understatement. Oversights led to significant storage fees and operations issues that caused projects to fall off track and employee morale to drop. In the end, the lack of internal consultation caused the company a lot of money and pain.

When it comes to implementing any big change, it’s critical to involve the people working on the frontlines of your business. According to Beekeeper, employees on the front lines often face a disconnect with leadership, with only 23% feeling included in change-related decisions. This exclusion fuels resistance and disengagement, as 74% of employees believe leaders need to understand why people resist change to foster collaboration.

By really grasping the day-to-day responsibilities of your frontline workers and understanding how the change will impact them, you’re more likely to get buy-in and internal advocacy and make necessary adjustments to the plan.

I’ve seen too many businesses make the vital mistake of pushing down a change from top to bottom rather than consulting with their teams to get feedback on critical decisions. In these cases, it almost always leads to staff and client turnover, which has a spiraling effect on culture and morale.

Related: Rapid Business Expansion Can Be a Good Thing — But It Comes With Challenges. Here’s How to Make This Growth Sustainable.

Your frontline employees drive your bottom line

More often than not, implementing a change in a business is an attempt to improve profit margins. However, too often, company leaders fail to understand how much of their bottom line is being driven by their entry-level workers. For example, a high turnover of entry-level staff reportedly costs Amazon $8 billion annually.

To successfully implement a change, it’s crucial to have representation from every department in your organization involved in the discussions. This shouldn’t be limited to team leads and managers; it’s equally important to have representation from frontline employees involved.

Among this mix, I personally like to include vocal naysayers—the team members who are known to influence the culture and not always in a positive way. This serves two purposes: the first is that sometimes the naysayers have valuable feedback that other team members are too coy to vocalize. The second is that if you can convince a vocal naysayer that a change is positive, they often become your best internal advocate.

Double down on education and training

I remember a time when we promoted a frontline employee into a leadership role. She wasn’t a frontrunner for the position. In fact, she had started her career being vocally critical of our operations, particularly of other departments.

In the end, what won her the promotion was the leadership skills she developed through change management education and training. She embraced the training and ended up becoming a champion for the departments she once critiqued, committing to helping them improve and do things better.

When we educate and train our teams on how to embrace and adopt change, we create stronger leaders. Research shows employees who receive proper training are more likely to stay with the company, directly impacting the bottom line through reduced turnover and increased productivity.

This is true at any level. Anytime we host training at work, even if I’ve already gone through it, I try to make a point to attend. As leaders, we are often removed from the practical implications of what we ask of our teams. Attending company training can be a great reminder. It also shows your team you’re not above learning and that you’re going through the change, too.

Change is hard. But when we develop the skills to prepare and adapt for it, we can build stronger businesses with more resilient teams. To do this effectively, it’s crucial for leaders to engage with team members at all levels. The insights and perspectives gained from consulting frontline employees are often what make or break a company.