Fractional Sales Leader for SMBs: Dustin Marchand

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🔦 Professional Spotlight: Dustin Marchand, Fractional VP of Sales & Fractional Sales Leader for SMBs

Professional Themes: Strategic revenue growth · Building high‑performing sales teams · SMB-focused sales infrastructure · Multi‑state operations & commercial distribution · Fractional leadership model · Sales process optimization · Results‑driven execution · Authentic & servant leadership

 Learn More About Dustin     Schedule Time With Dustin

Digital Reference’s Summary of Why Dustin Stands Out

Dustin stands out because his career blends deep operational, distribution, and sales leadership experience with a proven track record of helping small and midsize businesses scale sustainably. Unlike sales leaders focused narrowly on quotas, Dustin understands the full ecosystem: product and service delivery, operational complexity, team dynamics, and market expansion. His fractional leadership model offers SMBs access to enterprise-grade sales leadership without the full-time overhead—allowing them to build structure, confidence, and momentum at pivotal growth stages. He brings clarity, execution, and integrity—qualities that are critical when growing a business from the inside out.

💬 The Power of Fractional Sales Leadership: A Conversation with Dustin Marchand

Talking with Dustin, it’s clear that “sales leadership” isn’t just hitting quotas — it’s about aligning strategy, people, and process to build a durable engine for growth. With experience leading multi-million dollar operations across energy, staffing, logistics, and industrial services, Dustin now partners with SMBs as a fractional sales executive—helping founders and business owners move beyond hustle and into scalable, repeatable sales systems.

We sat down with Dustin to understand what drives his work, why listening and clarity matter more than ever for small business owners, and how he builds the sales infrastructure that helps SMBs evolve from reactive to revenue-resilient.

🧭 Dustin, How would you brand yourself?

I am a Fractional CSO, Sales Consultant, Sales Leader, Author, and Speaker. I help high‑impact SMBs in supply chain, energy, transportation, and staffing build revenue, teams, and leadership infrastructure.

🧠 What is your client engagement strategy and approach?

My approach centers on listening, clarity, and execution. I begin by understanding each client’s business—including market dynamics, operational realities, and growth goals. Then I design a tailored strategy: building a scalable sales plan, structuring the team, optimizing process, and driving accountability. I don’t just advise—I embed, lead, and implement to deliver measurable results, especially for resource-conscious businesses ready to level up.

Digital Reference’s Summary of Dustin’s Approach

Dustin takes a hands-on, embedded leadership role with every client. He listens deeply to the realities of SMB operations—limited bandwidth, growing pains, and ambitious visions—and builds practical systems that grow with the business. Whether the need is a first sales hire, process revamp, or a go-to-market overhaul, Dustin brings structure, performance clarity, and executive-level discipline to teams that want revenue without chaos.

🎯 What types of clients are the best fit to work with you, Dustin?

I enjoy working with growing small and mid-sized businesses looking to build or mature their sales function. A few other specific types of companies I can really help with are:

• Founder-led companies with inconsistent or plateaued revenue
  
  
• SMBs in Energy / Fuel / Bulk Distribution
  
  
• Industrial & Equipment Rental Firms
  
  
• Skilled Trades & Recruiting Firms
  
  
• Logistics & Transportation Operators
  
  
• B2B businesses with complex or technical sales models
  
  
• Leadership teams preparing for investment, scale, or succession
  
  

🔍 Which industries do you have the most experience in?

• Fuel & Energy (e.g., wholesale supply, remote markets)
  
  
• Industrial / Construction Materials / Equipment Rental
  
  
• Staffing & Skilled Trades Recruitment
  
  
• Transportation & Logistics
  
  
• Midstream & Supply Chain Services
  
  
• SMBs navigating multi-location or multi-market sales complexity
  
  

💼 What are your specialties or “professional superpowers”?

• Sales Leadership at executive and fractional levels
  
  
• Building and scaling high‑performance teams from scratch
  
  
• Creating sales processes for growth-stage SMBs
  
  
• Designing GTM strategies that align with operational capacity
  
  
• Driving top-line growth while maintaining margin control
  
  
• Bridging vision and execution across small teams and founder-led orgs
  
  

⚡ What values drive your work?

My values are built around integrity, servant leadership, and genuine relationships. I take ownership, lean into challenges with grit, and uphold high standards in every engagement. I lead with empathy, think strategically, and stay grounded in purpose. Most importantly, I measure my success by the confidence and clarity I help instill in business owners and their teams.

⚡ What motivates you professionally?

Helping small businesses learn from both my wins and my missteps. I’ve been in the trenches of fast growth and tough turnarounds. Now I use that experience to empower small and mid-sized teams to succeed with structure and strategy—not just hustle.

🧬 Dustin’s Personality & Strengths

While I don’t recall my Myers‑Briggs or DISC type, my leadership style is best described as strategic, grounded, and growth-minded. I thrive in complex environments, love building up people, and bring a bias toward execution without overcomplicating things.

📚 Dustin Marchand’s Notable Accomplishments:

• Scaled a division from $0 to $100M in revenue in under three years at a national staffing firm—built team, tech, and process
  
  
• Built a midstream logistics company from scratch—$8M in revenue year one, $12M in year two
  
  
• Increased industrial unit revenue from $3M to $4.25M without adding headcount—grew NOI by 10%
  
  
• Led multi-state sales and distribution operations across 200+ remote Alaska communities
  
  
• Co-developed a recruiting platform that modernized skilled-trade hiring
  
  
• Published author and keynote speaker on resilience, sales strategy, and organizational leadership
  
  

📌 Get in Touch:

Connect with Dustin Marchand here.

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