by Rick McPartlin | Sep 15, 2017 | Strategy
You have done it all right… You posted content, brought the suspect to two webinars, tracked them reading your blog, hosted them at a trade show where you engaged them and they asked for a proposal. Your proposal was letter perfect. You checked every box, you...
by Rick McPartlin | Sep 8, 2017 | Cost of Chaos, Revenue Principles
Who is in a hurry? Who wants to get more done today then yesterday? Who wants a fast answer and if they don’t get one, will wait until later (hoping later never comes), and who do we know, that is in such a hurry they take short cuts, and hope for the best? We all...
by Rick McPartlin | Sep 1, 2017 | Alignment, Cost of Chaos, Strategy
Three Examples of Ignoring the Science How about you? Do you like gravity and friction? As I get older, gravity does nothing to improve my t-shirt or my belt size. Friction is not in my top five laws of physics. The combination of friction and gravity cost me...
by Rick McPartlin | Aug 25, 2017 | Revenue Growth, Strategy
CEOs and sales people keep saying “we know how to make a lot of money.” Don’t bother us with strategy, brand, culture, process, business plans or any of those soft things you learn at university or consultants want to bring you. These CEOs and sales people want...
by Rick McPartlin | Aug 18, 2017 | Alignment, Execution, Strategy, Structure
Those in the business world face fast changes that are constantly transitioning parts of business that once were under control into surprising, random and chaotic threats. Great leaders identify what they can control and execute perfectly to be prepared for everything...
by Rick McPartlin | Aug 11, 2017 | Strategy
For decades engineers and scientists have physically reacted to having to “sell” – what could be less noble? Engineering and Science are “TRUE” professions with rules, disciplines, common language, integrity and a commitment to a higher purpose than selling one more...
by Rick McPartlin | Aug 4, 2017 | Alignment, CRO, Revenue Growth, Strategy, Structure
Successful businesses apply CRO Thinking, whether they know it or not – Answer five Revenue Strategy questions to know it. History is full of people who were in the right place at the right time and did something about it – they became successful and maybe...
by Rick McPartlin | Jul 28, 2017 | Alignment, Revenue Growth, Strategy, Structure
Incubators, accelerators, innovation centers and launch platforms, are all names for trying to take a dream from head and heart to the bank. If we ask 20 leaders what will determine success, we may get 100 different answers. For years the answer was “have a great...
by Glenn Gramling | Jul 26, 2017 | Guest post, Marketing, Revenue Growth, Sales
We welcome Glenn Gramling, vice president of Outcome Chains, Inc., a SaaS solution designed to facilitate better outcome-based collaboration between buyers and sellers.This article recently appeared on the Technology Services Industry Association Blog and seemed to...
by Rick McPartlin | Jul 21, 2017 | Alignment, Revenue Growth, Strategy, Structure
When the world finds a good word they over use that word until it has no meaning and it puts the listener to sleep or on the defensive. Value is one of those words. Sales, marketing and advertising push “value” at us all the time and like any good myth (* the...
