by Rick McPartlin | Apr 20, 2018 | Marketing, Sales
One of my clients got an email from Google about helping his manufacturing business use all the search and data tools in Google’s platform to help him scale and there was NO cost. The client was already doing a good job with digital, social, and was in the middle of...
by Rick McPartlin | Apr 13, 2018 | Revenue Growth, Revenue Science, Strategy
“If I had only one hour to save the world, I would spend fifty-five minutes defining the problem, and only five minutes finding the solution”. Albert Einstein If Einstein is right the sequence is to understand, diagnose, and then act. Yet for sales and marketing in...
by Rick McPartlin | Apr 6, 2018 | Guest post, Revenue Growth, Sales
“Sales is all that matters” and then “digital and social is all that matters.” Both statements were extreme based on current siloed views of “Revenue Generation” without much reflection on Revenue Science™. The goal of this post is to slow down the...
by Rick McPartlin | Mar 30, 2018 | Revenue Growth, Strategy
If you have sales people or are a salesperson, handling objections is a concept and skill set you are very familiar with. For decades there have been classes, books, seminars, and coaches who help us get past a prospect’s objections and on to that final close...
by Rick McPartlin | Mar 23, 2018 | Classics, Revenue Growth, Strategy
We feel pretty good so another year (actually the fourth year) goes by with no annual physical and then we say we are unlucky when we learn what we could have prevented a serious illness. We go to an investment firm give them our money and celebrate how smart...
by Rick McPartlin | Mar 16, 2018 | Directional Unification / Alignment, Revenue Growth, Revenue Science, Strategy, Structure
One Company’s Story of Dropping Great Work into a RoadMap With a Surprise Outcome We had a dinner party with a group from work. Everyone there kept talking about how hard they work, how confident they are that their work is excellent, yet the results don’t show...
by Rick McPartlin | Mar 2, 2018 | Revenue Science, Sales
All myths are built from partially true evidence. There is a blog by Seleste Lunsford with CSO Insights which is well done and important, but like many like it contains a lot of myth. This myth is propagated by CEB and hundreds of writers, field practitioners and...
by Rick McPartlin | Feb 23, 2018 | Classics, CRO, Directional Unification / Alignment, Revenue Growth, Strategy
Decisions about who you hire, your partners, and those who advise you have become more important and more complex every day. Just hiring someone good, or a famous consulting firm or partnering with a big-name company, not only isn’t enough, but it can put your...
by Rick McPartlin | Feb 16, 2018 | Revenue Growth, Strategy
Three Unusual Things to Survive and Thrive 1) Exclude Budgets from your strategic planning. Both are internally focused. Budgets focus thinking on limiting, restricting, cutting, staying within bounds, when all thinking should be about “growth” of sales, profits,...
by Rick McPartlin | Feb 9, 2018 | Cost of Chaos, CRO, Revenue Growth, Revenue Science
In this high speed, technology-driven and rapidly changing world if you are not applying Revenue Science™ through CRO (Chief Revenue Officer) Thinking and Deployment you are severely handicapped. The market, investors, staff and most of all customers want to work with...
