by Rick McPartlin | Sep 21, 2016 | FAQ's, Sales
FAQs that drive growth in sales and profitable revenue Why do I have to have an answer “what is the problem you solve for you customer that NO ONE else solves? Every company gets to tell the world one of two stories. The first story is you can tell me WHAT you do and...
by Rick McPartlin | Sep 19, 2016 | Revenue Growth, Strategy
Until someone told us don’t believe: If You Shave Your Hair, It Returns Thicker And Faster The Great Wall of China Is The Only Man-Made Structure Visible From Space Thomas Edison Invented The Lightbulb Humans Only Use 10% Of Their Brains Men Think About Sex Every...
by Rick McPartlin | Sep 14, 2016 | Strategy
Some things really are simple and some things that are simple are easy. “Revenue Science™” and the BellCurve tool tells us that not all customers are the same and not all potential customers are potential customers for you. The market has customers who live their life...
by Rick McPartlin | Sep 12, 2016 | Sales, Strategy
Look out the window and what do you see: McDonalds Doctors office Grocery Store Gas Station Law Office Golf Course Half of those are about consuming (McDonalds, Grocery Store and Gas Station). The other half about achievement (health, legal advice and a recreation...
by Rick McPartlin | Sep 9, 2016 | Revenue Growth, Sales
Over 20 years ago I was a young consultant working for one of the coolest and hottest technology companies in the world. In a few short years, they got over $14B and were on a roll. Not only did I get to have this account as my client (for over 5 years) but we worked...
by Rick McPartlin | Sep 7, 2016 | Sales, Strategy
Every year there is that time when we are conflicted on focus. There is a belief that as we approach Q4 all we have to do is push, try harder, focus or get smarter to finish strong and save the year. The question that creates conflict is do we do a Revenue Strategy...
by Rick McPartlin | Sep 5, 2016 | Revenue Growth, Strategy
CROs and farmers have a lot more in common than the CRO might think. For much of the 20th Century those responsible for “Revenue Generation” believed they controlled the market demand with new products, PR, Advertising, power sales teams and selling...
by Rick McPartlin | Sep 2, 2016 | Revenue Growth, Strategy
The doctor is in and so are you. After you sign in, confirm contact information and payment terms the MD wants specific diagnostic information to compare to the last time and to interpret what you have to say about your health. That diagnostic information might be...
by Rick McPartlin | Aug 31, 2016 | Revenue Growth, Structure
“Revenue Science™” and Medical Science have a lot in common. The difference is the patient. For Medical Science it is a person who could be: Young Old Middle Aged Healthy Sick Just Born Dying injured A Professional Athlete Well informed medically No Medical Science...
by Rick McPartlin | Aug 29, 2016 | Directional Unification / Alignment
Marketing is sure their message is true and compelling. Sales is sure they can spin marketing’s hype so the customer will still be interested. And the buyer manages communication to keep sales at arm’s length and be safe from sales babble. Sometimes it feels like...
