by Rick McPartlin | Aug 26, 2016 | Revenue Growth, Sales, Strategy
What is the essence of a strategy? Is it: Product centered? Based on investment leverage? People centered with right people on the bus? Innovation centered? Market domination? An important WHY or Worthy Intention? Understanding your customer and building a...
by Rick McPartlin | Aug 24, 2016 | Culture, Directional Unification / Alignment, Sales, Structure
The customer cares that is who! Almost all companies and certainly the largest think about their business model and how they engage with their customers from the Headquarters out to the market. The market on the other hand thinks about a seller’s business model...
by Rick McPartlin | Aug 22, 2016 | Revenue Growth, Strategy
We feel pretty good so another year (actually the 4th year) goes buy 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 we...
by Rick McPartlin | Aug 19, 2016 | Culture, Revenue Growth, Sales
This is a question from a famous company’s post and it could have just as easily been “do CEOs need salespeople?” The important thing about this question is the way it is posed. It is presented as if there is a YES or NO answer and that may not be true. The next time...
by Rick McPartlin | Aug 17, 2016 | Culture, Sales
You have to know when to practice, who to practice on and what is the best outcome for the client (patient) Often individuals and organizations are structured around activity. More sales calls, proposals, meetings, cold calls, networking, and emails. All of this is...
by Rick McPartlin | Aug 15, 2016 | Bellcurve, Directional Unification / Alignment, Sales
Often the conversation between a sales person and the customer is one of concurrence. The sales person is concurring with customer requests like engagement process, timeframes, roles, and of course price. Another sales person seems to be in conflict with the customer...
by Rick McPartlin | Aug 12, 2016 | Revenue Growth, Sales
When leaders think about how to apply Revenue Science™ to their organization, they freeze. Revenue Science™ is “organization wide” since in most organizations there is NO human who does not have a role in creating MORE profitable revenue, which makes Revenue Science™...
by Rick McPartlin | Aug 10, 2016 | Revenue Growth, Strategy
I love to play Black Jack. Once I spend 9 months on a client project that required me to live in a Casino (poor me) where I got to play Black Jack every day. I kept track of my Black Jack investment over the 9 months and observed the traits of other gamblers. The...
by Rick McPartlin | May 31, 2016 | Revenue Growth
In the 21st Century, “Revenue Science™” is a must have just like Quality, Lean and Six Sigma were 20th Century must haves for intentionally-successful leaders. “Revenue Science™” brings new roles, new rules and new tools that must be applied by every organization that...
by Rick McPartlin | May 24, 2016 | Strategy
Train our people on our message. What do we do to be better than our competitors? Based on the focus group feedback, what else do customers want from us? How does our pricing compare to the competitors? We need to increase wallet share by up-selling those products our...
