by Rick McPartlin | May 26, 2015 | 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 19, 2015 | Strategy
In the 20th Century, buyers were hungry for the basics, a home, appliances, electricity, their first car, electric tools, televisions and later computers, cell phones, tablets and the vacation home. During those 20th Century demand bubbles, the buyers were in a...
by Rick McPartlin | May 12, 2015 | 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 | Apr 21, 2015 | 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 | Apr 8, 2015 | 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 | Mar 24, 2015 | Strategy
Somehow the world thinks if you have a “better mousetrap,” you will have a successful business. If we think any deeper, we know that someone has to build the product, someone has to sell the product, and someone has to ship the product and so on. If the...
by Rick McPartlin | Mar 10, 2015 | Strategy
To make money find those market segments and niches growing faster than the overall market! WRONG! A popular and well intentioned publication said “In today’s slow growth world, B2B companies need to be looking for those market segments and niches that are growing...
by Rick McPartlin | Feb 24, 2015 | Strategy
When will people learn? You can’t sell a product or service until it is converted to an offer! First, let’s give offers a context and then dive into the details of the relationship to a product or service. We are talking about high value B2B offers. Those B2C...
by Rick McPartlin | Feb 5, 2015 | Structure
Just like we are responsible for “health” “I’m an engineer I don’t sell.” “Marketing is all fluff – when I design new products it is about solid engineering and advanced technology. Those in sales carry the ball for the...
by Rick McPartlin | Dec 29, 2014 | Strategy
Only if you want your sales process to make you a lot of money! Almost no one does a good Joint SOW! The truth is ALMOST NO ONE does a Joint SOW! A joint SOW in sales is no different than a house plan for a builder and homebuyer. Someone who is going to have a home...
