by Rick McPartlin | Jan 10, 2014 | Revenue Growth
Forecasting, finding qualified leads, long sales cycles, too many “no decisions,” and lost deals make CEO’s crazy. We have written about Revenue Strategies, True North, Ideal Buyers, and the willingness to say NO before. These are the fundamentals to an Ideal Buyer in...
by Rick McPartlin | Dec 27, 2013 | Strategy
You have a great product, and you know that because everyone tells you so. You hire a salesperson and they are excited to carry your product to the “world.” Early feedback from the “world” says they like your product, and the local newspaper says so, too. Your launch...
by Rick McPartlin | Dec 13, 2013 | Strategy
Lots has been written about Good to Great. Yet, shortly after the book, some of the celebrated companies weren’t so Great. There is only one thing that will make a company Great, or even a Survivor, and that is to Continually Produce More Profitable Revenue. Research...
by Rick McPartlin | Nov 29, 2013 | Strategy
Every week of my life someone in a workshop, a discussion group, or a consulting engagement presents a question that sounds like this: What would you do in this case? Then, they tell me about “this case.” Examples of “this case” might look like: We have been pursuing...
by Rick McPartlin | Nov 15, 2013 | Strategy
What is all this dialogue about “niches” and who should really care? Why should your next business plan focus on finding and developing a niche? Seldom do two people from the same discipline (sales, marketing, research, etc.) define niches the same way or agree to the...
by Rick McPartlin | Oct 25, 2013 | Revenue Growth
The answer is: YOU DON’T! Three words from this question define the reasons businesses can never “Launch new products into the market.” These three words – new, products, and market – get companies in trouble when it comes to launching. New: Not existing...
by Rick McPartlin | Oct 11, 2013 | Strategy
Everyone is a Stage 1 company…well, almost everyone! About 5 to 10% are not Stage 1 companies, so what is the big deal if you are in the same boat as almost everyone else? A 3-year project sounds like a lot of work. You have been successful in the past, so why change...
by Rick McPartlin | Sep 27, 2013 | Strategy
Who is going to HATE this answer? Not everyone has an opinion on this question since most people don’t know what the science of “Revenue Generation” is or if it differs from marketing. The CMO (chief marketing officer) starting in the twentieth century was the senior...
by Rick McPartlin | Sep 13, 2013 | Structure
Make sure to check this one out – a quick test of searching lead qualification and “cold calling” using the good ol’ Google Review: Go to Google and type in “cold calling” and the result is about 25,600,000 results (0.24 seconds). Go to Google...
by Rick McPartlin | Aug 12, 2013 | Revenue Growth
Your heart soars when the customer says “you have won the business!” Seconds later your stomach knots up when you hear “Now let’s talk Price!” How often does this happen? Even when you do everything right (or thought you did), this “Now let’s talk Price” comes up when...
