by Rick McPartlin | Mar 13, 2017 | Culture, Marketing, Sales
Myths are “partially true evidence” and for the last 100 years the myth was that buyers/customers got their value from products. Certainly, we can see where the myth started. Imagine my car runs out of gas I will get value from the product (gas). Right? If the gas...
by Susan Foley | Mar 6, 2017 | Culture, Directional Unification / Alignment, Entrepreneurship, Guest post, Strategy
Our guest author today is Susan Foley, Managing Partner, Corporate Entrepreneurs LLC Revenue Science™ requires us to look at our customers, our offers and our business processes with fresh eyes and to see the opportunities to add more value from a customer...
by Susan Foley | Feb 10, 2017 | Culture, Directional Unification / Alignment, Entrepreneurship, Guest post
Our guest author today is Susan Foley, Managing Partner, Corporate Entrepreneurs LLC As the dynamics of work are changing so are the aspirations of millions of professionals around the world. It is no longer just about making tons of money or climbing the...
by Rick McPartlin | Oct 25, 2016 | Culture, Directional Unification / Alignment, Revenue Growth
Buyers know that every company on the planet wants their money. The way companies get the buyers money is by making money “FROM” the buyer or “WITH” the buyer. There are some buyers who look forward to competing with the seller to see who pummels who. There are some...
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 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 Jane Adamson | May 20, 2011 | Culture, Guest post
A note from Rick McPartlin This post is the first of many guest posts we’ll begin publishing for the CEO Challenge. As we announced yesterday, Jane has launched Sherpa Advisory and will focus on guiding companies with 25-500 employees to achieve excellence in...
by Jane Adamson | Jan 4, 2011 | Culture
Happy New Year, Challenge readers! We hope you’ve enjoyed a wonderful holiday season and that your team is invigorated to achieve the company goals you’ve set for 2011. (Not finished with the planning process? Check out this article.) It’s easy to be confident that...
by Rick McPartlin | Apr 6, 2010 | Culture, Directional Unification / Alignment, Marketing, Revenue Growth, Sales, Strategy, Structure
It seems like only yesterday that we were throwing around ideas for what would become the CEO Challenge. It’s been a year now, and we’re so pleased with the feedback we’ve received from clients, colleagues and collaborators. Seems we’ve struck a few chords, and that’s...
