by Rick McPartlin | May 26, 2017 | Directional Unification / Alignment, Revenue Growth, Sales, Strategy
After decades selling everything from cookware to software that fully installed is 3/4s of a billion dollars, I am sure the answer is a smaller percent than you think. In the market, today lead is $.80 per pound and the gold price is $18,592.00. So, the question is...
by Rick McPartlin | Mar 10, 2017 | Cost of Chaos, Directional Unification / Alignment, Revenue Growth, Sales
In the 21st Century a company’s greatest risk and opportunity come from the complexity that is “Revenue Generation”. That complexity is multiplied by the extreme and rapid change impacting the market, the economy, the technology, the generations of buyers...
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 Rick McPartlin | Feb 27, 2017 | Directional Unification / Alignment, Revenue Growth, Sales, Strategy
Doctors and Chief Revenue Officers (CRO) have a lot in common. These BIG 3 things in common determine if the patient or the company get better or expire. Big 1 – They can’t do it all by themselves, both doctors and CROs depend on science and their team. ...
by Rick McPartlin | Feb 22, 2017 | Cost of Chaos, Directional Unification / Alignment, Entrepreneurship, Sales, Structure
Applying “Revenue Science” doesn’t require software, hardware, large consulting projects or complex digital programs with processes only a few understand. “Revenue Science” is a team sport based on an aligned game plan with metrics and a commitment to continuous...
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 | Jan 9, 2017 | Directional Unification / Alignment, Sales, Strategy
There is only one thing to deliver to buyer – value! There is an interesting change that occurs in a person when they move from the buying role to the selling role and back. As buyers, we are all about value. We want help to get the greatest value. We want to trust...
by Rick McPartlin | Nov 18, 2016 | Directional Unification / Alignment, Sales, Strategy
Customers don’t care if your product has more features than your competitors. Customers don’t care if your CEO or your competitor’s CEO has the better office or Headquarters. Customers don’t care who has the most employees or the most awards. The price of your...
by Rick McPartlin | Nov 11, 2016 | Directional Unification / Alignment, Sales, Strategy
This answer depends on the person asking. Is the person asking the question: A competitor An investor The CEO of a company The banker loaning money to a company The VP of Sales for a company A prospective new marketing hire A current customer A prospective customer A...
by Rick McPartlin | Nov 3, 2016 | Directional Unification / Alignment, Sales
First they design to solve a problem. Engineers don’t do things because it feels right or that is how someone did it in the past or they have a cool product to sell. They start with the problem to be solved as defined by the customer. They ask lots of questions,...
