by Rick McPartlin | Apr 7, 2017 | Marketing, Strategy
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 | Mar 24, 2017 | Culture, Marketing, Sales, Strategy
There is only ONE thing that assures a business will survive long enough to thrive over the decades. That ONE thing is to continuously produce more profitable revenue. Once an organization stops producing more profitable revenue, it becomes insignificant and then...
by Rick McPartlin | Mar 17, 2017 | Culture, Marketing, Sales, Strategy
The answer is – you don’t! Or you don’t unless what you sell is a pure commodity and you are trying to prove that even though your price is higher than a competitor your total cost of ownership is lower. In that case you want to do an ROI spread sheet, however in over...
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 | Mar 3, 2017 | Marketing, Revenue Growth, Sales, Strategy
Overheard at the water cooler. Which sales close is your favorite? How do I manage a sales funnel? Sales if the biggest part of our HR budget. I don’t like sales people. One job I will never have is selling. We need to hire a new sales person. Those telephone sale...
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 24, 2017 | Entrepreneurship, FAQ's, Sales, Strategy
Reason one – you are no longer only you. The first morning when you realize all those people who showed up and brought presents where there for a reason and that reason is you are now a team in every possible way. You are no longer an individual performer who can...
by Rick McPartlin | Feb 17, 2017 | Classics, Strategy
Every now and then we look back at our articles and see some that we consider CLASSICS. They were relevant then and are relevant now. This is one of them. From time to time, we all have to figure out how to, or even if to, approach a special target client or a...
by Rick McPartlin | Feb 15, 2017 | Entrepreneurship, FAQ's, Sales, Strategy
We have limited dollars to invest in launching our new product and business, which do I hire first a great sales guy or an ad agency? First ask a different question. Ask if what you are selling is truly new or is it same as but different from the markets point...
by Rick McPartlin | Jan 25, 2017 | Cost of Chaos, Revenue Growth, Sales, Strategy
10,000 CEOs later and not one knows what their “Cost per Sales Hour” is. The same CEO’s know the cost of producing a product to the thousands place, the cost of capital to a 1/16th of a percent and exactly what they pay their attorney per hour. The single...
