by Rick McPartlin | Nov 22, 2016 | 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. Almost everyone’s long-term dream is different from today. So how do you stabilize today and move to tomorrow’s...
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 | Oct 27, 2016 | Directional Unification / Alignment, Sales, Strategy
Method 1: First we will set next year’s budget for the company and each department. Then we will have each department spend the next day planning how they will allocate the budget for their team and bring back any issues we must adjust. Based on the applied budget we...
by Rick McPartlin | Oct 17, 2016 | Bellcurve, Directional Unification / Alignment, Revenue Growth, 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. “Faced with economic headwinds, many global corporations are struggling to grow their businesses...
by Rick McPartlin | Oct 12, 2016 | FAQ's, Marketing, Strategy
There are two general conditions that define a business. A business either brings a low price or a high value. The low price model can survive and thrive over the long-term if they can scale to a level where the volume creates a competitive advantage at a profitable...
by Rick McPartlin | Oct 10, 2016 | Revenue Growth, Sales, Strategy
Who doesn’t want “more profitable sales”? As the world gets more complex, as buyers and sellers find the speed of everything accelerating and the information available so immense that sorting through it is a task in itself, “more profitable sales” becomes a challenge...
by Rick McPartlin | Oct 7, 2016 | Cost of Chaos, Revenue Growth, Strategy
The world is a crazy place. The biggest client threatens to leave, the best sales person is interviewing elsewhere, the weather closed the factory for 3 days and the bank is demanding we have an audit to renew the LOC. There is so much going on that is urgent that...
by Rick McPartlin | Oct 3, 2016 | 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. Chase leads and get “stuck in the mud” — or get “traction” to close deals. Too many salespeople work too...
by Rick McPartlin | Sep 30, 2016 | Bellcurve, Strategy, Structure
When something is new and cool lots want to climb on board and say LOOK “me too.” CRO is one of those terms that has caught on. Some excellent companies like Twitter, Marketo, University Health System, Policy Works and Gravity4 have CROs along with thousands...
