by Rick McPartlin | Sep 28, 2016 | Sales, Strategy
Why do those ideal suspects keep putting off the decision or flat out say no? This post http://tinyurl.com/go5gtrm while focused on customers of startups is true for ALL potential customers. The slam dunk customer already understands what you are selling and that if...
by Rick McPartlin | Sep 26, 2016 | Strategy
Simon Sinek told us about the power of WHY, HOW, WHAT communication and like everything else we all have a preference for one of those over the other. Often there are leaders with powerful WHYs that get investment capital, great early staff and early adaptor customers...
by Rick McPartlin | Sep 23, 2016 | Revenue Growth, Strategy
Knowledge is power and it can command obedience. A man of knowledge during his lifetime can make people obey and follow him and he is praised and venerated after his death. Remember that knowledge is a ruler and wealth is its subject. — Imam Ali, Nahj Al-Balagha,...
by Rick McPartlin | Sep 19, 2016 | Revenue Growth, Strategy
Until someone told us don’t believe: If You Shave Your Hair, It Returns Thicker And Faster The Great Wall of China Is The Only Man-Made Structure Visible From Space Thomas Edison Invented The Lightbulb Humans Only Use 10% Of Their Brains Men Think About Sex Every...
by Rick McPartlin | Sep 14, 2016 | Strategy
Some things really are simple and some things that are simple are easy. “Revenue Science™” and the BellCurve tool tells us that not all customers are the same and not all potential customers are potential customers for you. The market has customers who live their life...
by Rick McPartlin | Sep 12, 2016 | Sales, Strategy
Look out the window and what do you see: McDonalds Doctors office Grocery Store Gas Station Law Office Golf Course Half of those are about consuming (McDonalds, Grocery Store and Gas Station). The other half about achievement (health, legal advice and a recreation...
by Rick McPartlin | Sep 7, 2016 | Sales, Strategy
Every year there is that time when we are conflicted on focus. There is a belief that as we approach Q4 all we have to do is push, try harder, focus or get smarter to finish strong and save the year. The question that creates conflict is do we do a Revenue Strategy...
by Rick McPartlin | Sep 5, 2016 | Revenue Growth, Strategy
CROs and farmers have a lot more in common than the CRO might think. For much of the 20th Century those responsible for “Revenue Generation” believed they controlled the market demand with new products, PR, Advertising, power sales teams and selling...
by Rick McPartlin | Sep 2, 2016 | Revenue Growth, Strategy
The doctor is in and so are you. After you sign in, confirm contact information and payment terms the MD wants specific diagnostic information to compare to the last time and to interpret what you have to say about your health. That diagnostic information might be...
by Rick McPartlin | Aug 26, 2016 | Revenue Growth, Sales, Strategy
What is the essence of a strategy? Is it: Product centered? Based on investment leverage? People centered with right people on the bus? Innovation centered? Market domination? An important WHY or Worthy Intention? Understanding your customer and building a...
