by Rick McPartlin | Jul 14, 2015 | Strategy
Research says there is only one thing that assures business survival and success. That one thing is growing more profitable revenue. Long-term winners use a deployable Revenue Strategy to drive operations metrics, investments and tactics – not the other way around....
by Rick McPartlin | Jun 30, 2015 | Strategy
Maybe you don’t know the story of the Donner Party and the tragedy that resulted, but there are lessons in their story for all and specifically for those of us entrepreneurs who want to become successful ASAP. The story of the Donner Party is the story of an...
by Rick McPartlin | May 19, 2015 | Strategy
In the 20th Century, buyers were hungry for the basics, a home, appliances, electricity, their first car, electric tools, televisions and later computers, cell phones, tablets and the vacation home. During those 20th Century demand bubbles, the buyers were in a...
by Rick McPartlin | Mar 24, 2015 | Strategy
Somehow the world thinks if you have a “better mousetrap,” you will have a successful business. If we think any deeper, we know that someone has to build the product, someone has to sell the product, and someone has to ship the product and so on. If the...
by Rick McPartlin | Mar 10, 2015 | Strategy
To make money find those market segments and niches growing faster than the overall market! WRONG! A popular and well intentioned publication said “In today’s slow growth world, B2B companies need to be looking for those market segments and niches that are growing...
by Rick McPartlin | Feb 24, 2015 | Strategy
When will people learn? You can’t sell a product or service until it is converted to an offer! First, let’s give offers a context and then dive into the details of the relationship to a product or service. We are talking about high value B2B offers. Those B2C...
by Rick McPartlin | Dec 29, 2014 | Strategy
Only if you want your sales process to make you a lot of money! Almost no one does a good Joint SOW! The truth is ALMOST NO ONE does a Joint SOW! A joint SOW in sales is no different than a house plan for a builder and homebuyer. Someone who is going to have a home...
by Rick McPartlin | Nov 26, 2014 | Strategy
You will successfully sell to prospective buyers when: 1) you proactively compel them to invest in the buying process or 2) buyers opt in as a result of searching for something where you show up, and then decide to invest resources in working with you. All those other...
by Rick McPartlin | Nov 19, 2014 | Strategy
From time to time, we all have to figure out how to, or even if to, approach a special target client or a bluebird deal. Every special target or opportunity has a real cost associated with it, as well as the revenue. We all know about the costs of an airplane trip,...
by Rick McPartlin | Oct 29, 2014 | Strategy
My clients teach me a lot of lessons. The best lessons come from when they keep asking me a question that I don’t understand. It’s not that I don’t understand the question, but rather, that I don’t understand why they are asking it because, to me, the answer is SO...
