by Rick McPartlin | Sep 27, 2012 | Strategy
Chase leads and get “stuck in the mud” — or get “traction” to close deals. Too many salespeople work too hard trying to pull their feet out of deep, heavy, sticky mud all day long while carrying the revenue load for the company on their back. Remember, leads are...
by Rick McPartlin | Sep 13, 2012 | Strategy
Sometime this year it will be 40 years since I started my first business – a tax accounting franchise for small business. After that, there was the grocery business, the computer store, the software company and then a consulting practice for over 20 years. ...
by Rick McPartlin | Aug 8, 2012 | Strategy
Get paid for the value you deliver or you will disappear! I have this conversation at least a thousand times a year, and in all but a handful of cases, making this happen is a new conversation that CEOs have to learn how to execute. The SME (small and medium...
by Rick McPartlin | Jul 24, 2012 | Strategy
I asked the wrong question, why aren’t you giving me the right answer? If I answer the question you asked, we will never get the right result! The Revenue Rat Hole series addresses one of the biggest “Revenue Generation” issues – we don’t understand each...
by Rick McPartlin | Jul 3, 2012 | Strategy
What You Need to Know is How to Delight Your Customers When is good advice bad? It is bad when it does not fit or does not help. We hear how important it is to know your competitors. You need to know how they work, what they do, their pricing, advertising and...
by Rick McPartlin | Jun 5, 2012 | Strategy
When it comes to revenue, why does my team have so much trouble hearing what I am trying to say? CEOs, CFOs, CIOs, COOs, Attorneys, Marketing, Customer Service, Product Development, Engineers, Accountants, HR, Union Leaders, Customers, Clients, Vendors, Partners,...
by Rick McPartlin | May 22, 2012 | Strategy
1963 was the first year I was a tax paying sales person, and I have enjoyed that distinction for soon to be 50 years. I have sold for and consulted to companies headquartered in a basement and as immense as Siemens and Johnson & Johnson. In almost all of those...
by Rick McPartlin | Apr 23, 2012 | Strategy
Does $525,000.00 per month seem high for 8 hours of selling per day? Who knows what their attorney costs per hour — or their accountant, or plumber, or their receptionist? Almost everyone knows what these services cost per hour. How about products? Does anyone know...
by Rick McPartlin | Mar 7, 2012 | Strategy
You need to say more NO so you can create more profits. A strong brand promise (or what your company stands for) makes it clear what to say NO to – saying YES to everything means you stand for nothing, with high costs. You just presented your prospect with a proposal....
by Rick McPartlin | Jan 23, 2012 | Strategy
This post was first developed for the CEO membership of VistageConnect.com, Vistage International revolutionary new online community built for the express purpose of developing executives using virtual peer advisory sessions. TV’s hottest show is Mad Men. “Viewers see...
