by Rick McPartlin | Apr 13, 2018 | Revenue Growth, Revenue Science, Strategy
“If I had only one hour to save the world, I would spend fifty-five minutes defining the problem, and only five minutes finding the solution”. Albert Einstein If Einstein is right the sequence is to understand, diagnose, and then act. Yet for sales and marketing in...
by Rick McPartlin | Mar 30, 2018 | Revenue Growth, Strategy
If you have sales people or are a salesperson, handling objections is a concept and skill set you are very familiar with. For decades there have been classes, books, seminars, and coaches who help us get past a prospect’s objections and on to that final close...
by Rick McPartlin | Mar 23, 2018 | Classics, Revenue Growth, Strategy
We feel pretty good so another year (actually the fourth year) goes by with no annual physical and then we say we are unlucky when we learn what we could have prevented a serious illness. We go to an investment firm give them our money and celebrate how smart...
by Rick McPartlin | Mar 16, 2018 | Directional Unification / Alignment, Revenue Growth, Revenue Science, Strategy, Structure
One Company’s Story of Dropping Great Work into a RoadMap With a Surprise Outcome We had a dinner party with a group from work. Everyone there kept talking about how hard they work, how confident they are that their work is excellent, yet the results don’t show...
by Rick McPartlin | Feb 23, 2018 | Classics, CRO, Directional Unification / Alignment, Revenue Growth, Strategy
Decisions about who you hire, your partners, and those who advise you have become more important and more complex every day. Just hiring someone good, or a famous consulting firm or partnering with a big-name company, not only isn’t enough, but it can put your...
by Rick McPartlin | Feb 16, 2018 | Revenue Growth, Strategy
Three Unusual Things to Survive and Thrive 1) Exclude Budgets from your strategic planning. Both are internally focused. Budgets focus thinking on limiting, restricting, cutting, staying within bounds, when all thinking should be about “growth” of sales, profits,...
by Rick McPartlin | Feb 2, 2018 | Revenue Growth, Strategy
Everyone has heard a version of this story… Two campers are drinking their morning coffee when a mad bear comes running up the road toward them. One camper stays in his seat tying his running shoes while the other takes off running in his flip-flops while...
by Rick McPartlin | Jan 19, 2018 | Directional Unification / Alignment, Revenue Growth, Revenue Science, Sales, Strategy
Have any of these happened to you: 1. Your territory list for next year shows five new large accounts. As you dive into research on these accounts it is clear three of those five should be your customers in a big way. As you go through the year you have your strategy,...
by Rick McPartlin | Jan 12, 2018 | Strategy
Everyone has a choice. Buyers have a choice and sellers have a choice. The choice is to talk about spending less or making more money. Someone on a “self-improvement” tape said to focus on what you want. If this is wise advice and it is carried to the extreme there is...
by Rick McPartlin | Jan 5, 2018 | Cost of Chaos, CRO, Revenue Growth, Revenue Science, Strategy
If this question read: 1. Legal Counsel Hire or Grow the Capability? 2. Exit Transaction Hire or Grow the Capability? 3. IPO Leadership Hire or Grow the Capability? 4. IT Security Hire or Grow the Capability? 5. Compliance Strategy Hire or Grow the Capability? No one...
