by Rick McPartlin | Jan 10, 2014 | Revenue Growth
Forecasting, finding qualified leads, long sales cycles, too many “no decisions,” and lost deals make CEO’s crazy. We have written about Revenue Strategies, True North, Ideal Buyers, and the willingness to say NO before. These are the fundamentals to an Ideal Buyer in...
by Rick McPartlin | Dec 27, 2013 | Strategy
You have a great product, and you know that because everyone tells you so. You hire a salesperson and they are excited to carry your product to the “world.” Early feedback from the “world” says they like your product, and the local newspaper says so, too. Your launch...
by Rick McPartlin | Dec 13, 2013 | Strategy
Lots has been written about Good to Great. Yet, shortly after the book, some of the celebrated companies weren’t so Great. There is only one thing that will make a company Great, or even a Survivor, and that is to Continually Produce More Profitable Revenue. Research...
by Rick McPartlin | Nov 29, 2013 | Strategy
Every week of my life someone in a workshop, a discussion group, or a consulting engagement presents a question that sounds like this: What would you do in this case? Then, they tell me about “this case.” Examples of “this case” might look like: We have been pursuing...
by Rick McPartlin | Nov 15, 2013 | Strategy
What is all this dialogue about “niches” and who should really care? Why should your next business plan focus on finding and developing a niche? Seldom do two people from the same discipline (sales, marketing, research, etc.) define niches the same way or agree to the...
