by Rick McPartlin | Aug 29, 2016 | Directional Unification / Alignment
Marketing is sure their message is true and compelling. Sales is sure they can spin marketing’s hype so the customer will still be interested. And the buyer manages communication to keep sales at arm’s length and be safe from sales babble. Sometimes it feels like...
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...
by Rick McPartlin | Aug 24, 2016 | Culture, Directional Unification / Alignment, Sales, Structure
The customer cares that is who! Almost all companies and certainly the largest think about their business model and how they engage with their customers from the Headquarters out to the market. The market on the other hand thinks about a seller’s business model...
by Rick McPartlin | Aug 22, 2016 | Revenue Growth, Strategy
We feel pretty good so another year (actually the 4th year) goes buy 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 we...
by Rick McPartlin | Aug 19, 2016 | Culture, Revenue Growth, Sales
This is a question from a famous company’s post and it could have just as easily been “do CEOs need salespeople?” The important thing about this question is the way it is posed. It is presented as if there is a YES or NO answer and that may not be true. The next time...
