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 | Oct 25, 2013 | Revenue Growth
The answer is: YOU DON’T! Three words from this question define the reasons businesses can never “Launch new products into the market.” These three words – new, products, and market – get companies in trouble when it comes to launching. New: Not existing...
by Rick McPartlin | Aug 12, 2013 | Revenue Growth
Your heart soars when the customer says “you have won the business!” Seconds later your stomach knots up when you hear “Now let’s talk Price!” How often does this happen? Even when you do everything right (or thought you did), this “Now let’s talk Price” comes up when...
by Rick McPartlin | Jun 11, 2013 | Revenue Growth
Small and midsized companies pride themselves on serving their customers, bringing value, being creative, giving great service and mastering the application of complex technologies. These companies do great work and deserve to get paid for all that value they deliver...
by Rick McPartlin | May 28, 2013 | Revenue Growth
If you don’t know your Revenue Resources Required and manage accordingly, you are sure to be “OVER PAYING & UNDER ACHIEVING.” From my experience with over 10,000 companies, everyone is “Over Paying” for the amount of revenue they are currently getting, and they...
by Rick McPartlin | Apr 10, 2013 | Revenue Growth
Like any science, “Revenue Generation” has principles that you can embrace and receive the benefits from or you can ignore them and continuously pay the price for fighting the science. Two of those nine principles are: Revenue Principle #4 -You are always in...
by Rick McPartlin | Feb 21, 2013 | Revenue Growth
Is it just me? or Is there a time when “good enough” isn’t “good enough”? What is the lesson for Revenue Science™? Lately, there have been a lot of books that talk about disruptive business models ripping business way from the current provider through a...
by Rick McPartlin | Feb 6, 2013 | Revenue Growth
Which generates the most profitable revenue? A product A service An Offer Entrepreneurs are often really good at something – they are good programmers, plumbers, designers, cooks or something needed by at least one group of customers. Some entrepreneurs have a...
by Rick McPartlin | Jan 22, 2013 | Revenue Growth
Just about the same! It is hard to explain things beyond our realm of experience. How do you tell someone about being a parent, falling in love, accomplishing something you didn’t believe possible, loosening your virginity or running a company that accomplishes...
by Rick McPartlin | Jan 8, 2013 | Revenue Growth
Launching is not something CEOs do every day. This is the necessary baseline knowledge about launching that is part of the go-to-market process: Go-to-market is the process of getting something to the point that there is a market that wants to buy what the seller...
