by Rick McPartlin | Jun 1, 2018 | Revenue Science
1. A leader with a GREAT WHY that manages to disconnect execution? Or 2. A Leader who manages great execution with no WHY? There are a lot of ways to go out of business. Many of those ways appear random but are completely predictable yet companies that follow Revenue...
by Rick McPartlin | May 11, 2018 | Revenue Growth, Revenue Science, Strategy, Structure
If a command of the language, the ability to deliver a message to a clear specific question without saying anything you can be held accountable for or if not answering that specific question while setting up plausible deniability at the same time is important you may...
by Rick McPartlin | May 4, 2018 | Revenue Growth, Revenue Science, Strategy
Making money as an employee or leader or owner in the business world has a lot of similarity to financial investments that make money. Two of those parallels are you must risk money to make money and you need a plan you stick with for the long-term. For those charged...
by Rick McPartlin | Apr 27, 2018 | Bellcurve, Revenue Science, Strategy
For 100 years the way to grow revenue was to teach salespeople all the product details. Then to be sure those details are committed to the salesperson’s memory and built into a “Pitch” that converts plain people, into a suspect, then converts suspects to...
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 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 | Mar 2, 2018 | Revenue Science, Sales
All myths are built from partially true evidence. There is a blog by Seleste Lunsford with CSO Insights which is well done and important, but like many like it contains a lot of myth. This myth is propagated by CEB and hundreds of writers, field practitioners and...
by Rick McPartlin | Feb 9, 2018 | Cost of Chaos, CRO, Revenue Growth, Revenue Science
In this high speed, technology-driven and rapidly changing world if you are not applying Revenue Science™ through CRO (Chief Revenue Officer) Thinking and Deployment you are severely handicapped. The market, investors, staff and most of all customers want to work with...
by Rick McPartlin | Jan 26, 2018 | Cost of Chaos, Revenue Science, Sales
Thirty years ago, I worked for one of the largest companies in the world. They were profitable and one of the best engineering/manufacturing companies on the planet. The product we were selling had just become the standard for the world’s largest company and all...
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,...
