by Rick McPartlin | Aug 31, 2018 | Marketing, Revenue Growth, Revenue Science, Sales, Strategy
Three things that get 100% working for you! Considered by some to be the first strategic advocate of Advertising and Marketing, John Wanamaker was a successful United States merchant, who became part of Macy’s empire. This quote has lived 100 years because everyone...
by Rick McPartlin | Jul 27, 2018 | Revenue Growth, Revenue Science, Sales, Strategy
My first job with a quota was in 1963. Since that time, I received a commission for golf clubs, clothing, cookware, vacuum cleaners, software, services, engineering, CAD/CAM, telephone services, sales training, security software, CEO services and Revenue Science™...
by Rick McPartlin | Apr 20, 2018 | Marketing, Sales
One of my clients got an email from Google about helping his manufacturing business use all the search and data tools in Google’s platform to help him scale and there was NO cost. The client was already doing a good job with digital, social, and was in the middle of...
by Rick McPartlin | Apr 6, 2018 | Guest post, Revenue Growth, Sales
“Sales is all that matters” and then “digital and social is all that matters.” Both statements were extreme based on current siloed views of “Revenue Generation” without much reflection on Revenue Science™. The goal of this post is to slow down the...
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 | 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,...
by Rick McPartlin | Dec 8, 2017 | Classics, Sales, Strategy
The real question for a business is does great timing result from intentionally applying “Revenue Science™” or is it just “the right place, at the right time, with the right stuff” – in other words, LUCK? We have all seen situations that work out well like Fred Smith...
by Glenn Gramling | Jul 26, 2017 | Guest post, Marketing, Revenue Growth, Sales
We welcome Glenn Gramling, vice president of Outcome Chains, Inc., a SaaS solution designed to facilitate better outcome-based collaboration between buyers and sellers.This article recently appeared on the Technology Services Industry Association Blog and seemed to...
by Rick McPartlin | May 26, 2017 | Directional Unification / Alignment, Revenue Growth, Sales, Strategy
After decades selling everything from cookware to software that fully installed is 3/4s of a billion dollars, I am sure the answer is a smaller percent than you think. In the market, today lead is $.80 per pound and the gold price is $18,592.00. So, the question is...
