by Rick McPartlin | Apr 28, 2017 | Marketing, Sales, Strategy
Offers get caught in the go-to-market traffic congestion because they are not intentional. Products aren’t offers, services aren’t offers and the combination of the two do not make an offer. No one can buy or sell a product or service until it’s converted into an...
by Rick McPartlin | Apr 21, 2017 | Culture, FAQ's, Marketing, Sales, Strategy
This is a simple one to answer but takes a lot of work. First you may have a lot of people on your team who will NEVER do it. Some of us are wired to tell vs ask. Some of us don’t want to listen – we want to tell and pitch. This is as much a challenge with people...
by Rick McPartlin | Apr 14, 2017 | Culture, Entrepreneurship, Marketing, Sales, Strategy
Once upon a time in a land far, far away all of today’s entrepreneurs started their business because they had a dream. The dream may have been to design great homes, or serve comfort food like grandma’s, or design great games that educated kids. A few entrepreneurs...
by Rick McPartlin | Mar 24, 2017 | Culture, Marketing, Sales, Strategy
There is only ONE thing that assures a business will survive long enough to thrive over the decades. That ONE thing is to continuously produce more profitable revenue. Once an organization stops producing more profitable revenue, it becomes insignificant and then...
by Rick McPartlin | Mar 17, 2017 | Culture, Marketing, Sales, Strategy
The answer is – you don’t! Or you don’t unless what you sell is a pure commodity and you are trying to prove that even though your price is higher than a competitor your total cost of ownership is lower. In that case you want to do an ROI spread sheet, however in over...
by Rick McPartlin | Mar 13, 2017 | Culture, Marketing, Sales
Myths are “partially true evidence” and for the last 100 years the myth was that buyers/customers got their value from products. Certainly, we can see where the myth started. Imagine my car runs out of gas I will get value from the product (gas). Right? If the gas...
by Rick McPartlin | Mar 10, 2017 | Cost of Chaos, Directional Unification / Alignment, Revenue Growth, Sales
In the 21st Century a company’s greatest risk and opportunity come from the complexity that is “Revenue Generation”. That complexity is multiplied by the extreme and rapid change impacting the market, the economy, the technology, the generations of buyers...
by Rick McPartlin | Mar 8, 2017 | Classics, Sales, Structure
Every now and then we look back at our articles and see some that we consider CLASSICS. They were relevant then and are relevant now. This is one of them. Every one of us is responsible for “Revenue Generation”just like we are responsible for...
by Rick McPartlin | Mar 3, 2017 | Marketing, Revenue Growth, Sales, Strategy
Overheard at the water cooler. Which sales close is your favorite? How do I manage a sales funnel? Sales if the biggest part of our HR budget. I don’t like sales people. One job I will never have is selling. We need to hire a new sales person. Those telephone sale...
by Rick McPartlin | Feb 27, 2017 | Directional Unification / Alignment, Revenue Growth, Sales, Strategy
Doctors and Chief Revenue Officers (CRO) have a lot in common. These BIG 3 things in common determine if the patient or the company get better or expire. Big 1 – They can’t do it all by themselves, both doctors and CROs depend on science and their team. ...
