by Rick McPartlin | Sep 21, 2016 | FAQ's, Sales
FAQs that drive growth in sales and profitable revenue Why do I have to have an answer “what is the problem you solve for you customer that NO ONE else solves? Every company gets to tell the world one of two stories. The first story is you can tell me WHAT you do and...
by Rick McPartlin | Sep 12, 2016 | Sales, Strategy
Look out the window and what do you see: McDonalds Doctors office Grocery Store Gas Station Law Office Golf Course Half of those are about consuming (McDonalds, Grocery Store and Gas Station). The other half about achievement (health, legal advice and a recreation...
by Rick McPartlin | Sep 9, 2016 | Revenue Growth, Sales
Over 20 years ago I was a young consultant working for one of the coolest and hottest technology companies in the world. In a few short years, they got over $14B and were on a roll. Not only did I get to have this account as my client (for over 5 years) but we worked...
by Rick McPartlin | Sep 7, 2016 | Sales, Strategy
Every year there is that time when we are conflicted on focus. There is a belief that as we approach Q4 all we have to do is push, try harder, focus or get smarter to finish strong and save the year. The question that creates conflict is do we do a Revenue Strategy...
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 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...
by Rick McPartlin | Aug 17, 2016 | Culture, Sales
You have to know when to practice, who to practice on and what is the best outcome for the client (patient) Often individuals and organizations are structured around activity. More sales calls, proposals, meetings, cold calls, networking, and emails. All of this is...
by Rick McPartlin | Aug 15, 2016 | Bellcurve, Directional Unification / Alignment, Sales
Often the conversation between a sales person and the customer is one of concurrence. The sales person is concurring with customer requests like engagement process, timeframes, roles, and of course price. Another sales person seems to be in conflict with the customer...
by Rick McPartlin | Aug 12, 2016 | Revenue Growth, Sales
When leaders think about how to apply Revenue Science™ to their organization, they freeze. Revenue Science™ is “organization wide” since in most organizations there is NO human who does not have a role in creating MORE profitable revenue, which makes Revenue Science™...
