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Brian Shea
Nov 25, 20243 min read
Why Sales Leaders Face a Clear Mandate in 2025 to Invest in Sales Effectiveness as a Strategic Advantage
As we close out 2024, B2B sales metrics are sounding alarms. According to Corporate Visions, win rates for closed-won deals have dropped...
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Brian Shea
Sep 22, 20243 min read
A New Reality for Revenue Leaders: Navigating Layoffs and Adapting GTM Playbooks in a Shifting Market
Last week, the Federal Reserve announced a ½ point reduction in the interest rate, a move that, on the surface, seems beneficial for...
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Brian Shea
Sep 2, 20244 min read
The CEO's Complex Mandate: Leading Through Continuous Transformation
CEOs face an increasingly complex mandate: not just to lead their organizations, but to ensure long-term viability
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Brian Shea
Aug 28, 20243 min read
Top 10 B2B Seller Coaching Priorities for 2025: Adapting to Buyer Behavior and Tech Trends"
In 2025, behavior science will greatly influence B2B seller coaching strategies.
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Brian Shea
Mar 21, 20243 min read
"Why Clarity in Hiring a Sales Leader is Essential for CEOs"
Sales leader (VP, SVP) tenure is at an all time low of just 17 months. Not long ago, the average tenure of a VP of sales was sitting at a...
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Brian Shea
Mar 21, 20242 min read
Hey 6sense - Don't Bury the Lead!
After reading this recent blog from 6sense, I felt a tectonic plate shifting under my feet. https://6sense.com/blog/higher-outbound-win-r...
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Brian Shea
Mar 18, 20243 min read
"Are You Making These Content Mistakes? How B2B Sellers Can Become More Insightful"
You've probably heard B2B sellers complain that the content provided by marketing doesn't work. If you haven't heard this common...
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Brian Shea
Jan 9, 20242 min read
The Precision Imperative: Revolutionizing Sales Forecasting in 2024
Precision engineering isn't merely about designing machines or instruments; it's a philosophy that transcends industries, driving...
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Brian Shea
Nov 30, 20233 min read
Lucrum Partner's 2024 (non AI) GTM New Year's Predictions
Don't shoot the messenger. Our 2024 prediction for executive teams is to expect even more sales pipeline turbulence caused by increasing...
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Brian Shea
Nov 15, 20232 min read
CEOs Should NOT Publish a 2024 GTM Strategy Without a North Star
Headline: Data-driven organizations outperform their competitors. (But you likely already knew this) CEOs today can no longer rely on...
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Brian Shea
Sep 12, 20233 min read
Does Your CEO's Talent Strategy Deliver "Next Man (or Woman) Up?
On September 23rd, 2001, the NFL changed forever. With 5:03 remaining in the game, the Patriots starting quarterback Drew Bledsoe was...
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Brian Shea
Aug 29, 20233 min read
The Top Strategic Business Priorities Being Measured by BOTH CEOs and CFOs.
Know Thy Buyer (and their business)!!! The #LucrumPartners team continues to hear how often B2B sellers are encountering CFOs as key...
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Brian Shea
Aug 16, 20233 min read
Building Scalable B2B Go To Market Muscles
"No Pain, No Gain" I don't believe that phrase came out of pipeline review or forecasting meetings. But perhaps it should have. Sales...
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Brian Shea
Jul 25, 20232 min read
Too many sales leaders have forgotten this childhood lesson
We all remember the Tupperware "Shape-O" toy. It was a round puzzle that taught young children how to fit the right blocks into the right...
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Brian Shea
Jul 11, 20232 min read
"We've been managing the wrong sales metrics........"
In a recent revenue engine maturity workshop, or simply put, the "why aren't we scaling?" session, the infographic below served as the...
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Brian Shea
Jun 29, 20233 min read
Understanding the Spaghetti Bowl of Modern B2B Selling
LucrumPartners.co was founded on a single principle. Most emerging growth and founder led B2B firms don't have a playbook to effectively...
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Brian Shea
Jun 1, 20232 min read
CEOs need to pause, pivot and reinvent sales workforce productivity
As confirmed by the recently released the Gartner 2023-2024 CEO survey of top strategic priorities, driving business productivity and rebuil
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Brian Shea
May 30, 20232 min read
Why Emerging Growth CEOs Need Andy Reid's Game Planning
NFL teams spend approximately 3-5% of their revenue in the form of research and development. The NFL R&D is their scouting departments....
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Brian Shea
May 9, 20233 min read
Can Private Equity Port Co's Be Like Mike?
Some of us remember August 1991 debut of the "Be Like Mike" campaign. It was created by Gatorade, it featured a memorable jingle, and...
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Brian Shea
May 1, 20233 min read
Dear CEOs, if you want a rainmaker, invest in a sprinkler system not a CRO
Early stage CEOs make a strategic error when they hire a Chief Revenue Officer (CRO) too early. CRO's are a common executive function in...
52 views0 comments
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