sales pipeline

top of page

Before You Approve the 2027 Revenue Plan, Look at the Team You’re Putting on the Field

Before You Approve the 2027 Revenue Plan, Look at the Team You’re Putting on the Field

Before You Approve the 2027 Revenue Plan, Look at the Team You’re Putting on the Field

Brian Shea

Oct 47 min read

The Private Equity Growth Blind Spot

The Private Equity Growth Blind Spot

The Private Equity Growth Blind Spot

Brian Shea

Sep 2215 min read

Part III The Revenue Governance Operating System: Four Decisions That Should Govern 2027 Growth

Part III The Revenue Governance Operating System: Four Decisions That Should Govern 2027 Growth

Part III The Revenue Governance Operating System: Four Decisions That Should Govern 2027 Growth

Brian Shea

Sep 153 min read

Part II Revenue Governance: A Three-Part CEO Series

Part II Revenue Governance: A Three-Part CEO Series

Part II Revenue Governance: A Three-Part CEO Series

Brian Shea

Sep 153 min read

Part I Revenue Governance: A Three-Part CEO Series

Part I Revenue Governance: A Three-Part CEO Series

Part I Revenue Governance: A Three-Part CEO Series

Brian Shea

Sep 153 min read

The CMO’s 2027 Decision: Lead the Commercial Intelligence System, or Risk Losing Ground on the ELT

The CMO’s 2027 Decision: Lead the Commercial Intelligence System, or Risk Losing Ground on the ELT

The CMO’s 2027 Decision: Lead the Commercial Intelligence System, or Risk Losing Ground on the ELT

Brian Shea

Sep 46 min read

Is Sales Enablement the Next Function to Lose the CEO's Confidence?

Is Sales Enablement the Next Function to Lose the CEO's Confidence?

Is Sales Enablement the Next Function to Lose the CEO's Confidence?

Brian Shea

Aug 3112 min read

2027 B2B Growth: The Commercial Advantage Is Moving Upstream

2027 B2B Growth: The Commercial Advantage Is Moving Upstream

2027 B2B Growth: The Commercial Advantage Is Moving Upstream

Brian Shea

Aug 245 min read

Marketing Is Changing Faster Than Most Marketing Operating Models

Marketing Is Changing Faster Than Most Marketing Operating Models

Marketing Is Changing Faster Than Most Marketing Operating Models

Brian Shea

Aug 247 min read

The $28.8 Million Question Every CEO Should Ask Before Approving the 2027 Growth Plan

The $28.8 Million Question Every CEO Should Ask Before Approving the 2027 Growth Plan

The $28.8 Million Question Every CEO Should Ask Before Approving the 2027 Growth Plan

Brian Shea

Aug 137 min read

The Market Moves Before the Pipeline Does

The Market Moves Before the Pipeline Does

The Market Moves Before the Pipeline Does

Brian Shea

Aug 104 min read

Hero graphic titled "The Commercial Confidence Crisis" showing a boardroom where directors face declining CEO confidence, rising leadership turnover, and an outdated commercial operating system. The image emphasizes that boards should evaluate the commercial operating model—not just replace commercial leaders—to improve revenue predictability and governance.

Hero graphic titled "The Commercial Confidence Crisis" showing a boardroom where directors face declining CEO confidence, rising leadership turnover, and an outdated commercial operating system. The image emphasizes that boards should evaluate the commercial operating model—not just replace commercial leaders—to improve revenue predictability and governance.

The Commercial Confidence Crisis

Brian Shea

Jul 304 min read

A premium, strategic business editorial photograph of a female CEO in a modern, luxury boardroom overlooking a city skyline at dawn. The image visualizes the concept of "Revenue Governance," contrasting a lengthy, invisible buyer's journey with the visible pipeline.

A premium, strategic business editorial photograph of a female CEO in a modern, luxury boardroom overlooking a city skyline at dawn. The image visualizes the concept of "Revenue Governance," contrasting a lengthy, invisible buyer's journey with the visible pipeline.

Revenue Governance: Why CEOs Must Stop Managing Pipeline and Start Governing Future Revenue

Brian Shea

Jul 294 min read

You're Not Hiring the Wrong CRO. You're Hiring for the Wrong Commercial Era.

You're Not Hiring the Wrong CRO. You're Hiring for the Wrong Commercial Era.

You're Not Hiring the Wrong CRO. You're Hiring for the Wrong Commercial Era.

Brian Shea

Jul 195 min read

Executive infographic reviewing Lucrum Partners' 2026 GTM predictions, showing how six months of market evidence support Signal-Led GTM™ as a durable operating model for predictable revenue growth.

Executive infographic reviewing Lucrum Partners' 2026 GTM predictions, showing how six months of market evidence support Signal-Led GTM™ as a durable operating model for predictable revenue growth.

2026 GTM Predictions: What Six Months of Market Evidence Reveal About Revenue Predictability

Brian Shea

Jul 164 min read

The Manufacturing Margin Trap: Why Revenue Growth Is No Longer the Metric That Matters Most

The Manufacturing Margin Trap: Why Revenue Growth Is No Longer the Metric That Matters Most

The Manufacturing Margin Trap: Why Revenue Growth Is No Longer the Metric That Matters Most

Brian Shea

Jun 114 min read

What If HR Isn't Missing a Seat at the Table and SHRM Is Missing the Point

What If HR Isn't Missing a Seat at the Table and SHRM Is Missing the Point

What If HR Isn't Missing a Seat at the Table and SHRM Is Missing the Point

Brian Shea

Jun 105 min read

Decoding Signal-Led GTM™: Insights from the Phil Collins Standard

Decoding Signal-Led GTM™: Insights from the Phil Collins Standard

Decoding Signal-Led GTM™: Insights from the Phil Collins Standard

Brian Shea

Jun 83 min read

Understanding the Early Signals Behind the Latest Jobs Report

Understanding the Early Signals Behind the Latest Jobs Report

Understanding the Early Signals Behind the Latest Jobs Report

Brian Shea

Jun 54 min read

From Account Planning to Account Sensing: What the 2026 SAMA Conference Revealed About the Future of Strategic Account Management

From Account Planning to Account Sensing: What the 2026 SAMA Conference Revealed About the Future of Strategic Account Management

From Account Planning to Account Sensing: What the 2026 SAMA Conference Revealed About the Future of Strategic Account Management

Brian Shea

Jun 55 min read

Our POV

bottom of page