Brian Shea
Avoiding the B2B Sales "Rake": How to Win Over Executive Buyers
67 percent of professionals believe they fall short in persuading executives to make immediate purchase decisions
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Brian Shea
Sep 223 min
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 24 min
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 133 min
"Get Ready for 2025: Unveiling the Future of Sales and Key Trends to Watch"
The landscape of sales is evolving at a rapid pace. The intersection of technology, changing customer behaviors, and shifting market dynamic
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Brian Shea
Jun 102 min
Understanding the High Turnover in Executive Sales and Revenue Roles
With 45,000 open roles for senior revenue leaders, why is there such a high turnover for these executive roles?
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Brian Shea
May 303 min
"The Truth About B2B Sales Best Practices: Are They Really BS?"
Nearly two-thirds of CEOs did not have confidence in their teams' ability to execute the company's 2024 growth strategy. Why make it harder?
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Brian Shea
May 133 min
Unveiling the Significance of 2Q: A Crucial Phase for B2B Sales Revenue Success
The dreaded annual new sales budget process. The #CFO introduces the #GTM team with the following year growth targets and assumptions....
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Brian Shea
Mar 213 min
"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 212 min
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 183 min
"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
Feb 293 min
Navigating Revenue Scaling: Common Questions from Founder-Led CEOs
At #LucrumPartners our engagements with founder-led CEOs begin with these boot strapping leaders asking a variety of questions about...
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Brian Shea
Feb 293 min
Understanding the CEO's Perspective: Key Questions on Sales Execution
In the dynamic landscape of business, CEOs play a pivotal role in steering their companies towards success. Among the myriad of...
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Brian Shea
Feb 295 min
Navigating the Maze: CEO Questions on Crafting Effective Go-to-Market Strategies
In today's dynamic business landscape, crafting a robust go-to-market (GTM) strategy is paramount for the success of any company. As CEOs...
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Brian Shea
Feb 262 min
Why Your Next Sales Leader Must Be Analytics-Driven: Insights for Founder-Led CEOs
As a #founder-led CEO, you've likely navigated numerous challenges in building and scaling your company. One pivotal moment arrives when...
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Brian Shea
Jan 253 min
Expired Hiring Processes are Worse Than Drinking Expired Milk
#Geico has an amusing commercial titled "Aunt Infestation". Aunt Bonnie arrives and beings rummaging through the refrigerator yelling...
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Brian Shea
Dec 12, 20234 min
Future-proofing Your Business: Revenue Enabled Leadership a MUST for Founder-led CEOs in 2024
Creating a repeatable, winning revenue generating formula for B2B marketplaces is incredible hard for founder-led CEOs. In just the past...
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Brian Shea
Nov 30, 20233 min
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
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
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
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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