Brian Shea
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
- 2 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
- 3 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
- 3 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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Brian Shea
- Aug 16
- 3 min
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
- 2 min
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
- 2 min
"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
- 3 min
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
- 2 min
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
- 2 min
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 15
- 2 min
Gartner: The Future is Bright for Revenue Enablement But Not for Traditional "Sales Management"
Warning: The following will raise the blood pressure of heads of sales. Gartner recently stated that by 2026, 60% of enablement functions...
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Brian Shea
- May 9
- 3 min
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
- 3 min
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...
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Brian Shea
- May 1
- 2 min
Private Equity Managers Shouldn't Pay for Last Seasons Performance
If you're a sports fan, you can likely remember a sports team who traded for or signed a high priced free agent star athlete. The...
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Brian Shea
- Apr 27
- 2 min
Has Private Equity shifted from a rocking market to rocky market?
It's April 2023 and Anne Sraders from Fortune's Term Sheet just published "Private equity had a pretty resilient Q1, but the ‘risk is...
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Brian Shea
- Apr 18
- 2 min
Chief Revenue Officers are Battling 2023 with Unproductive Sales Organizations
We've all read about how 2023 is going to hard for B2B sales organizations. The economic environment will create challenges that most...
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Brian Shea
- Apr 14
- 3 min
Should CEOs Hire a Chief Revenue Officer Who Executes or Builds?
According to Salary.com, Glassdoor.com and Indeed.com, the average salary for a Chief Revenue Officer hovers around $235,000 - $250,000...
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Brian Shea
- Apr 11
- 3 min
So Someone Else Has Caught Your Eye?
Brian Shea, Principal, Lucrum Partners An increasing number of emerging growth B2B CEOs are considering ditching their internal sales...
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Brian Shea
- Apr 6
- 2 min
CEO's Should Not Hire A Chief Revenue Officer (until.........)
In emerging growth B2B firms, CEOs, and often the other senior leadership team members, wear multiple hats including "sales leader". In...
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