top of page



In Times of Chaos, CEOs Need a GTM North Star—Not a Weather Vane
As we approached 2025, CEO sentiment across industries was marked by uncertainty. Predictions of an impending recession, escalating tariffs, and geopolitical instability dominated Q4 earnings calls. Boards braced for impact. Growth plans were revised. Many leaders entered the new year hesitant—some paused hiring, while others slowed strategic investments.
But as Q1 closed, many of those storm clouds never fully materialized.
Brian Shea
1 day ago3 min read
1 view
0 comments


Why Executives Flock to Keynotes, Coaches, and TED Talks—But Avoid Sales Reps
The Disconnect in B2B Sales
Despite rapid advancements in sales technology and enablement tools, modern B2B buyers remain unimpressed. According to Gartner, fewer than 20% of sellers are able to align their conversations with business impact—a stark indicator of misalignment between what buyers need and what sellers deliver.
Brian Shea
7 days ago3 min read
1 view
0 comments


Why Sales Operations Must Evolve—And What Modern GTM Leaders Should Do About It
Over the past few years, the role of sales operations has undergone a profound transformation. No longer just a back-office function focused on CRM hygiene and forecasting reports, today’s sales operations must operate as a strategic command center—one that fuels growth, enables executive decision-making, and equips sellers with the tools, intelligence, and systems they need to win.
Brian Shea
May 73 min read
3 views
0 comments


Why Your Sales Team is Stuck - And How to Fix It for Scalable Growth
By Lucrum Partners The latest Gartner research on the DNA of top sales organizations highlights a fundamental shift in how leading...
Brian Shea
Mar 193 min read
6 views
0 comments


Navigating 2025 Sales Effectiveness as a Strategic Advantage for Leaders
Win rates for closed-won deals have dropped 22% year over year, while a recent SBI Growth report reveals that nearly two-thirds of CEOs lack confidence in their teams’ ability to execute growth strategies.
These challenges highlight the urgent need to prioritize sales effectiveness—not as a buzzword but as a strategic mandate. At Lucrum Partners, our analysis consistently points to recurring obstacles: misaligned talent strategies, unclear go-to-market (GTM) growth approac
Brian Shea
Nov 25, 20243 min read
39 views
0 comments


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
Brian Shea
Sep 30, 20244 min read
16 views
0 comments


A New Reality for Revenue Leaders: Navigating Layoffs and Adapting GTM Playbooks in a Shifting Market
By Lucrum Partners Last week, the Federal Reserve announced a ½ point reduction in the interest rate, a move that, on the surface, seems...
Brian Shea
Sep 22, 20243 min read
18 views
0 comments


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
Brian Shea
Sep 2, 20244 min read
27 views
0 comments


"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
Brian Shea
Aug 13, 20243 min read
256 views
0 comments


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?
Brian Shea
Jun 10, 20242 min read
21 views
0 comments


"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?
Brian Shea
May 30, 20245 min read
28 views
0 comments


"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...
Brian Shea
Mar 21, 20243 min read
15 views
0 comments


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...
Brian Shea
Mar 21, 20242 min read
13 views
0 comments


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...
Brian Shea
Feb 29, 20243 min read
6 views
0 comments


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...
Brian Shea
Feb 29, 20243 min read
6 views
0 comments


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...
Brian Shea
Feb 29, 20245 min read
5 views
0 comments


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...
Brian Shea
Feb 26, 20242 min read
17 views
0 comments


"Understanding the Difference: Short Term Growth Vs. Readiness to Scale for CEOs"
Scalable go-to-market (GTM) processes are strategies and frameworks designed to efficiently and effectively bring products or services to...
Brian Shea
Feb 12, 20244 min read
26 views
0 comments


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...
Brian Shea
Jan 25, 20243 min read
11 views
0 comments


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...
Brian Shea
Jan 9, 20242 min read
21 views
0 comments
Events
bottom of page