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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

Your 2027 Revenue Plan Is Also a Roster Decision

Your 2027 Revenue Plan Is Also a Roster Decision

Your 2027 Revenue Plan Is Also a Roster Decision

Brian Shea

Aug 177 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

Rethinking "Strategic Accounts": Uncovering the Hidden Risks for CEOs

Rethinking "Strategic Accounts": Uncovering the Hidden Risks for CEOs

Rethinking "Strategic Accounts": Uncovering the Hidden Risks for CEOs

Brian Shea

Feb 193 min read

Three Innovative Strategies to Boost Sales Leadership through Development Programs

Three Innovative Strategies to Boost Sales Leadership through Development Programs

Three Innovative Strategies to Boost Sales Leadership through Development Programs

Brian Shea

Jan 243 min read

Unlocking Revenue Potential: The Missing Signals in B2B Sales

Unlocking Revenue Potential: The Missing Signals in B2B Sales

Unlocking Revenue Potential: The Missing Signals in B2B Sales

Brian Shea

Jan 214 min read

revenue growth signals

revenue growth signals

Transitioning from Opinion-Led Revenue Strategies to Signal-Governed Growth Techniques

Brian Shea

Jan 153 min read

Executives don’t fail because they can’t envision the future. They fail because the organization below them hasn’t been re-engineered to deliver it.

Executives don’t fail because they can’t envision the future. They fail because the organization below them hasn’t been re-engineered to deliver it.

Why Growth Transformations Fail and Strategies for Executive Teams to Succeed

Brian Shea

Nov 15, 20255 min read

2026 will be remembered as the year the market rewarded the disciplined, signal-driven, and buyer-intelligent — and left behind the reactive, story-driven, and nostalgia-led. This isn’t a market correction. It’s a capability correction.

2026 will be remembered as the year the market rewarded the disciplined, signal-driven, and buyer-intelligent — and left behind the reactive, story-driven, and nostalgia-led. This isn’t a market correction. It’s a capability correction.

2026 GTM Predictions: The Year Growth Belongs to the Prepared

Brian Shea

Nov 2, 20254 min read

In short, leadership churn is often the symptom. The underlying cause is a misfit between what leaders are accountable for and the systems they’ve inherited.

In short, leadership churn is often the symptom. The underlying cause is a misfit between what leaders are accountable for and the systems they’ve inherited.

Understanding the Impact of Executive Turnover on Sales Leadership Dynamics

Brian Shea

Oct 28, 20254 min read

Turning the One Big Beautiful Bill into a Strategic Advantage for B2B Sales Teams

Turning the One Big Beautiful Bill into a Strategic Advantage for B2B Sales Teams

Turning the One Big Beautiful Bill into a Strategic Advantage for B2B Sales Teams

Brian Shea

Oct 20, 20254 min read

Make GTM Execution Great Again

Make GTM Execution Great Again

Make GTM Execution Great Again

Brian Shea

Oct 15, 20253 min read

Your 2026 GTM Plan Is Already Obsolete: Why Buyers, and AI, Now Run the Show

Your 2026 GTM Plan Is Already Obsolete: Why Buyers, and AI, Now Run the Show

Your 2026 GTM Plan Is Already Obsolete: Why Buyers, and AI, Now Run the Show

Brian Shea

Oct 6, 20254 min read

Why CEOs need GTM Conviction

Why CEOs need GTM Conviction

What Twisted Sister Can Teach CEOs About Conviction and Market Positioning

Brian Shea

Sep 25, 20253 min read

Mastering the Transition from Feature Pitching to Strategic Solutions in B2B Leadership

Mastering the Transition from Feature Pitching to Strategic Solutions in B2B Leadership

Mastering the Transition from Feature Pitching to Strategic Solutions in B2B Leadership

Brian Shea

Aug 27, 20253 min read

Sales leaders should start and stop doing

Sales leaders should start and stop doing

Mastering the Role of Chief Sales Officers in 2025: Essential Strategies to Embrace and Eliminate

Brian Shea

Aug 21, 20252 min read

Executive reflecting in a mirror

Executive reflecting in a mirror

Changing the Game Not Just Playing It: Insights from my own AI Agent.

Brian Shea

Jul 13, 20252 min read

Why Leaders Resist Change—and How Psychology Plays a Role

Why Leaders Resist Change—and How Psychology Plays a Role

Transforming B2B Organizations by Embracing Buyer-Informed Decision Science

Brian Shea

Jun 28, 20253 min read

Is Your Sales Playbook Built for a Market That No Longer Exists?

Is Your Sales Playbook Built for a Market That No Longer Exists?

Is Your Sales Playbook Built for a Market That No Longer Exists?

Brian Shea

Jun 19, 20252 min read

Why continued education matters for executive growth leaders

Why continued education matters for executive growth leaders

The 60-Hour Secret: What Top GTM Executives Know (And You Don’t)

Brian Shea

Jun 8, 20252 min read

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