Missed bookings in Q1 don’t just delay revenue. They compound into a structural revenue gap that most firms never fully recover within the year. This blog explains why that happens—and how a Signal-Led GTM™ model prevents it.

Most growth failures don’t happen because strategy was wrong. They happen because leadership teams don’t see execution risk early enough to intervene. That insight, validated repeatedly through our advisory work, research, and board-level engagements—is why Lucrum Partners created Signal-Led GTM™, a new executive execution program designed to help B2B leadership teams scale growth without losing control of go-to-market execution 

Interest rates are falling. Employment and GDP are beating expectations. Trade deals are accelerating. In January 2026, the “Big Beautiful Bill” activates, unlocking incentives across infrastructure, digital modernization, broadband, data centers, and domestic innovation. For tech and telecom companies , this isn’t just good macro-noise. It’s a rare, time-sensitive opportunity to win market share, shape enterprise spend, and lock in high-value contracts before the flood of

2026 is shaping up to be the year when traditional go-to-market (GTM) strategies finally collapse under their own weight. The funnels, lead-hand-offs, and stage-gated campaigns that once powered predictable growth are now failing to keep up with a new kind of market dynamic—where buyers are self-directed, AI curates the shortlist, and alignment is the only multiplier that matters.

Executives aren’t shopping for features. They’re hunting for partners who can help them diagnose growth constraints, de-risk big decisions, and move financial needles. Meanwhile, the buying landscape keeps shifting: buyers spend a sliver of their time with suppliers, most interactions happen in digital channels, and many decisions are shaped long before a seller is invited to the table. Below is a practical playbook—grounded in current research—for transforming a product-f

Chief Sales Officers (CSOs) are facing unprecedented pressure as they enter 2025. Gartner’s latest research shows that the role of the CSO is being redefined around one central imperative: improving sales productivity. But productivity isn’t just about doing more with less, it’s about designing a sales system that can thrive in uncertainty, adapt to rapid change, and stay unified around the customer.

For decades, sales training programs have promised to equip reps with the skills needed to hit quota and close deals faster. But in 2025, the very frameworks that once accelerated growth are now slowing it down. The traditional, static sales training model is failing. And it’s time we admit it.

I recently asked ChatGBT the following question. "With all the data you have collected about me, tell me who I am at my core and don't sugarcoat your response." Here's what I received back......... There’s a difference between doing the work and building something that actually works. Between presenting the right slides and solving the real problem. Between showing activity and delivering impact.

Today’s B2B buyers navigate a radically different decision journey. Digital touchpoints abound—research is done online, peers shape opinions through communities, purchasing decisions get made long before any one-to-one engagement happens. Unfortunately, many B2B organizations are still operating under outdated mental models.

Boards and investors may be sympathetic to market forces—tariffs, inflation, budget constraints—but they expect CEOs to create a plan to navigate around uncertainty and win. And "win" means something specific: ROI and shareholder value. Too many B2B revenue teams are operating with playbooks that were built for a buying environment that no longer exists. If your sellers can't navigate the very disruptions you're paid to overcome, then your sales system isn't designed to win

According to a 2024 McKinsey survey of GTM executives, the average C-level growth leader invests 45–70 hours per year in structured continuing education. Top-performing CROs: ~62 hours/year High-growth CMOs: ~54 hours/year Benchmark for digital-native leaders: ~72 hours/year

In 2025, sales enablement is no longer a support function—it’s a strategic lever. Or at least, it should be. Recent insights from Gartner’s 2025 Sales Excellence and Innovation Report offer a clear warning: if enablement functions fail to evolve into strategic consulting arms to the C-suite, they risk becoming irrelevant in driving growth, retention, and quota performance. At Lucrum Partners, we’ve worked closely with B2B organizations attempting to modernize their go-to-m

Most enablement and RevOps teams aren’t built for this mission. They’re still trained for peacetime operations—coordinating onboarding, pushing out content, and managing platforms. Meanwhile, sales leaders are deployed into combat zones with no forward intelligence, no air support, and no real-time guidance from headquarters.

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.

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.

Why CEOs Must Rethink Their Sales Teams’ Capabilities in Today’s Market Chaos Across industries, CEOs and growth leaders are facing a sobering reality: their sales teams are not built to win in today’s decision-making environment. In a market defined by chaos, committee-based buying, and overwhelming sameness, traditional sales training falls flat. Performance gains aren’t coming from more pitch decks or bigger tech stacks—they're unlocked through meaningful behavior change.

Learn why B2B CEOs must stop relying on outdated best practices and start building buyer-informed go-to-market strategies rooted in modern buyer behavior.

By Lucrum Partners The latest Gartner research on the DNA of top sales organizations highlights a fundamental shift in how leading...

67 percent of professionals believe they fall short in persuading executives to make immediate purchase decisions

By Lucrum Partners Last week, the Federal Reserve announced a ½ point reduction in the interest rate, a move that, on the surface, seems...