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
- 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 25
- 2 min
CEOs - Has Your Organizational Design Created a Blindspot Between Sales & Marketing?
After reading "No Forms. No Spam. No Cold Calls" by #LataneConant, I am further convinced how detrimental obsolete organizational designs...
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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
- 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 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
- 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 6
- 1 min
Remember When Sales Leaders Prioritized Closing Deals?
Every sales manager remembers the famous Glengarry Glen Ross quotes including "Let's talk about something important! Put that coffee...
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