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Brian Shea
Sep 2, 20244 min read
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
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Brian Shea
Feb 29, 20243 min read
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...
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Brian Shea
Feb 29, 20245 min read
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...
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Brian Shea
Feb 26, 20242 min read
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...
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Brian Shea
Feb 12, 20244 min read
"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...
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Brian Shea
Jan 25, 20243 min read
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...
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Brian Shea
Dec 12, 20234 min read
Future-proofing Your Business: Revenue Enabled Leadership a MUST for Founder-led CEOs in 2024
Creating a repeatable, winning revenue generating formula for B2B marketplaces is incredible hard for founder-led CEOs. In just the past...
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Brian Shea
Nov 30, 20233 min read
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
Sep 12, 20233 min read
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, 20233 min read
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, 20232 min read
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, 20233 min read
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, 20232 min read
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, 20232 min read
"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 1, 20232 min read
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, 20232 min read
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, 20232 min read
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, 20233 min read
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, 20233 min read
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, 20232 min read
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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