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
- Sep 12
- 3 min
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
- 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
- Jul 25
- 2 min
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
- 2 min
"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
- 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 9
- 3 min
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
- 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
- May 1
- 2 min
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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Brian Shea
- Apr 27
- 2 min
Has Private Equity shifted from a rocking market to rocky market?
It's April 2023 and Anne Sraders from Fortune's Term Sheet just published "Private equity had a pretty resilient Q1, but the ‘risk is...
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Brian Shea
- Apr 14
- 3 min
Should CEOs Hire a Chief Revenue Officer Who Executes or Builds?
According to Salary.com, Glassdoor.com and Indeed.com, the average salary for a Chief Revenue Officer hovers around $235,000 - $250,000...
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Brian Shea
- Apr 7
- 2 min
Don't Let Your Sellers Run with Scissors, Or Create Their Own B2B Sales Content
As a CEO of a fast growing firm, there are several growing pains that you and your senior leadership team will encounter. And just as...
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Brian Shea
- Apr 6
- 2 min
CEO's Should Not Hire A Chief Revenue Officer (until.........)
In emerging growth B2B firms, CEOs, and often the other senior leadership team members, wear multiple hats including "sales leader". In...
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