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Is Your Sales Playbook Built for a Market That No Longer Exists?
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
Brian Shea
4 days ago2 min read
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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
Brian Shea
Sep 2, 20244 min read
28 views
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Understanding the High Turnover in Executive Sales and Revenue Roles
With 45,000 open roles for senior revenue leaders, why is there such a high turnover for these executive roles?
Brian Shea
Jun 10, 20242 min read
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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...
Brian Shea
Feb 26, 20242 min read
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"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...
Brian Shea
Feb 12, 20244 min read
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The Precision Imperative: Revolutionizing Sales Forecasting in 2024
Precision engineering isn't merely about designing machines or instruments; it's a philosophy that transcends industries, driving...
Brian Shea
Jan 9, 20242 min read
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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...
Brian Shea
Aug 29, 20233 min read
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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...
Brian Shea
Aug 16, 20233 min read
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"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...
Brian Shea
Jul 11, 20232 min read
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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...
Brian Shea
Jun 29, 20233 min read
33 views
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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
Brian Shea
Jun 1, 20232 min read
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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....
Brian Shea
May 30, 20232 min read
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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...
Brian Shea
May 15, 20232 min read
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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...
Brian Shea
May 9, 20233 min read
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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...
Brian Shea
May 1, 20233 min read
52 views
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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...
Brian Shea
May 1, 20232 min read
49 views
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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...
Brian Shea
Apr 27, 20232 min read
13 views
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