The Problem: Executive Buyers Don't Want to Be Qualified. Modern executive buyers don’t want to be qualified. They want to be understood. Yet too many B2B sellers still open sales conversations with outdated qualifying questions—“What’s your budget?” “Are you the decision-maker?” “What’s your timeline?” These questions don’t build rapport. They break it.

Learn why B2B CEOs must stop relying on outdated best practices and start building buyer-informed go-to-market strategies rooted in modern buyer behavior.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

Win rates for closed-won deals have dropped 22% year over year, while a recent SBI Growth report reveals that nearly two-thirds of CEOs lack confidence in their teams’ ability to execute growth strategies. These challenges highlight the urgent need to prioritize sales effectiveness—not as a buzzword but as a strategic mandate. At Lucrum Partners, our analysis consistently points to recurring obstacles: misaligned talent strategies, unclear go-to-market (GTM) growth approac

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...

With 45,000 open roles for senior revenue leaders, why is there such a high turnover for these executive roles?

Nearly two-thirds of CEOs did not have confidence in their teams' ability to execute the company's 2024 growth strategy. Why make it harder?

by Lucrum Partners The dreaded annual new sales budget process. The #CFO introduces the #GTM team with the following year growth targets...

Sales leader (VP, SVP) tenure is at an all time low of just 17 months. Not long ago, the average tenure of a VP of sales was sitting at a...

After reading this recent blog from 6sense, I felt a tectonic plate shifting under my feet. https://6sense.com/blog/higher-outbound-win-r...

You've probably heard B2B sellers complain that the content provided by marketing doesn't work. If you haven't heard this common...

In the dynamic landscape of business, CEOs play a pivotal role in steering their companies towards success. Among the myriad of...

In today's dynamic business landscape, crafting a robust go-to-market (GTM) strategy is paramount for the success of any company. As CEOs...

As a #founder-led CEO, you've likely navigated numerous challenges in building and scaling your company. One pivotal moment arrives when...

Scalable go-to-market (GTM) processes are strategies and frameworks designed to efficiently and effectively bring products or services to...

Creating a repeatable, winning revenue generating formula for B2B marketplaces is incredible hard for founder-led CEOs. In just the past...

Don't shoot the messenger. Our 2024 prediction for executive teams is to expect even more sales pipeline turbulence caused by increasing...

On September 23rd, 2001, the NFL changed forever. With 5:03 remaining in the game, the Patriots starting quarterback Drew Bledsoe was...

After reading "No Forms. No Spam. No Cold Calls" by #LataneConant, I am further convinced how detrimental obsolete organizational designs...