Brian Shea
Hey 6sense - Don't Bury the Lead!
After reading this recent blog from 6sense, I felt a tectonic plate shifting under my feet. https://6sense.com/blog/higher-outbound-win-r...
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Brian Shea
- Feb 29
- 3 min
Navigating Revenue Scaling: Common Questions from Founder-Led CEOs
At #LucrumPartners our engagements with founder-led CEOs begin with these boot strapping leaders asking a variety of questions about...
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Brian Shea
- Feb 12
- 4 min
"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
- Nov 15, 2023
- 2 min
CEOs Should NOT Publish a 2024 GTM Strategy Without a North Star
Headline: Data-driven organizations outperform their competitors. (But you likely already knew this) CEOs today can no longer rely on...
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Brian Shea
- Aug 29, 2023
- 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 16, 2023
- 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, 2023
- 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, 2023
- 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, 2023
- 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 15, 2023
- 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, 2023
- 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 11, 2023
- 3 min
So Someone Else Has Caught Your Eye?
Brian Shea, Principal, Lucrum Partners An increasing number of emerging growth B2B CEOs are considering ditching their internal sales...
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