The latest Gartner research on the DNA of top sales organizations highlights a fundamental shift in how leading companies drive...

As we close out 2024, B2B sales metrics are sounding alarms. According to Corporate Visions, win rates for closed-won deals have dropped...

67 percent of professionals believe they fall short in persuading executives to make immediate purchase decisions

Last week, the Federal Reserve announced a ½ point reduction in the interest rate, a move that, on the surface, seems beneficial for...

The dreaded annual new sales budget process. The #CFO introduces the #GTM team with the following year growth targets and assumptions....

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

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...

Headline: Data-driven organizations outperform their competitors. (But you likely already knew this) CEOs today can no longer rely on...

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...

In a recent revenue engine maturity workshop, or simply put, the "why aren't we scaling?" session, the infographic below served as the...

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...

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...

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...

According to Salary.com, Glassdoor.com and Indeed.com, the average salary for a Chief Revenue Officer hovers around $235,000 - $250,000...

Brian Shea, Principal, Lucrum Partners An increasing number of emerging growth B2B CEOs are considering ditching their internal sales...

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...

In emerging growth B2B firms, CEOs, and often the other senior leadership team members, wear multiple hats including "sales leader". In...

Every sales manager remembers the famous Glengarry Glen Ross quotes including "Let's talk about something important! Put that coffee...