Brian Shea
Unveiling the Significance of 2Q: A Crucial Phase for B2B Sales Revenue Success
The dreaded annual new sales budget process. The #CFO introduces the #GTM team with the following year growth targets and assumptions....
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Brian Shea
- Mar 18
- 3 min
"Are You Making These Content Mistakes? How B2B Sellers Can Become More Insightful"
You've probably heard B2B sellers complain that the content provided by marketing doesn't work. If you haven't heard this common...
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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
- Dec 12, 2023
- 4 min
Future-proofing Your Business: Revenue Enabled Leadership a MUST for Founder-led CEOs in 2024
Creating a repeatable, winning revenue generating formula for B2B marketplaces is incredible hard for founder-led CEOs. In just the past...
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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
- 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
- May 1, 2023
- 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, 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 27, 2023
- 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, 2023
- 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 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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Brian Shea
- Apr 7, 2023
- 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, 2023
- 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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Brian Shea
- Apr 6, 2023
- 1 min
Remember When Sales Leaders Prioritized Closing Deals?
Every sales manager remembers the famous Glengarry Glen Ross quotes including "Let's talk about something important! Put that coffee...
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