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The 60-Hour Secret: What Top GTM Executives Know (And You Don’t)
According to a 2024 McKinsey survey of GTM executives, the average C-level growth leader invests 45–70 hours per year in structured continuing education. Top-performing CROs: ~62 hours/year High-growth CMOs: ~54 hours/year Benchmark for digital-native leaders: ~72 hours/year
Brian Shea
Jun 82 min read
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Why B2B Enablement Is at a Crossroads—And What Strategic Leaders Must Do About It
In 2025, sales enablement is no longer a support function—it’s a strategic lever. Or at least, it should be.
Recent insights from Gartner’s 2025 Sales Excellence and Innovation Report offer a clear warning: if enablement functions fail to evolve into strategic consulting arms to the C-suite, they risk becoming irrelevant in driving growth, retention, and quota performance.
At Lucrum Partners, we’ve worked closely with B2B organizations attempting to modernize their go-to-m
Brian Shea
Jun 12 min read
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How David-Sized Companies Will Beat Goliaths in 2025—Using CHRO Playbooks and AI Readiness
The latest Korn Ferry CHRO Insights Report offers a strategic lens for how transformation-ready firms—especially smaller ones—can capitalize on the systemic misalignments inside much larger organizations. The CHRO trends that keep Fortune 1000s up at night? They’re the very cracks where Davids can strike.
Brian Shea
May 203 min read
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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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Expired Hiring Processes are Worse Than Drinking Expired Milk
#Geico has an amusing commercial titled "Aunt Infestation". Aunt Bonnie arrives and beings rummaging through the refrigerator yelling...
Brian Shea
Jan 25, 20243 min read
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Does Your CEO's Talent Strategy Deliver "Next Man (or Woman) Up?
On September 23rd, 2001, the NFL changed forever. With 5:03 remaining in the game, the Patriots starting quarterback Drew Bledsoe was...
Brian Shea
Sep 12, 20233 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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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...
Brian Shea
Jul 25, 20232 min read
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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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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...
Brian Shea
Apr 14, 20233 min read
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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...
Brian Shea
Apr 6, 20232 min read
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