Brian Shea
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
- Jun 1
- 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
- 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 9
- 3 min
Can Private Equity Port Co's Be Like Mike?
Some of us remember August 1991 debut of the "Be Like Mike" campaign. It was created by Gatorade, it featured a memorable jingle, and...
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Brian Shea
- May 1
- 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
- Apr 27
- 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 18
- 2 min
Chief Revenue Officers are Battling 2023 with Unproductive Sales Organizations
We've all read about how 2023 is going to hard for B2B sales organizations. The economic environment will create challenges that most...
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Brian Shea
- Apr 14
- 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 6
- 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
- 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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