Rick publishes B2B sales research and evaluates the talent, process, and technology practices of go-to-market executives. His research focuses on selling strategies, organizational design, customer expansion, sales productivity, and cross-functional revenue attainment. He advises leaders in chief revenue officer (CRO) and chief sales officer (CSO) positions on how to achieve growth and high performance while addressing the rapidly evolving preferences of buyers.
As a practitioner, Rick was an early adopter of using e-commerce for transactional B2B sales, combining client-facing teams into one integrated revenue organization, creating a revenue operations function, and replacing marketing and sales stages with workflows defined by buying behaviors.