About Author
John Cousineau
President, Innovative Information. Thirty years in operations research. Pioneer in internet-enabled business practices. Otherwise, just an ordinary guy.
Yearly Archives: 2009
Improving the productivity of an existing sales team holds enormous promise for new competitive advantages. A recent HBR article on the New Science of sales productivity hints at the scope of the achievable. The authors provide a useful comparison of … Continue reading
It amazes me how much one can learn about the tricks to B2B sales productivity by being prospected by someone else. I recently attended a trade show, had a pleasant chat with a vendor rep in one of the booths, … Continue reading
Posted in Conversations, Craftsmanship, Process, Productivity, Results
Tagged Account Exec, Account Executive, Neil Rackham
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Recently had the pleasure of reading Philippe LeBarron’s book on the habits and practices of top-performing sales managers. In his view, great sales managers make productive things happen. They do so through a unique combination of great people skills, and … Continue reading
Posted in Craftsmanship, Metrics, Process, Productivity, Results, Training
Tagged Great Sales Managers, Sales Productivity
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Tim Brown’s TED talk in July 2009 at Oxford argues the case for designers to think big. In his view, much of what now passes for design isn’t that important – it’s too incremental and has too little effect. It’s … Continue reading
Posted in Curiosity, Process, Productivity, Results
Tagged Design Thinking, Harvard Business, Jim Estill, Peter Senge
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Recently had the pleasure of hearing Avinash Kaushik, the head of Google Analytics, share his views on the need to re-think (web) analytics. His perpsectives added resonance to Peter Nicholson’s contentions that we’ve become data rich and attention poor. Avinash’s … Continue reading
Posted in Conversations, Metrics, Productivity, Results
Tagged Google Analytics, Peter Nicholson, Sales Productivity, Web Analytics
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Aberdeen’s 2009 Sales Automation Report reveals conditions with important implications for firms looking to gain a sales productivity advantage via uses of technology. Their survey of over 200 firms reveals that: being a Best-in-Class firm using sales automation tools is … Continue reading
Posted in Craftsmanship, Curiosity, Process, Productivity, Results, Return on Effort
Tagged Sales Productivity
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Peter Nicholson, President of the Council of Canadian Academies, notes how profoundly we’ve become information rich: the costs/unit of capturing, storing, and transmitting data have declined 10 million fold since the early 1960′s. “It’s as if a house that cost … Continue reading
Posted in Craftsmanship, Process, Productivity
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When things go wrong in companies, it’s really hard to achieve alignment between various business functions without the sobering effects of a common understanding of what’s going on. Fingers get pointed (rarely inwardly) and execs take turns throwing each other … Continue reading
