About Author
John Cousineau
President, Innovative Information. Thirty years in operations research. Pioneer in internet-enabled business practices. Otherwise, just an ordinary guy.
Monthly Archives: May 2010
One of the recurrent themes of executive briefings at Sirius Decisions’ 2010 Summit was that sales productivity will be the next thing forward thinking marketing and sales leaders turn their attention to. Joe Galvin of Sirius Decisions suggested, as part … Continue reading
Posted in Metrics, Process, Productivity, Results, Return on Effort, Sales cycles
Tagged Money Ball, Sales Force Accounting, Sirius Decisions
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In my view, improving B2B sales productivity requires provoking sales people to confidently change what they’re doing to improve their Return-on-Effort. This requires giving them a viewfinder that lets them kill tactics that aren’t working and inspires them to practice, … Continue reading
