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: August 2010
Executives looking to win more business + speed up sales face a sea of choices. Every option’s offered as the right drug for curing the disease of declining sales productivity. Modify the structure of the sales organization with a shift … Continue reading
Posted in Change management, Metrics, Process, Productivity
Tagged Add Marketing Automation, IDC, Loss Analysis, ROI
3 Comments
A recent study from McKinsey on the basics of B2B sales success notes that “B2B customers say they care most about product + price, but what they really want is a great sales experience.” Hmmm … Are buyers getting valuable … Continue reading
