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: 2012
It’s been a good week. Time to reflect on some of the things we’ve seen and learned: new sales hires are a joy to work with. They’re curious. They’re motivated. They’re not easily discouraged by poor, early, results. More proof … Continue reading
Gary Hart’s post “Are Your Prospecting Results Disappointing” thoughtfully explains how customer-centric messaging attracts buyers to engage in sales conversations. Conversely, when results are disappointing, it’s often because calls and emails are, instead, product-centric. In response, I commented that we’ve … Continue reading
As quarter-end approaches, reflections on what we’ve learned recently with implications for next quarter: 1/ ‘WHY’ IS THE KEY TO GAINING ACCESS In general, we’re seeing vendors with a sharply defined WHY gain access to new leads faster, and more … Continue reading
Posted in Change management, Craftsmanship, Curiosity, Metrics, Productivity, Results, Return on Effort, Sales coaching
Tagged Canada, CEO, REALLY, Sales Reps
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The Alexander Group does an annual survey of sales leaders’ growth plans + tactics in conjunction with its Chief Sales Executives Forum. Amongst their findings for 2012: Sales leaders expect their firms’ growth to outpace economic growth in 2012 They … Continue reading
Posted in Change management, Process, Productivity, Results, Sales coaching, Training
Tagged Predictable Success, ROI, sales analytics, Sales Productivity
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Recently had the pleasure of gaining John Holland’s perspectives on the keys to high performing sales teams. The titles of John’s best-selling books, in many ways, nicely summarize his thinking. CustomerCentric Selling and Re-Thinking the Sales Cycle. A summary of … Continue reading
