About Author
John Cousineau
President, Innovative Information. Thirty years in operations research. Pioneer in internet-enabled business practices. Otherwise, just an ordinary guy.
Category Archives: Change management
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
As 2011 draws to a close, time to reflect back on the over 6000 words I shared thru 18 blog posts this past year. They were, in the end, a window into the work of our clients. With a big … Continue reading
We’re extremely proud to announce that amacus has been awarded the Gold Medal in the 2011 Top Sales and Marketing Award in the category of ‘Top Selling Solution’. We’re particularly flattered to have done so in a competition with 11 … Continue reading
Posted in Change management, Industry, Metrics, Process, Productivity, Return on Effort, Sales coaching
Tagged Gold Medal
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Attended the Sales & Marketing 2.0 Conference earlier this week. It was time well spent. Four themes emerged: ONE: BUYERS NEED HELP + SAAVY FIRMS ARE RESPONDING Buyers are looking for sellers that can create more value, faster. At the … Continue reading
It’s impressive to meet sales leaders with the confidence that they’ve locked into highly repeatable best practices with their sales teams. What we’re seeing with our clients is a vastly different picture. When viewed thru the lens of how much … Continue reading
Posted in Change management, Craftsmanship, Metrics, Productivity, Results, Return on Effort, Sales coaching
Tagged sales analytics, Twyla Tharpe
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As any sales manager or CFO can attest, improving sales performance is a tough, time-consuming, task. You implement enabling technology. You recruit great sales skills. You gain access to valuable information. Your team uses these resources and tries hard. Yet, … Continue reading
