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: Conversations
Musicians know it takes practice to perform at their peak. The authors of Practice Perfect stress that practice makes permanent – so you had better get it right. So, based on what we’ve been learning with our clients, here are … Continue reading
Savvy sales managers constantly hunt for places where a little coaching can have a big impact on sales performance. The right metrics can function like coaching radar. Savvy sales coaches are just like saavy sports coaches. They use radar-like data … Continue reading
Posted in Change management, Conversations, Craftsmanship, Curiosity, Metrics, Productivity, Results, Return on Effort
Tagged b2b sales, change management, craftsmanship, habits, productivity
1 Comment
At the AA-ISP Leadership Summit, forward-thinking sales leaders compared notes on what best-in-class inside sales teams are doing to improve their performance. Industry leaders briefed attendees on the results of their initiatives + reflections on industry trends. Attending vendors shared … Continue reading
Really looking forward to re-connecting with the thoughtful leaders who will be attending this year’s Sirius Decisions’ Summit and/or the AA-ISP Leadership Conference. It’s a rare back-to-back opportunity to discover what thoughtful business leaders are doing to tease higher revenues … Continue reading
Posted in Change management, Conversations, Craftsmanship, Curiosity, Sales coaching
Tagged Sirius Decisions Summit
Leave a comment
A fascinating conversation this week on Focus.com suggests that inbound marketing is now letting firms sit back, waiting for buying signals that warrant a call. Valued colleagues such as Trish Bertuzzi suggest it’s made it easier than ever to get prospects … Continue reading
Posted in Conversations, Curiosity, Metrics, Process, Productivity, Results, Return on Effort
Tagged Trish Bertuzzi
1 Comment
In this podcast, Steven Forth and I discuss our respective takes on the importance of improving the effectiveness of sales conversations and pricing negotations. This includes the importance of uncovering buyer value in improving both. We also discuss some of … Continue reading
Posted in Change management, Conversations, Craftsmanship, Leverage Point, Metrics, Pricing, Productivity, Return on Effort, Sales cycles
Tagged CEO, Steven Forth
Leave a comment
It’s amazing how much you can learn about sales effectiveness by being a ‘victim’ of practices which badly miss the mark. For me, it last happened at Dreamforce. It’s an amazing conference, showcasing some of the latest + greatest tools … Continue reading
Posted in Conversations, Curiosity, Productivity, Return on Effort
Tagged IMO, Jaron Lanier, Kool Aid, NO
4 Comments
Attended the Sales + Marketing 2.0 Conference earlier this week in San Fran. My key take-away (with links to some related posts)? Sales productivity needs improving + it’s going to take ‘systems of engagement’ to get there. Systems which encourage … Continue reading
Posted in Change management, Conversations, Curiosity, Fun, Process, Productivity, Return on Effort
Tagged Chris Ball, Craig Rosenberg, Geoffrey Moore, Jim Dickie
Leave a comment
