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: Process
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
co-authored with John Holland, Co-founder, CustomerCentric Selling In a recent presentation for Corporate Visions, Scott Santucci of Forrester Research noted that CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies. In … Continue reading
Posted in Metrics, New hires, Process, Productivity, Results, Return on Effort, Sales coaching, Sales cycles
Tagged Adaptive Sales Organizations
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co-written with John Holland, co-Founder, CustomerCentric Selling Some reflections on lessons we’ve been learning from our buyer-guided approach to business development. First, most folks doing business development aren’t having nearly the success day-to-day that they think they’re having. Buyers are … Continue reading
There’s a commonly held view that sales is a numbers game and success depends upon how hard Reps try. Most sales organizations measure day-to-day sales performance by counting activity. How many: calls were made, meetings were conducted, proposals were issued, … Continue reading
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
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
