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: Sales coaching
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
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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Twyla Tharp is an award winning choreographer whose ideas on creative habits provide, in my view, a wonderful blueprint for how B2B salespeople can find their groove and perform at their peak. In this recent interview, Tharp discusses how she … Continue reading
Posted in Craftsmanship, Sales coaching, Training
Tagged Creative Habits, Twyla Tharp
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