About Author
John Cousineau
President, Innovative Information. Thirty years in operations research. Pioneer in internet-enabled business practices. Otherwise, just an ordinary guy.
Tag Archives: craftsmanship
Had a fascinating chat recently with the lead for a multi-billion dollar firm’s sales performance improvement initiatives. It’s their firm’s number one business growth strategy for 2013. His biggest challenge? Where to start. It’s tempting to offer up a recipe … Continue reading
In a recent article, John Hagel of Deloitte’s Center for the Edge notes that the empowered employee is coming, it’s inevitable, and asks: is the world ready? As companies increasingly struggle to compete for leading talent, he sees savvy firms … Continue reading
Posted in Craftsmanship, Curiosity, Metrics, Sales coaching, Training
Tagged craftsmanship, John Hagel, Moneyball, Predictable Success, productivity, sales analytics
Leave a comment
In Flat Army, Dan Pontefract outlines his take on why it’s important, today, for firms to become connected and engaged. In his view, it’s time to connect the dots between leadership, engagement, learning, technology, and collaboration as a path to … Continue reading
In AntiFragile, Nassim Taleb explains what firms can do to lower their risks of catastrophic events, despite prevailing complexities and uncertainties. He describes such firms as the opposite of ‘fragile’ … ergo, Antifragile. They’re firms that thrive on uncertainty by … Continue reading
Posted in Craftsmanship, Metrics, Productivity, Return on Effort, Sales coaching
Tagged Antifragile, Black Swan, craftsmanship, Moneyball, productivity
1 Comment
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-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
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
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 agile, b2b sales, CEO, craftsmanship, habits, productivity, Sales Reps
Leave a comment
