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: habits
When poor sales performance persists, and everything you’ve tried hasn’t worked, it’s tempting to sit back and say ‘that’s just the way it is’. It’s probably the #1 reason sales performance problems DO persist. Skepticism. The Power of Positive Deviance … Continue reading
With complex problems, like uncertain revenue results from a sales team, choosing the most effective path to better performance can be really hard. Proving, afterwards, that you chose wisely can be even harder. In their forthcoming book – Decisive – … 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
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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
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