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: Harvard Business Review
Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get Serious About Sales” by: a/ cranking … Continue reading
An article to be published in the July edition of the Harvard Business Review shows the value of improving productivity in customer service by improving the Return-on-Effort for customers. It shows that delighting customers doesn’t build loyalty, reducing their effort … Continue reading
Posted in Conversations, Metrics, Process, Productivity, Results, Return on Effort, Sales cycles
Tagged Harvard Business Review
1 Comment
Productivity is business-to-business sales is increasingly driven by having engaging conversations with prospects and having more of them every day with the help of ‘smart’ tools that increase the odds. Creating conversations that engage prospects will seed future sales from … Continue reading
Posted in Conversations, Productivity, Results, Sales cycles
Tagged CPSA, Harvard Business Review, Jeremy Miller
1 Comment
