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: Sales Productivity
One of the statistical pioneers of Moneyball, Paul DePodesta, spotted ‘the tendency of everyone who played baseball to generalize wildly from their own experience. People always thought that their own experience was typical when it wasn’t.’ Might the same be … Continue reading
Posted in Metrics, Results, Return on Effort, Sales coaching
Tagged b2b sales, Moneyball, Predictable Success, sales analytics, Sales Productivity
Leave a comment
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
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
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
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
Leave a comment
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
