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 Reps
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
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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UPDATED JUNE 23, 2010 When we combine the #1 issue for CEOs with today’s economic downturn, what emerges are Twelve Rules of B2B sales productivity. Each by itself is a path to improved sales productivity. The most productive firms are … Continue reading
Posted in Process, Productivity, Results
Tagged Chet Holmes, Give Reps, Sales Reps, Twelve Rules
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Information can have a dramatic effect on the choices people make. It’s especially true when its relevance is apparent, and it’s available without interrupting user behavior. When this happens, users make much smarter choices than ever before. They acquire a … Continue reading
It’s typically hard, if not impossible, for a Sales Rep to know when might be the best time to call a new prospect. This means many calls are typically wasted on prospects who either aren’t interested in a call or … Continue reading
While it’s still early, the market rumblings of the past few weeks are starting to give rise to concerns in B2B sales and marketing circles about the uncertainties that lie ahead. According to a survey just released by LEAPJob, Sales … Continue reading
Selling business-to-business is time consuming and effort laden. It’s increasingly taking more time and more effort. String together the findings of several industry studies and it becomes clear that something isn’t working. As noted in our just released whitepaper: win … Continue reading
