John Cousineau
As President of innovative information Inc., John is leading efforts to improve B2B sales productivity via innovative uses of technologies and information. Amacus, his company's patents pending sales software, is one of his vehicles for doing so. Amacus triggers sales performance by showing Reps what they're achieving from what they're doing, based on buyer actions. John's spent over 35 years harnessing information in ways that accelerate business productivity.
For the past couple of months, we’ve been informally surveying senior execs, sales managers, and seasoned sales reps. Seeking to better understand what they...
In B2B sales, some conversations really do matter more than others. They provoke ‘better’.With insights that could never have occurred ‘on their own’. Such ‘conversations...
In B2B sales, there’s an unending curiosity to discover and replicate ‘best practices’. It’s an attempt to hit home runs in the hunt for...
Top performing reps are endlessly finding ways to improve their performance. The rest? They’re ‘performance sinners’. Often unknowingly. Their 7 deadly performance sins : 1/...
As the pace of change at work quickens, it gets harder and harder to execute with impact. Experience becomes a curse. It traps us...
In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have...
In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up...
In B2B Business Development, good 1st conversations with buyers are the key to having more ‘next conversations’. It’s easy to say, but can be...
Jim Ware @thefutureofwork wrote a thoughtful piece, recently on Conversations that Connect. Conversations shrouded with respect, curiosity, trust, integrity, openness, and a deep commitment...
Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales...
John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation....
Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work...
Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but they never produce results unless activities generate positive outcomes....
On July 1st, Canada’s Anti-Spam Law came into effect. You now have a simple choice: obey the law by emailing only those folks...
In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it...
Jill Konrath’s perspectives on selling with impact are always worth noting. In an on-line interview, a few years ago, she was asked: ‘what’s the...
Research shows it takes 10,000 hours of practice done over roughly 10 years to achieve the pinnacle of performance: craftsmanship. However, research also shows...
The Miller Heiman Research Institute, led by Joe Galvin, EVP, provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance....
At the Dachis Group's Social Business Summit in March 2013, John Hagel explained the emerging potential to improve business performance by making the invisible...
In B2B sales, conversations with buyers are the key to cash. A Rep's productivity is often determined by the buyer value being created in...