John Cousineau

Nine Factors That Shape Your Bus Dev 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 see as the greatest barriers to higher productivity in Business Development. From what we’re seeing, a firm’s Bus Dev productivity is...

Why Conversations That Matter Really Matter in B2B Sales

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 that matter’ are often what Steven Johnson refers to as ‘collisions of small hunches’. He sees so much value in...

In B2B Sales, Better Practices are About to Trump Best Practices

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 better results. By replicating the best of others. It’s the opposite of what’s working in elite athletics. In recent years there’s...

7 Deadly Sins in B2B Sales Productivity

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/ NOT TALKING WITH STRANGERSIt’s hard to meet strangers, get to know them, and win them as new customers. It’s harder...

6 Keys to Conquering B2B Sales Uncertainties with Rookie Smarts

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 old ways of working. Pressures abound. Exhaustion prevails. In her book Rookie Smarts, Liz Wiseman explains why, in this new...

Small Changes That Spark ‘Better’

In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have implications both for how to get buyers to ‘better’ their situations AND get sellers to ‘better’ their practices ....

Why Learning Beats Knowing in B2B Sales Productivity

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 to do a job. You know you know so little, and need to know so much. You arrive with the...

Great. In B2B Sales, You’re Winning More Conversations. Now What?

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 hard to do. Here’s why, and some things you can do about it. It’s often a struggle for sales teams to...

Four Keys to Improving Your B2B Sales Productivity With More Meaningful Conversations

Jim Ware @thefutureofwork wrote a thoughtful piece, recently on Conversations that Connect. Conversations shrouded with respect, curiosity, trust, integrity, openness, and a deep commitment to engaging. The kind we often have, instinctively, with those who are closest to us but often struggle to have...

5 Simple Practices for Driving Aggressive Sales Growth

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 growth. Five of the simple practices he advocates: BE BRIEFReal brief. Have a ‘power pitch’. For the ‘Zero Moment of Truth’...

Are Your B2B Sales Reps Passionate In Their Work?

John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture passionate employees as a...

Gritty Efforts Improve Your Odds of Success in B2B Sales

Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work that it takes to eventually reap the rewards of exceptional performance. In B2B sales, ‘grit’ means making contact attempts, every day....

Making What Counts Really Count [in B2B sales productivity]

Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but they never produce results unless activities generate positive outcomes. He goes on to suggest that most salespeople fail because they take too little action or have inconsistent practices.  I...

B2B Sales Gets a Needed Nudge from Canada’s New Anti-Spam Law

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 who’ve given you permission; OR face fines of $1m-$10m for every time you fail to do so. Some have decried the...

Bob Thompson’s Guide to Being Top Performing + Customer-Centric

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 matters. He shows why the best strategies are value creating, by design, for customers; and why the best firms are...

Some Nuggets of Wisdom [from Jill Konrath] on Agile Selling

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 one thing Reps need to do more of to be successful.’ Her answer: ‘think’. She had my attention, then, and...

5 Keys to Learning Productive B2B Sales Practices, Fast

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 it can take just 20 hours to learn the basics. Josh Kaufman, author of The First 20 Hours, explains the 5...

The Value of Auto-Analytics in Improving B2B Sales Productivity

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. In this interview, Joe offers his perspectives on how auto-analytics improve sales performance by reducing the risks of surprisingly poor...

In B2B Sales, Making the Invisible Visible Makes Seemingly Impossible Productivity Possible

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 visible with analytics. His perspectives underscore the potential for analytics in B2B sales to drive improved performance. A summary of...

11 Rules for Creating Buyer Value by Just Listening [a core skill in B2B...

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 sales conversations. Creating buyer value requires a deep understanding of a buyer's situation. Effective listening improves the odds of gaining...

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