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...

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...

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...

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/...

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...

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...

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...

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...

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...

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...

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....

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...

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....

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...

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...

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...

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...

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 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...

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...

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