John Cousineau

Are you counting sales efforts, or making sales efforts count?

There's a commonly held view that sales is a numbers game and success depends upon how hard Reps try. Most sales organizations measure day-to-day...

Improving B2B Sales Productivity Requires Designed Interventions

Savvy sales managers constantly hunt for places where a little coaching can have a big impact on sales performance. The right metrics can function...

Reflections on a Week of Small Improvements in B2B Sales Productivity

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...

One Change That Can Double Your B2B Sales Productivity

Gary Hart's post "Are Your Prospecting Results Disappointing" thoughtfully explains how customer-centric messaging attracts buyers to engage in sales conversations. Conversely, when results are...

3 Lessons to Seed Improved B2B Sales Productivity In The Coming Quarter

As quarter-end approaches, some reflections on what we've learned recently with implications for next quarter: 1/ 'WHY' IS THE KEY TO GAINING ACCESSIn general, we're...

Sales Leaders’ Priorities for 2012 – Survey Results

The Alexander Group does an annual survey of sales leaders' growth plans + tactics in conjunction with its Chief Sales Executives Forum. Amongst their...

Exceptional sales performance requires exceptional buyer experiences

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...

5 lessons from informed innovations in B2B sales productivity in 2011

As 2011 draws to a close, time to reflect back on the over 6000 words I shared thru 18 blog posts this past year....

Lessons for B2B Sales Coaches From a World Class Choreographer

Twyla Tharp is an award winning choreographer whose ideas on creative habits provide, in my view, a wonderful blueprint for how B2B salespeople can...

4 Key Take-Aways from the Sales & Marketing 2.0 Conference

Attended the Sales & Marketing 2.0 Conference earlier this week. It was time well spent. Four themes emerged: ONE: BUYERS NEED HELP + SAAVY FIRMS...

Are All Your Current B2B Sales Practices Really Best Practices?

It's impressive to meet sales leaders with the confidence that they've locked into highly repeatable best practices with their sales teams. What we're seeing...

In B2B Sales, It’s Time For Some Mouse-to-Mouth Resuscitation

My friend Ardath Albee regularly offers sharp perspectives on the effective use of content in sales and marketing via her Marketing Interactions blog. She...

Want better sales performance? It’s about time.

As any sales manager or CFO can attest, improving sales performance is a tough, time-consuming, task. The problem isn't technology. It isn't sales skills....

Energizing B2B Sales Growth Requires a Customer-Centric Plan, Passion, and Systems

Recently had the pleasure of comparing notes with Lisa Nirell, founder of EnergizeGrowth,and a blogger with FastCompany. Following are excerpts from our conversation. ++++++++++++++++++++++ J :...

The #1 Reason Salespeople Fail

Recently on LinkedIn, over 150 Sales + Marketing Executives shared their views on the #1 reason for failure in sales. Several things really struck...

A Quick Take from the AA-ISP Leadership Summit on What Saavy Sales Leaders Are...

At the AA-ISP Leadership Summit, forward-thinking sales leaders compared notes on what best-in-class inside sales teams are doing to improve their performance. Industry leaders...

What’s Next On The Path To Improved B2B Sales Productivity?

Really looking forward to re-connecting with the thoughtful leaders who will be attending this year's Sirius Decisions' Summit. Also looking forward to connecting with...

It’s Easy to Reach Prospects When They See Value in Letting You Do So

A fascinating conversation this week on Focus.com suggests that inbound marketing is now letting firms sit back, waiting for buying signals that warrant a...

Great News! What We’re Doing Isn’t Working!

A client called me last week to ask if amacus was still working. Yes, I said. Why do you ask? "Ten days ago absolutely...

How To Get More Value From Sales Efforts

In this podcast, Steven Forth and I discuss our respective takes on the importance of improving the effectiveness of sales conversations and pricing negotations....

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