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.
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...
Savvy sales managers constantly hunt for places where a little coaching can have a big impact on sales performance. The right metrics can function...
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...
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...
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...
The Alexander Group does an annual survey of sales leaders' growth plans + tactics in conjunction with its Chief Sales Executives Forum. Amongst their...
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...
As 2011 draws to a close, time to reflect back on the over 6000 words I shared thru 18 blog posts this past year....
Twyla Tharp is an award winning choreographer whose ideas on creative habits provide, in my view, a wonderful blueprint for how B2B salespeople can...
Attended the Sales & Marketing 2.0 Conference earlier this week. It was time well spent. Four themes emerged: ONE: BUYERS NEED HELP + SAAVY FIRMS...
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...
My friend Ardath Albee regularly offers sharp perspectives on the effective use of content in sales and marketing via her Marketing Interactions blog. She...
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....
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…
Recently on LinkedIn, over 150 Sales + Marketing Executives shared their views on the #1 reason for failure in sales. Several things really struck...
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...
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...
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...
A client called me last week to ask if amacus was still working. Yes, I said. Why do you ask? "Ten days ago absolutely...
In this podcast, Steven Forth and I discuss our respective takes on the importance of improving the effectiveness of sales conversations and pricing negotations....