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 sales performance by counting activity. How many: calls were, meetings were conducted, proposals were issued, etc. In this equation, more...

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 like coaching radar. Saavy sales coaches are just like saavy sports coaches. They use radar-like data to affect the outcome...

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 with. They're curious. They're motivated. They're not easily discouraged by poor, early, results. More proof that curiousity matters. it takes…

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 disappointing, it's often because calls and emails are, instead, product-centric. In response, I commented that we've seen brief, customer-centric, easy to...

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 seeing vendors with a sharply defined WHY gain access to new leads faster, and more predictably, than those who lack...

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 findings for 2012: Sales leaders expect their firms' growth to outpace economic growth in 2012 They also expect growth goals to…

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 many ways, nicely summarize his thinking. CustomerCentric Selling and Re-Thinking the Sales Cycle. A summary of our recorded 30 minute...

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. They were, in the end, a window into the work of our clients. With a big thanks to those of...

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 find their groove and perform at their peak. In this recent interview, Tharp discusses how she coaches dancers to get...

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 RESPONDINGBuyers are looking for sellers that can create more value, faster. At the same time, buyers are also looking...

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 with our clients is a vastly different picture. When viewed thru the lens of how much buyer response Reps are...

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 recently asked a brilliant question: 'what does a click really mean?' She and I recently had great fun debating the...

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. It isn't information. It's a problem of 'how do people behave'. Behaviors, at the best of times, are hard to change....

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 : Lisa, in a nutshell, what are saavy firms doing to energize their sales growth? L : Three areas must…

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 me from the conversation to date. Learning's gotten little air time. Nor has better coaching. The need for it. The...

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 briefed attendees on the results of their initiatives + reflections on industry trends. Attending vendors shared their latest client...

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 those attending the AA-ISP Leadership Conference. It's a rare back-to-back opportunity to discover what thoughtful business leaders are doing to...

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 call. Valued colleagues such as Trish Bertuzzi suggest it's made it easier than ever to get prospects on the phone....

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 everything our sales team was doing simply stopped triggering any buyer actions." Well, I said, the bad news is that...

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. This includes the importance of uncovering buyer value in improving both. We also discuss some of the fears and challenges...

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