John Cousineau

With More Focus on Craftsmanship and Less On Prediction, Sales Productivity Will Predictably Improve

In the elusive hunt for ways to improve business-to-business (B2B) sales productivity, it's tempting to conclude that something's missing. As Scott Santucci noted at Forrester's inaugural Sales Enablement Forum, in the tech sector there's been a 9 year growth in the spend on sales...

The Craft of B2B Sales Is Becoming Like the NFL

The following is my adaptation of Allan Maki's take on how the NHL is becoming like the NFL. The parallels between his observations in hockey with what we're seeing in business-to-business sales strike me as too profound to ignore. The wisdom in these observations...

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