In B2B Sales, Better Practices are About to Trump Best Practices


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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 better results. By replicating the best of others. It’s the opposite of what’s working in elite athletics.

In recent years there’s been significant gains in bettering elite athletic performance. As chronicled in Faster. Higher. Stronger by Mark McClusky, lots of little things that’ve been learned have become ‘big things’. It’s raised the high water mark of what performance can look like. It’s also produced less variance than ever before between those who finish first and those who finish last.

An example: the Women’s 100 meter final at the 2007 World Championships. Which ended in a photo finish. With a nearly imperceptible difference between who finished 1st vs. 2nd and an insanely packed field in which almost everyone else was also close to winning.

It’s the by-product of breaking the keys to performance down, with execution analytics, in ways that enable:
– clarity on all facets of what it takes to perform at an elite level
– a focus on getting better on all of the many things that, by themselves, would normally seem tiny
– ‘stacking effects’ in better results from an aggregation of marginal improvements at all of the little things that matter.

B2B sales is about to reap similar rewards. With clarity on the basics of what it takes to be successful. From personalized analytics that make everyone self-aware of their own performance. The adage ‘I never knew’ is about to fade away. ‘Getting better’ is about to become the new norm. As sales pros learn, with execution analytics, how to better their game, they’ll see better results that others will envy.

Ask any elite athlete about ‘bettering performance’. What they know, B2B sales pros are about to discover.

Republished with author's permission from original post.

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.


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