Feb 18, 2016 By John Cousineau

The Execution Edge

One of the common themes in conversations we’re having with business executives is how different things are today than they were 1, 3, or 5 years ago. Many say that sales which used to come predictably and quickly are now less predictable and taking twice as long to close. In response, firms... Read More

Sales

Nov 25, 2015 By John Cousineau

3 Productive Sales Execution Practices for Uncertain Times

The pace of change is quickening, and things seem less predictable then they used to be. The US military has an acronym to define this delightful ‘new reality’: VUCA. Volatility. Change happens faster. It can appear out of nowhere. Uncertainty. Outcomes are less predictable. What once worked might... Read More

Sales

Sep 09, 2015 By John Cousineau

How Adaptive is Your B2B Sales Organization

In a 2012 presentation for Corporate Visions, Scott Santucci of The Alexander Group (at the time, with Forrester Research) noted that CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies. In response, we're seeing savvy... Read More

Sales

May 13, 2015 By John Cousineau

Scaling Up Your Lean Revenue Machine

Scaling Up, from Verne Harnish, is a practical handbook on all the little things, done right, that let savvy firms achieve exceptional growth. It combines engaging talent, savvy strategy, and effective execution with sound cash management. It makes the growth journey a successful and fun ride for... Read More

Sales

Apr 02, 2015 By John Cousineau

Aligning Strategy and Sales Accelerates Profit Growth

Many execs struggle to find the secret sauce to accelerating profit growth. In Aligning Strategy and Sales Frank Cespedes advocates aligning the efforts of strategists and sellers to implement effective growth strategies. Cespedes explains why: such alignment matters, it’s normally not... Read More

Sales, Leadership

Feb 18, 2015 By John Cousineau

Eliminate Two Learning Bottlenecks in B2B Sales Productivity

In his book How We Learn, New York Times science reporter Benedict Carey argues that more studying isn’t the key to learning more — smarter learning practices are. In my view, for B2B sales, his findings have implications for two common learning bottlenecks, namely the opportunities for: learning... Read More

Sales

Dec 09, 2014 By John Cousineau

The Missing Link for Breakthrough Sales Results: Performance Analytics

In his new book, Sales Process Excellence, Michael J. Webb advocates iterative, process-oriented, approaches to improving sales performance. In his view, there’s a missing link that hinders most companies from achieving sales process excellence: a lack of performance analytics that let everyone... Read More

Analytics, Sales

Nov 07, 2014 By John Cousineau

Making B2B Sales Efforts Count Requires More Than Just Counts

You’re making your revenue growth plans for the New Year. You’re looking to finish out Q4 with a bang. Consider what savvy firms are doing to out-perform revenue expectations. They’re changing how they execute on their front-lines in B2B sales. They’re succeeding ‘beyond the odds’, with a... Read More

Oct 16, 2014 By John Cousineau

At Dreamforce, Making Better Happen

Since the mid-1970s, I’ve been privileged to witness many organizations’ efforts to improve their performance. Many of their successes were enabled by advances in computing. The focus has been on creating ever simpler, faster, ways for individuals to get specific tasks done. In recent years, in my... Read More