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John Cousineau
John Cousineau is the founder and CEO of innovative information inc. His firm helps sales organizationsincrease revenues by using analytics to identify, share, and improve best practices in Bus Dev.
In AntiFragile, author Nassim Taleb explains what companies can do to lower their risks of catastrophic events, despite prevailing complexities and uncertainties in sales and beyond.
Firms that thrive on uncertainty benefit more when they’re right, than harmed when they’re wrong. If...
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When we combine the #1 issue for CEOs with today’s economic downturn, what emerges are
12.5 Rules of B2B sales productivity. Each by itself is a path to improved performance.
The most productive firms are those who live by a combination of all 12.5:
Rule 1:
focus on outcomes
Being busy isn’t...
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According to
an HBR article, wise executives and management tailor their approach to fit the complexity of the
circumstances they face. This, of
course, begs the question: how correctly are leaders managing the complications
vs. complexities of B2B sales productivity? The article notes that...
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If you’re responsible for sales performance, you know your
chances at success are shrouded with uncertainties. Uncertainties create risks.
In B2B sales, most risks are downside risks; risks that something bad will unexpectedly
happen.
In some sales organizations, uncertainties + risks...
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