“The world’s getting more complex and fast paced, and the consequence of that is we need to be a little more curious about what actually might work.“
In today’s fast-moving sales environment, it’s often the case that when sales managers meet to discuss less-than-stellar sales performance, they spend most of their time trying to figure out what the problem is and less of their time developing a solution.
But what if sales teams were armed with relevant data that allowed them to measure performance and adjust course quickly if need be? What if sales executives could pinpoint problems so they could develop effective solutions on the fly?
My guest today believes that “measuring what counts” so sales teams can see what’s working and what’s not, is the first step to achieving amazing sales results.
On today’s episode, I talk to John Cousineau, CEO and founder of Amacus, a Saas software company that provides “Fit-Bit”-like analytics to drive faster B2B revenue growth.
John and I talk about the biggest mistakes companies make when trying to overcome sales problems, and how to narrow the gap between top-performing reps and the rest of their colleagues.
“In a lot of organizations what you’ll find today is that when you have a meeting, 90 percent of the time is spent coming to a shared agreement on what reality is, and 10 percent of the time is spent talking about what to do about it,” John says. “Our goal is to say, ‘What if we could flip that on its head? What if everybody going in had a read on what reality looks like?”
Today, we talk specifically about how companies can utilize data to drive revenue growth, how to adjust behavior to drive results and how curiosity can improve overall sales performance.
I know you’re going to love this discussion, and you’re going to learn a ton from John Cousineau on this edition of Grow My Revenue!
Listen to this episode and discover:
- How to “work backwards” to gain better understanding.
- Why salespeople should be more curious.
- Why the stated problem is never the real problem.
- The most important question sales teams should ask at the end of the day.
- And so much more…
John Cousineau is a self-described “lifetime data nerd.” CEO + Founder of AMACUS, a Saas software, John’s been improving business performance with analytics and visualizations for more than 35 years. InsideView has cited him as one of the top sales industry users of social media. He’s been blogging for Salesforce.com since 2013.
“Imagine what it would be like if you could actually see and understand the game of sales performance in such a fresh way that you could get results that others would look at and say that’s not possible,” John says.
In this episode, John talks about:
- Why taking notes of what you learn from a client meeting is critical to success.
- How one company took the insights they learned and applied them to achieve amazing sales results.
- What sales managers should ask of their sales reps during debrief meetings.
- Why sales teams should nurture a mindset of ongoing experimentation.
“The world’s getting more complex and fast paced, and the consequence of that is we need to be a little more curious about what actually might work,” John says.
Tune in for all of these nuggets of wisdom, and more, on today’s Grow My Revenue with John Cousineau.
Also Sponsored By:
Check out John Ruhlin’s new book Giftology. John is a brilliant guy, and his book is sure to be an instant bestseller.
If you enjoyed this session with John Cousineau let him know by clicking on the link below to send him a quick message on LinkedIn or Twitter:
What’s On Your Mind
As always, this episode provides inspiration, entertainment, and especially an actionable message that can drive remarkable results – and if you have any questions for a future episode, contact me.