Old School, New School? Any School Right Now!

Posted by Jack Derby, Head Coach on Tue, Dec 11, 2018

Being a disciple of the high priests of David Meerman Scott, the guys at Hubspot and the gurus of Jamie Turner, Mike Troiano, Dan Tyre and Mike Volpe over the past decade, I'm an Inbound Marketing kind of guy!.  

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Tags: Tufts Entrepreneurship, sales motivation, creating trust in sales, sales management productivity, inbound, interns for marketing projects, Tufts internships, testimonial, Tufts Entrepreneurship Center

Since our Future is Right Now, 10 Ideas to Take Control Today

In the billions of years of time, we hopefully have 60 or 80 of those in which we can make a difference, so  let's start, beginning today, with taking control over the next 150 real work hours remaining in this quarter! 

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Tags: Tufts Entrepreneurship, sales effectivness

Today, it's About 22 More Days of Giving Thanks & Selling

Thanksgiving is right around the corner and while most normal people are already thinking about the 3 F's of Family, Friends, and Football, guys like me are calculating just how many selling days there are left in the year.  The Answer: 

at Best, there are 22 selling days left in the year !

- First, you should thankful that there are 22 !
- Second, 22 is a maximum number !
-The obvious days of this Wednesday & the immediate days after any of the holidays are not included.
- Even if you and your Champion are around post-Christmas, the probability of everyone involved in the process is zero !

-And, btw, there are a huge amount of other end-of-year distractions much more important than you between now and then.  
- So, now is the time to plan out every possible day that you can own of those 22 days. 

One of our most highly respected, most resourceful and most energetic sales leaders, Colleen Honan, CRO at Brainshark, refers to this detailed selling process as "Your Plan to Make Plan", which gets right down to what I call "Selling on Streets not States":

  • In a quarter, in a month, and certainly in these 22 days, planning is not about strategy !
  • It's about planning out next week's daily activities and the following week's tight travel and calls !
  • It's planning travel at a street-by-street, city-by-city level travel to maximize your efficiency !
  • It's about re-doing your Discovery Checklist and asking questions about prospect's holiday plans.
  • Nothing is worse than having a commit and then learning that the Purchasing Manager is skiing.
  • It's about taking today/tomorrow and making tons of calls and emails to get December meetings,
  • At the very least, you should be reaching out to wish your prospects  "Happy Thanksgiving!" 

Had the occasion to have breakfast with my close friend, Dan Tyre, last Tuesday at Hubspot headquarters in Cambridge.  Picture I took sports Dan's Movember Stash.

Clearly, THE MOST ENERGETIC SALES LEADER I know anywhere, any company, at any time ! 

In addition to being a superb sales pro, a Hubspot evangelist and director, a highly experienced and acclaimed speaker, he has just published his most recent book on The Inbound Organization-How to Build Your Organization Using Inbound Principles, not just "another" inbound marketing book, but a fundamental guide for both selling and marketing in today's totally changed customer world !

Download now, skim over this weekend, see what nuggets you could use for these 22 days, then read it completely over the next couple of weeks !

 

So, that's it here on a Monday morning!  Time to get moving, but before you do...

Tufts- "Content in Context" Marketing projects

It's that time of year again, when I go out to our greater blog, LI, FB and Twitter communities and begin the process of soliciting complex, semester-long Marketing projects for next semester.

When I began teaching at MIT 20 years ago, and then at Tufts 13 years ago, I quickly realized that the only way I was going to provide any meaningful content...and keep my students awake...was to wrap that content within the context of real companies who needed new or updated marketing plans. 

Our clients for these courses range from tiny startups often looking for their first marketing plans to large public corporations who are launching new products or are looking for a different perspective from young adults.

  • We're looking for six Marketing projects for the spring semester which starts mid January
  • Your marketing project might be for an entire company or for a specific product
  • Out clients' businesses range in size from startup companies to public corporations
  • Each project will be assigned to a student team of four to six students
  • At least two of each team will have solid prior marketing sales experience
  • The project definitions and the syllabus are sent to the students on December 26th 
  • There is research work that they will need to do in January before coming to class
  • The deadline for applications to be submitted to me is December 7th 

If you are interested in participating, please just email me at jack.derby@tufts.com or text me (617-504-4222), and I will send you the instructions of how to participate. 

Have a great day selling something today!    

 

 Please stay connected!

Jack Derby, Director, TEC-Tufts Entrepreneurship Center
Cummings Family Chair Professor of Entrepreneurship
Spark-Incubate-Accelerate@Tufts
Come to our Events

Cell:  617-504-4222 jack.derby@tufts.edu  

Advisor, Derby Management, experts in-
-Sales & Marketing Productivity
-Business and Strategic Planning
WHAT WE DO AT DERBY MANAGEMENT
   


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Tags: Tufts Entrepreneurship, sales effectivness, sales management plans, inbound, sales process, interns for marketing projects

10 Lessons for Success from a Serial Entrepreneur!

At the Tufts Entrepreneurship Center, in addition to shepherding 450 enthusiastic and curious students a semester among 16 wicked smart professors, I've been focusing on building an event structure throughout the year that leads up to our $100K New Venture Competition in the spring.  Right now, you should Mark April 5th in your calendar and come and participate in what Forbes ranks as one of "The top 15 business plan contests in the country." 

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Tags: Tufts Entrepreneurship, jack derby professor at Tufts, value propositions, sales leadership, creating trust in sales, sales management plans

The Boys on the Bench...and Marketing

Posted by Jack Derby, Head Coach on Thu, Oct 11, 2018

Vermont's Marketing in the Fall 

25% of Vermont's tourist dollars come as a result of four weeks during the leaf-peeping season from caravans of busses out the Midwest and outright commercialism of marketing and selling everything that is the essence of Vermont. 
To the left is a picture from last weekend taken from my dirt road 'bout half a mile from my house.  Doesn't get Vermont-better than this in terms of the beauty that is the fall...and the tourist dollars that come rolling in as a result.

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Tags: Tufts Entrepreneurship, creating trust in sales, sales careers, sales management productivity, Sales Hiring Perfectly, value propositions, jack derby professor at Tufts, Tufts university

Zen & Entrepreneurship-A Need to Simplify

Posted by Jack Derby, Head Coach on Tue, Sep 25, 2018

When I became the Director of the Tufts Entrepreneurship Center, one of the Center's professors, a great guy and a superb instructor noted in our first faculty meeting "since you are the oldest..." , at which time, I jokingly cut him off, and he quickly course-corrected to point out... "I meant, you've been teaching here the longest". 
I've also realized during the last six months through Tufts' very unique perspective on entrepreneurship, innovation and research, that age has its benefits.  

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Tags: Tufts Entrepreneurship, entrepreneurship, entreprenurial

Acceleration-3 Steps to Improve

Two thirds of the way through this superb summer and plenty of time left to take a bit of vaca, squish the sand between the toes, pack those gotta-read-this-summer books into the beach bag, and in general just prepare yourself physically and mentally for the wicked fast acceleration into the first week of September. 

The Dog Days of August occur  when everyone realizes that the beginning of the summa' has passed them by, and now there's just five weeks left to take some time off and do that forced relaxation thing.  Forget trying to find anyone in France or Italy, and the same applies to any venture or PE person in the U.S, who all seem to be hiding out on Nantucket. It is what it is, and September will be here soon enough.  To a degree, who cares, since this is all about you, so right now, this morning, click open your calendar and just mark off all the days you can with the words "beach", "golf", "kids" or "nothing".  You won't get another chance since when it's over, it's over 

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Tags: Tufts Entrepreneurship, sales plans for 2018, entrepreneurship, Tufts internships, Tufts ELS program, HubSpot Tips, jack derby professor at Tufts

It's all about time...sales, management, and entrepreneurship!

You cannot not like Michael Porter... 

The guy is just brilliant!  Been around for a long time.  Lots of books.  Got the Five Forces Thing down.  Senior professor at HBS.  Has a building on campus named after him.  And, he's a true Renaissance Man, who continues to do research, write and still actively teach. The Real Deal !

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Tags: Tufts Entrepreneurship, sales effectivness, sales management plans, entrepreneurship, sales planning meetings, entreprenurial, Tufts ELS

Celebrate The Revolution !

Thanks for closing the Q on time and even squeaking in those last few orders on Friday afternoon before the closing bell !  This morning, whatever the number was, it feels good to have the wind at your back and a new page open to a new week, a new month and a new quarter !  Still lots of room between now and the end of December.    

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Tags: strategic planning, business plans, business coaching, business planning, strategic

Everything's in Place in VT & in Sales-Today's # is 3

 

"A clean forest is a happy forest !"

In the tiny town of Bondville (Federal government's name) and/or Winhall (the State's name), population 647, I was out in my Vermont woodlot this past weekend. Always a work process of love for the land that is good for my head, the soul and especially for the woods!  
My family has lived in this valley for over 250 years, and I have enough great grandfather and grandfather stories of real entrepreneurship to fill a book. I think that it's not by coincidence that I'm now director of the Tufts Entrepreneurship Center, just two miles from my grandfather's first retail store opened in Davis Square in 1908.  Bapa left the not-so-rural town of Poultney, just 20 miles up the road a piece from where I live in Vermont, to settle in Somerville next to the Tufts campus.  

Last Friday, Mike, my trusted co-worker, and I were deep in the Vermont muck with chain saws and ATV's cutting, bushwhacking, and generally cleaning up the final damage of the winta'. 

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Tags: sales careers, improved sales management, improving sales productivity, sales boot camps, sales management productivity, sales management training