Success in Sales & at Tufts: Just 1 Requirement-Believe in Yourself !

Posted by Jack Derby, Head Coach on Mon, Nov 20, 2017

I've been manufacturing, engineering and selling most of my life....tech products, medical devices, sports apparel, and now consulting services.  It's a wonderful and exciting profession, but make no mistake, Sales is tough work:

  • Measurements occur every month and every quarter that totally define your success and income
  • Frequent rejections happen all the time due to the necessary waterfall math of any sales funnel
  • Positive energy is required all the time, even when you're knocked down once in a while
  • There's a requirement to consistently learn new skills, technologies and processes

The Question of the Day: Can Sales be "taught", or is it "just natural"?

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Tags: sales productivity, Sales Best Practices, sales plan process, Sales Hiring Perfectly, how to write a sales plan, sales plans for 2018

11,000 Species of Ants, Just 3 Sales Persona Rules

Posted by Jack Derby, Head Coach on Fri, Nov 10, 2017

Only if you're a Myrmecologist...

11,000 species is a bit of worthless trivia...unless, of course, you're a myrmecologist, a scientist specializing in ants...

...which, of course is a sub-specialist of being an entemologist, who is a scientist who studies the very broad category of all insects. 



So, who cares? 

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Tags: Sales Best Practices, Sales Management Best Practices, marketing effectiveness, how to write a sales plan, sales personas, sales effectivness

11/3/17 Marketing Lessons:Pricing-Adoption-Brand & Sales

Posted by Jack Derby, Head Coach on Sat, Nov 04, 2017

Teaching Marketing at Tufts... 

  • A consistent search for real life Marketing & Sales Plan projects for my students
  • 5-6 person teams work for 13 weeks on complex marketing and sales plan assignments
  • All of our academic content is woven into these assignments from real companies
  • I teach the tools; company management provides the real life experiences

The results are very positive and dynamically exciting from everyone involved

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Tags: sales effectiveness, sales enablement, sales planning, marketing effectiveness, marketing plans, how to write a marketing plan, sales management plans, how to write a sales plan, marketing planning, sales management productivity

Intersections, Connections, & More Sales

Posted by Jack Derby, Head Coach on Wed, Nov 01, 2017

I live & work at the intersections of...

  • The Company:
    At the firm, we work diligently to bring 25% jumps in Sales and Marketing productivity to our clients.
  • Tufts University:
    Teaching the science, tools, technology and metrics of Marketing and Sales.
    Most importantly, the teaching content of these courses is wound around 16 projects from real companies each year:  6 Marketing Plan projects in the spring, and 6 in the fall, plus 4 Sales Plan projects in the spring.  As a result, I am always looking for new companies, which is the purpose of this blog...more in a couple of paragraphs
  • Jobs Creation: 
    Connecting Tufts students to great jobs and opportunities!

    This service began when a few students (Emerging Jumbos) would get hired by their marketing and sales project companies during the semester.  Then, this process of creating connections easily expanded and quickly multiplied because I was able to open doors at companies like Hubspot, Brainshark, Fidelity, Amazon, Google, LinkedIn, Silicon Valley Bank, Facebook, Oracle, NetSuite, Microsoft, and tens and tens of other "Great Places to Work". 

    Of course, that initial seeding of my alums into those companies has over the years led to lots of semi-annual calls from me that start with "Hi, I need a favor and could you give some guidance to one of my current students." 
  • Everyone of my alums knows the deal when they get that first job...it's time to pay back, and at some time, they will get "I need a favor call".

    The whole process works, and it has two wonderful consequences. 

    1.  It opens doors that would otherwise be closed or, at best, would be very difficult to open. 

    2. It keeps me in constant contact with my alums in their career journeys

    So, I was very pleased to receive last week, from Emani Holyfield, who now works in HR at Google (and is one of "My Personal Best Tufts Team" !) this video on The 8 Laws of Branding by Brian Tracy.  

    Brian Tracy (just a bit slow in his speech, but the guy is a genius and is well worth listening to for the full 8 minutes) focuses not on the generalities of "branding", but brings the meaning of this complex marketing word down to the street level of just what it takes for each of us to create great "Personal Brands". 
    This is just an excellent framework for anyone:  student, intern, upcoming 2018 graduate, and also for the more experienced salesperson or manager looking to open that next chapter in their journey.

    Ok, so now "The Pitch" 

Remember those 10 companies I need for the upcoming spring semester? 
6 Marketing Plan projects and 4 Sales Plan projects! 

This is a picture of our 2017 "Art & Science of Sales" Team, held only in the spring. (I teach at MIT in the fall and can't juggle three courses).  They totally knocked the cover off the ball this year!

What's the Value for You?
We're looking for complex marketing and sales projects from real companies in a variety of markets.  What you receive is a trained consulting team of five or six juniors and seniors working for 13 weeks to provide everything from full marketing or sales plans with detailed research and implementable recommendations to whatever sub segments of a full plan that you might need for 2018. Some smaller companies come to us for full marketing or sales plans, while others want to focus on a specific product or a new market. 

What's the Value for the Students? 
- They learn "on the job", and at the street level, the realities of Marketing and Sales
- They take classroom academics and apply that content to the reality of increasing sales  
- They interface frequently with management which builds their skills and confidence

So, if you are at all interested, just email me at [email protected], and I will send you the detailed instructions on how to apply. 

It is a superb opportunity with hundreds of satisfied companies and graduate!

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Tags: sales and marketing best practices, sales plans, Tufts marketing projects, Tufts ELS program, Tufts Gordon Institute, marketing plans, jack derby professor at Tufts

Eclipses and the Basics of Sales & Business Plans

Posted by Jack Derby, Head Coach on Fri, Oct 27, 2017

Just to light up your memory banks, way back in August, August 21st to be specific, it seemed that everyone in the U.S. was caught up in The Summer of 2017 Eclipse Fever, when for the first time in 99 years, we underwent a coast-to-coast phenomena.  Pretty basic stuff, but having said that, just as one example, one million people traveled to Oregon for three day just to grab the first view of the first light.  Small towns in the Midwest with populations below 1,000 welcomed tens of thousands of visitors.  Tens of thousands of people overpaid for the special glasses and overnight deliveries. 

And then...just as suddenly...it all ended. We packed up our telescopes and stowed our sleeping bags...and the special glasses...into our campers, and we just as quickly changed back into our workaday lives marking off April 8, 2024 on our digital calendars. 

All of that craziness and hype just follows the predictability of the rhythm of eclipses.  It will be the same in 2024. 

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Tags: Sales Best Practices, Sales Management Best Practices, sales plan process, sales planning, improving sales productivity

Hey, Joe BagaDonuts...and Sales

Posted by Jack Derby, Head Coach on Wed, Oct 18, 2017

There's no such thing as a born salesperson

As most everyone knows, I didn't come up the management ladder through Sales or Marketing, but through  Manufacturing and Engineering, and then by luck...or mistake...got promoted to become president of a good size division of a major corporation.  As a result, the first day of my being president was also my first day of running a sales organization.  

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management boot camps

Always be interviewing...the simple secret to Sales Management Success!

Posted by Jack Derby, Head Coach on Fri, Oct 13, 2017

Forget "ABC" - "Always be Closing". 

It's old school, offensive and counter to what we should be doing as salespeople, which is to sell value and create trust with our prospects and customers, and not force them to close. 

According to Karen Penticost, VP of Strategic Development at Envision Technology Advisors, who was part of the management team working with us at our Sales Management Boot Camp at the MIT Endicott House last week, we should...

"always be interviewing"

 

When asked why, Karen's responses were...

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Tags: Sales Best Practices, Sales Management Best Practices, improving sales productivity, Sales Hiring Perfectly, Sales Hiring & Onboarding

In Sales, it's about "Energy"-3 Tactics to Hiring the Best

Posted by Jack Derby, Head Coach on Fri, Oct 06, 2017

JUST What is ENERGY?

For such an important and critical word, "Energy" is defined in the dictionary as a noun with the unemotional description of "the capacity for vigorous activity".

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Tags: Sales Management Best Practices, Sales Hiring Perfectly, Sales Hiring & Onboarding

The Definitive Guide to Selling Better & Faster

Posted by John Routhier on Tue, Sep 12, 2017

To scale your business, you have to turn a trickle of sales into a steady, predictable stream of revenue. But that’s much easier said than done.

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Tags: Sales Best Practices, marketing effectiveness, HubSpot Tips, Inboound

Nuts to Summa'! Get Game Ready for the Selling Season!

Posted by Jack Derby, Head Coach on Tue, Sep 05, 2017

It's been an absolutely superb summer !

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Tags: Sales Optimization, Sales Management Best Practices, improving sales productivity