The 2017 State of Inbound is here! See the data on the future of Marketing and Sales

Posted by Jack Derby on Mon, May 22, 2017

HubSpot surveyed over 6,000 of the world’s foremost marketers and salespeople. HubSpot asked them about their most pressing priorities, the challenges they face, and the strategies they plan to add in the year ahead. 

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Tags: HubSpot Tips, Inboound

It's Time to Energize Your Sales Management Game !

Posted by Jack Derby on Wed, May 17, 2017

A fantastic Celtics game Monday night !  Another win tonight !

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Tags: sales management boot camp

Think of Sales Activities as a Balance of the Old & the New

Posted by Jack Derby on Fri, May 05, 2017

I was on the Acela yesterday morning on the way to NYC, when I started to write this.  Took the 5:05 out of the Back Bay and ended up at Penn Station perfectly on time, only to fight my way out on the street to get to my account.  Thank God for Uber, which made the logistics of the day a perfect blend between "Old & New" !
The Acela run is always one of my favorite trips since I love trains, and I always look forward to working with this particular client on their very challenging long-term strategies. 

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Tags: sales and marketing best practices, sales management boot camps, improving sales productivity

Resumes are a waste of time!

Posted by Jack Derby on Fri, Apr 28, 2017


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Tags: improving sales productivity, value propositions

Plan for Success in Sales:  Teach, Coach & Certify

Posted by Jack Derby on Fri, Apr 21, 2017


It all comes down to 50 minutes

In life, in Sales, and in teaching, there are always deadlines. 

Wednesday, one of those deadlines was evidenced in 50 minute final exam presentations days at Tufts.  After 12 weeks of content in the brand new Sales course and in the nine-year-old Marketing course, Wednesday was the day when the first two teams of Sales students and the three teams of Marketing students presented their findings, reams of research and their detailed sales and marketing recommendations to the management of their project companies. 

We'll do the same thing to the same rhythm next Wednesday, and then another semester will be over.  During the summer, I'll spend a big chunk of time on the beach refining and re-calibrating for the fall semesters at Tufts and at MIT, where I've had the privilege of working with Professor Chun for almost 20 years.  For me, all of this is a lot of fun, a fair amount of hard work and always some level of anxiety, which keeps me on the competitive edge, which is exactly why I teach...since I continue to believe that I'm just a student of the very exciting worlds of sales and marketing.

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Tags: sales productivity, Sales Best Practices, sales and marketing best practices, sales training

NOW is the most important Sales Planning time in 2017 !

Posted by Jack Derby on Mon, Apr 10, 2017

You finished Q1 either on (or not) plan.  Congratulations in either case !

Let's spend detailed time this week or next figuring out why and then rebalance Q2

Probably the last time you looked at your 2017 Sales Plan was January, and maybe even last December at the time the board approved the company's business plan.

Then you jumped into the deep end of the pool with your January sales meeting after which everyone hit the road and their desks totally focused on execution.  

It's been a blazing hot and exhausting Q1, and Q2 promises to be more of the same. Certainly, nothing is going to slow down.

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Tags: Sales Management Best Practices, sales effectiveness, sales enablement, improving sales productivity

Free (!) Marketing & Sales Plan Consulting

Posted by Jack Derby on Thu, Apr 06, 2017

As a marketing & sales guy, I really dislike the word "FREE". 

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Tags: Tufts marketing projects, Tufts Gordon Institute, Tufts Marketing, Tufts internships

U Gotta Love U for the Next 20 Hours

Posted by Jack Derby on Thu, Mar 30, 2017

Here we are in the final 20 hours of the quarter. Maybe 10 today, certainly 10 tomorrow, and then it's over with the turn of the digital page as we rush into April on Monday morning

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Tags: Sales Management Best Practices, sales and marketing best practices, improving sales productivity

Productivity...and Happiness in Sales

Posted by Jack Derby on Tue, Mar 21, 2017


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Tags: sales effectiveness, improving sales productivity, best sales practices;

What's It All About? What Makes Me Happy? ...and Sales

Posted by Jack Derby on Fri, Mar 10, 2017

I used to have a cat named "Bean", and when I was spending a lot more time at the house in Vermont, she and I would go walking in my woodlot, Bean following dutifully behind me as the afternoon light filtered into the perfectly manicured woods.  For 40 years of living in this valley where I come from six generations of Vermonters living there before me, my motto always has been... "A clean forest is a happy forest".

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