Q2: The Pivot Point

Posted by Jack Derby, Head Coach on Wed, May 12, 2010

Q2-The Perfect Balance Point
Four months into the year is sufficient time to figure out and make decisions on what’s working and what’s not. With your budget and quotas firmly anchored down into the hearts and souls of every salesperson, every lead generator in marketing and every business development manager out scouring the landscape for new deals and new partners, it’s the perfect time of year to make decisions and firm up your plans for the second half.

Read More

Jack’s Vermont: The Season of Balance

Posted by Jack Derby, Head Coach on Wed, May 12, 2010

Balance

Read More

Tags: Sales Optimization, sales management effectiveness, improved sales management

Sales Optimization

Posted by Jack Derby, Head Coach on Mon, May 03, 2010

We’re heavily experienced sales managers and heads of companies who have sat in the sales management seat numerous times and have been directly responsible for quotas, forecasts and detailed sales plans. We believe in process, metrics, integrated sales tools and detailed sales training through which we can provide 30%-50% increases in the productivity of a sales team.

Read More

Tags: Sales Optimization, sales management effectiveness, improved sales management

Just What is a “Trusted Partner”?

Posted by Jack Derby, Head Coach on Sun, May 02, 2010

I remember very vividly when I first began the consulting business…and was not doing that well. I’d been pitching a relatively large prospect on the benefits of my background, processes and systems of what we today would call “lean manufacturing”.  Working my way through the maze of Purchasing, Quality and Manufacturing Managers, I finally engineered a meeting with the CEO for the final pitch.  Although I never did receive an order for manufacturing process improvement, he and I hit it off during that meeting such that we went on to develop a multi year relationship building the business and finally selling it very successfully to 3Com.  I had became his coach, and he had became a very valuable partner.

Read More

Tags: Sales Optimization, sales management effectiveness, improved sales management