Connections & Graduates & Jobs...and Sales

Posted by Jack Derby, Head Coach on Tue, May 28, 2013

The semester is over.  Grades are in... without complaints this semester.  Commencement was more than a week ago.  Summer is lurking around somewhere, but not here on the beach unless you like 52 degrees, which clearly beats the 12" of snow in VT on Sunday. 

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Tags: sales coaching, Sales Optimization, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales management training, sales boot camp, sales jobs

Just Give Me Doonesbury...and Sales

Posted by Jack Derby, Head Coach on Thu, May 23, 2013

Back in the day...when I actually read a physical newspaper, I always carried the paper to the treadmill and immediately opened the last page of The Boston Globe and began the day by reading the comics. Today that daily routine has been replaced by my iPad and the digital excellence of experiencing the daily WSJ.  I still read the so-so content of the Globe, but only online and although the comics are digitally available, even techy-nerdy-me would say..."it's not quite the same". 

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, selling skills, sales boot camp, sales listening

Long Hair, No Hair, Short Hair...and Sales

Posted by Jack Derby, Head Coach on Sat, May 18, 2013

I was walking around Kendall Square late yesterday afternoon.  A perfect spring day with the added electricity in the rarified air of Cambridge due to the normal abnormality of MIT, multiple graduations happening this weekend, and entrepreneurs doing more deals than I've seen in years fueled by big money happenning on Wall Street.  A perfect day...until I realized that I was not hearing my normal, "Hey Jack..."  Not at CIC, not at Dunkin's, not even walking through the Cambridge Marriott's lobby.

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales coach, sales enablement, sales planning, sales management training, sales training, sales boot camp

Lessons Learned from my Students #2...and Sales

Posted by Jack Derby, Head Coach on Thu, May 16, 2013

Classes are over, final presentations to the management of this semester's companies are completed and, on Sunday, I finally...and reluctantly...punched the 'SUBMIT" button for submit grades.  For me, grading is always the worst part of being a professor.  With complex marketing projects this semester from companies such as Black Duck, Accounting Management Solutions, Nameplates for Industry, Paytronix, Boston Financial Management and Fraser Engineering, it's been an exceptional period with a very strong class of students.  Hence, my problem with having to define the exactness between a B+ and an A-.

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Tags: making great presentations, sales coaching, Sales Optimization, sales, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, sales management training, sales training, sales boot camp, sales checklists, Tufts ELS

The Winhall General Store, my friend, Mike...and Sales

Posted by Jack Derby, Head Coach on Thu, May 09, 2013

Late Friday afternoon, I managed to squeeze into the Winhall General Store minutes before closing time and found myself waiting in line beside my friend, Mike, to order takeout.

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Tags: sales coaching, Sales Optimization, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, Sales quota, sales training, sales plans, sales listening, sales jobs, sales boot camps

The Boston Police...and Sales

Posted by Jack Derby, Head Coach on Thu, May 02, 2013

When I first began working with the senior command of the Boston Police Department about five years ago, I needed to change everything that I knew about doing strategic planning with companies.  Suddenly, I was working with a heavily experienced senior management team where there were no revenue streams to increase.  No sales channels to modify or expand.  No pricing strategies to think about either outside or inside any boxes.  No corporate ROI metrics on gross assets or debt.  Just the deliberate strategies and highly practiced tactics of good old community policing and being measured by the reduction rate of violent crime.

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Tags: sales productivity, sales coaching, Sales Optimization, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales planning, sales management training, sales training, business tools, business planning, sales boot camps