Success in Sales is all about...TRUST

Posted by Jack Derby, Head Coach on Fri, Sep 30, 2016

As a sales pro, what am I really selling?

Is it my shiny new bag of beads?  Maybe, assuming it's really, really shiny...at least for a while

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Tags: sales management boot camp, Sales Optimization, improving sales productivity

Executives...Your Marketing is Costing You Revenue!!!

Posted by John Routhier on Tue, Sep 27, 2016

Every company is looking for ways to increase revenue and decrease costs.  Unfortunately a lot of times marketing is looked at more as a line item or the executive team doesn't know what questions to ask in order to ensure they are getting the right ROI from their marketing team to increase revenue.  

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Tags: marketing

Fall Begins... 3 Steps to Staying Sales Focused, Urgent & Relevant

Posted by Jack Derby, Head Coach on Fri, Sep 23, 2016

Fall has officially begun, and we're deep into it already
Summer's gone with a snap of the fingers and a turn of the page of the calendar with lingering self promises that "next year, I'm going to plan my schedule better."  

Good luck on that btw...

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

Your company finally has a Blog….now what?

Posted by John Routhier on Thu, Sep 22, 2016

Companies are realizing that creating content to generate leads, nurture leads and help educated buyers is an essential part of business.  The problem is they don’t know what content to write or have content and “hope” someone sees it.  Unfortunately a blog isn’t like the movie Field of Dreams and if you build it they will come.  A wise VP of Sales once told me hope isn’t a strategy.  With thousands of companies moving to platforms like Hubspot as part of their Marketing “plan” it is essential the right strategy to optimize your content and ensure that your Marketing Department isn’t just creating content but adding value by generating more leads, creating a shorter sales cycle and increasing revenue. 

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Summer's Gone...How are you going to use your selling time?

Posted by Jack Derby, Head Coach on Wed, Sep 14, 2016

This week began with a Monday front page Wall Street Journal article that started with the comment...

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Tags: sales management boot camp, sales productivity, sales effectiveness

You Need to be Direct in Sales! Straight Talk Always Wins!

Posted by Jack Derby, Head Coach on Tue, Sep 06, 2016

Walt Garrison, who was a legendary football player at Oklahoma State and the Dallas Cowboys, often provided this quote when speaking about delivering straight talk...

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Tags: sales jobs, sales management coach, sales management boot camp, sales management effectiveness, sales productivity