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. 

Read More

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

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.  

Read More

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

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...

Read More

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

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".

Read More

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