I've been manufacturing, engineering and selling most of my life....tech products, medical devices, sports apparel, and now consulting services. It's a wonderful and exciting profession, but make no mistake, Sales is tough work:
- Measurements occur every month and every quarter that totally define your success and income
- Frequent rejections happen all the time due to the necessary waterfall math of any sales funnel
- Positive energy is required all the time, even when you're knocked down once in a while
- There's a requirement to consistently learn new skills, technologies and processes
The Question of the Day: Can Sales be "taught", or is it "just natural"?
Only if you're a Myrmecologist...
11,000 species is a bit of worthless trivia...unless, of course, you're a myrmecologist, a scientist specializing in ants...
...which, of course is a sub-specialist of being an entemologist, who is a scientist who studies the very broad category of all insects.
So, who cares?
Teaching Marketing at Tufts...
- A consistent search for real life Marketing & Sales Plan projects for my students
- 5-6 person teams work for 13 weeks on complex marketing and sales plan assignments
- All of our academic content is woven into these assignments from real companies
- I teach the tools; company management provides the real life experiences
The results are very positive and dynamically exciting from everyone involved
Tags: sales effectiveness, sales enablement, sales planning, marketing effectiveness, marketing plans, how to write a marketing plan, sales management plans, how to write a sales plan, marketing planning, sales management productivity
I live & work at the intersections of...
- The Company:
At the firm, we work diligently to bring 25% jumps in Sales and Marketing productivity to our clients.
- Tufts University:
Teaching the science, tools, technology and metrics of Marketing and Sales.
Most importantly, the teaching content of these courses is wound around 16 projects from real companies each year: 6 Marketing Plan projects in the spring, and 6 in the fall, plus 4 Sales Plan projects in the spring. As a result, I am always looking for new companies, which is the purpose of this blog...more in a couple of paragraphs
- Jobs Creation:
Connecting Tufts students to great jobs and opportunities!
This service began when a few students (Emerging Jumbos) would get hired by their marketing and sales project companies during the semester. Then, this process of creating connections easily expanded and quickly multiplied because I was able to open doors at companies like Hubspot, Brainshark, Fidelity, Amazon, Google, LinkedIn, Silicon Valley Bank, Facebook, Oracle, NetSuite, Microsoft, and tens and tens of other "Great Places to Work".
Of course, that initial seeding of my alums into those companies has over the years led to lots of semi-annual calls from me that start with "Hi, I need a favor and could you give some guidance to one of my current students."
- Everyone of my alums knows the deal when they get that first job...it's time to pay back, and at some time, they will get "I need a favor call".
The whole process works, and it has two wonderful consequences.
1. It opens doors that would otherwise be closed or, at best, would be very difficult to open.
2. It keeps me in constant contact with my alums in their career journeys
So, I was very pleased to receive last week, from Emani Holyfield, who now works in HR at Google (and is one of "My Personal Best Tufts Team" !) this video on The 8 Laws of Branding by Brian Tracy.
Brian Tracy (just a bit slow in his speech, but the guy is a genius and is well worth listening to for the full 8 minutes) focuses not on the generalities of "branding", but brings the meaning of this complex marketing word down to the street level of just what it takes for each of us to create great "Personal Brands".
This is just an excellent framework for anyone: student, intern, upcoming 2018 graduate, and also for the more experienced salesperson or manager looking to open that next chapter in their journey.
Ok, so now "The Pitch"
Remember those 10 companies I need for the upcoming spring semester?
6 Marketing Plan projects and 4 Sales Plan projects!
This is a picture of our 2017 "Art & Science of Sales" Team, held only in the spring. (I teach at MIT in the fall and can't juggle three courses). They totally knocked the cover off the ball this year!
What's the Value for You?
We're looking for complex marketing and sales projects from real companies in a variety of markets. What you receive is a trained consulting team of five or six juniors and seniors working for 13 weeks to provide everything from full marketing or sales plans with detailed research and implementable recommendations to whatever sub segments of a full plan that you might need for 2018. Some smaller companies come to us for full marketing or sales plans, while others want to focus on a specific product or a new market.
What's the Value for the Students?
- They learn "on the job", and at the street level, the realities of Marketing and Sales
- They take classroom academics and apply that content to the reality of increasing sales
- They interface frequently with management which builds their skills and confidence
So, if you are at all interested, just email me at firstname.lastname@example.org, and I will send you the detailed instructions on how to apply.
It is a superb opportunity with hundreds of satisfied companies and graduate!