Who are your most valuable salespeople?

Darn cold at 29 last Saturday out by the Vermont barn. Jumped on the ATV to work through the woods and get up to the pond where I noticed that the swamp maples were already turning even though the big foliage week is still a couple of weeks from now.  Always good for the Vermont economy when leaf-peeping ties into a long weekend.

Read More

Tags: sales and marketing best practices, sales coach, sales effectiveness, marketing effectiveness, sales management boot camp, how to write a sales plan, sales management productivity, writing sales plans, Selling Successfully in a Covid World

The marketing of me...and you

Posted by Jack Derby, Head Coach on Tue, Sep 15, 2020

I've been a student of marketing now for decades.  I teach it, I practice it, I study it, and I always seem to be running fast just to keep up...which is exactly why marketing is so exciting today.  So that I never overthink the subject, the profession or its complexities, I always come back to the simplicity of Regis McKenna's iconic February, 1991 HBR article, "Marketing is Everything", which still rings true today...maybe even more so today...as I re-read this morning just one paragraph from the article.

Read More

Tags: sales management effectiveness, sales effectiveness, marketing productivity, how to write a business plan, how to write a sales plan, marketing planning

Summa's done, getting ready for the fall

A solid summa' in spite of Covid, social unrest, racial injustice, job losses, business closings and then of course, the back-biting and mud -slinging of the election, but other than that...a solid summa'!  

Read More

Tags: Sales Optimization, sales coach, sales effectiveness, sales producitivity, how to close sales, best sales practices;, how to write a sales plan, sales management productivity, writing sales plans