Productivity...and Happiness in Sales

Posted by Jack Derby, Head Coach on Tue, Mar 21, 2017

 

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Tags: sales effectiveness, improving sales productivity, best sales practices;

Leadership...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 25, 2015

There's so much written about sales leadership, my eyes gloss over.  

By now, I've listened to countless speakers, including the legendary Zig Ziglar, viewed hundreds of videos, and probably read a couple of hundred books and who knows how many blogs on the subject of sales leadership.  The problem is that most of the training advice focuses on the motivational, which too often disappears into the wind as soon as the speech or the chapter has ended other than the notes taken and the highlights yellowed.

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Tags: closing sales, business tools, best sales practices;

Following Directions...and Sales

Posted by Jack Derby, Head Coach on Fri, Jun 12, 2015

By now, I figure I've taken over 2,400 trips to Vermont over the years traveling back and forth from either Boston or NH.  At three hours, the trip takes about the same amount of time from either starting point, and the distance evens out between 150 and 180 miles.

The problem, as the Boys on the Bench down at the Winhall General Store frequently tell me is that "you can't get there from here" whenever I mention that I'm leaving the mountains to drive to the NH beach...and they're right.  There's no easy way to go east and west between Vermont and New Hampshire, and every trip presents a variety of decisions that ultimately end up just frustrating me.

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Tags: sales productivity, Sales Optimization, sales effectiveness, sales tools, improved sales management, sales management training, closing sales, how to close sales, best sales practices;

Eat the Frog...and Sales

Posted by Jack Derby, Head Coach on Wed, Jun 03, 2015

strategic_planning-2Trust that you finished the month on Plan and are now racing toward the all-important end of the quarter.  I always enjoy this second quarter since it's that perfect time of year to...

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Tags: closing sales, business planning, business coaching, business plans, best sales practices;

All about Sales, Sales...and (more) Sales.

Posted by Jack Derby, Head Coach on Thu, May 28, 2015

The last post of "Chicken or Egg" produced a fair number of responses to the question often posed in startups of...

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Tags: best sales practices;

Chicken or the Egg...and Sales

Posted by Jack Derby, Head Coach on Thu, May 21, 2015

In this blog, I'm looking to you for a bit of guidance and a few ideas...

 

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Tags: best sales practices;

Take Your Own Time Check...and Sales

Posted by Jack Derby, Head Coach on Sat, Oct 04, 2014

The quarter's over.  Congratulations for making it through one of the most difficult periods of the year.   To me, it's always that time of year when there are more distractions of both my and my customers' time because of the natural rhythm of the summa', vacations and travel.

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Tags: sales coaching, Sales Best Practices, sales effectiveness, sales enablement, best sales practices;

What's it all about?...and Sales

Posted by Jack Derby, Head Coach on Thu, May 29, 2014

As we wind down the 5th month of the sales year, and we're steaming ahead toward the end of the second quarter, it's a good time to take a deep breath this weekend and just answer this simple question...

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Tags: sales coaching, Sales Optimization, sales, sales management effectiveness, sales optomization, best sales practices;

Grading, Making Quota...and Sales

Posted by Jack Derby, Head Coach on Wed, Apr 30, 2014

This is the final week! Or, more appropriately...this is Finals Week.

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Tags: Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales, sales effectiveness, sales enablement, best sales practices;

I am Strong...and Sales

Posted by Jack Derby, Head Coach on Mon, Apr 21, 2014

When Hurricane Irene devastated Vermont, we became Vermont Strong!  We didn't wait for FEMA to show up to hand out blankets and food stamps.  That next day, we worked knee deep in the rivers with wheelbarrows and shovels to get Vermont back on the map. Even though 6 bridges had been totally torn away in the 30 miles between Brattleboro and Stratton, the road was open again in two weeks. Two years later, tens of thousands of Vermonters proudly display "We are Vermont Strong" license plates.
 

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Tags: sales productivity, Sales Best Practices, sales and marketing best practices, sales, sales management coach, sales effectiveness, sales tools, sales training, best sales practices;