If it's April 16th, must be snowin' in VT

To a boring fault, I am all about planning...

Read More

Tags: sales plans, business coaching, strategic planning, Tufts marketing projects, Tufts internships, student intern marketing projects, interns for marketing projects, how to write a marketing plan, how to write a sales plan, marketing planning

Gotta Love April!

Gotta love April !!!   

Hard to believe, but here we are, one year later in a very different spring of positive outlooks and what will become a roaring economy on the back half of this year.  Still a bit stressed, but much less so, and, as sales pros, we're always thinking through what the quarter ahead is going to look like. This is always the excitement and the challenge of being a Sales leader. Just like any  professional athlete, even with consistent training and exacting playbooks, we never exactly know what the end game or the final points on the scoreboard will be.    

Just ask either side on the women's final basketball championship last week between Arizona and Stanford.  

 

Read More

Tags: sales coaching, sales management coach, sales enablement, closing sales, how to close sales, improving sales productivity, sales success, how to write a sales plan, planningsalestodayinacovidworld

2021 is not going to be the same; it'll be better!

Had a very exciting, stimulating and actively engaging discussion end of the day yesterday with 30 of our CEOs, presidents and senior leaders of our customers on the 2021 workplace, and I thought that I'd share with you this morning a few of the takeaways.

Read More

Tags: sales coach, how to close sales, best sales practices;, how to write a sales plan, writing sales plans

What are you planning for tomorrow?

Every day, every week, I work through a series of mini-plans at least in my head and most often in writing.

-Days start early before the sun and begin with a fountain pen and new yellow-ruled sheet of paper.

-I bullet down in a word or two the tasks needed for the company and for Tufts in two columns

Read More

Tags: Sales Optimization, sales effectiveness, sales planning, sales tools, closing sales, how to close sales, sales success, how to write a sales plan

just how do you want your spaghetti cooked?

Rising through the ranks from Manufacturing to Engineering to Operations and then through a battlefield promotion to division president, I never stopped along that path to learn anything about Sales or Marketing. I've always been a process, tech, time-management and metrics guy, and back-in-the-day, the world of Sales seemed to revolve around travel, food, and golf, none of which I do very well.  Marketing to me back then was even more confusing since it was simply expensive black magic.   

Read More

Tags: marketing productivity, marketing management, how to write a sales plan, marketing planning, Selling Successfully in a Covid World, planningsalestodayinacovidworld

just waiting for the spring this AM

With 30 years of skiing anchored firmly in my Vermont winta' roots, I've now spent the last 25 years only snowboarding gaining a new love for old trails and new woods and parks that I would have never explored on skis. I still remember the taunts and laughs from my skier buddies I left behind, but as with anything new, I've learned to find the best coaches and study harder and longer than others. 

This winta' morning, I find myself at the NH beach trading my Big Boy Ariens snowblower back in VT for shovels that fit NH winding paths and decks that overlook a very angry ocean.  It will actually be good to grab some fresh air and quick exercise today between six zooms and a board meeting. One of the benefits of WFH.

Love winta'...but cannot wait for March 20th, the official start of spring and leaving behind dark mornings and getting back out into the VT woods with my chainsaw or looking for seaglass on the NH beach.  I do love the rhythm and the variety of the NE seasons...most of the time

Read More

Tags: sales coaching, sales effectiveness, closing sales, marketing effectiveness, sales management boot camp, business coaching, how to close sales, improving sales productivity, sales success, how to write a sales plan, planningsalestodayinacovidworld

Zen & the science of snowblowing

The interesting and good news about selling in 2021...

Read More

Tags: Sales Optimization, closing sales, how to close sales, improving sales productivity, best sales practices;, sales success, how to write a sales plan, sales effectivness, writing sales plans

Time to get your fingers deep in the crankcase oil!



January is the most critical time of the year for the entire management team to get their fingers deep into the crankcase oil of the entire engine of the business in order to achieve...

Read More

Tags: sales management effectiveness, sales enablement, business coaching, how to close sales, business planning meetings, how to write a sales plan, writing business plans, forgetsalesstrategyfocusontactics

2021 a year all about change...

This week...

I write this this afternoon at the end of an extraordinarily cataclysmic week. 

I could not even begin to provide any meaningful content today that has not been said better and more fluently by much more knowledgeable people than me. 

Read More

Tags: sales coaching, Sales Optimization, sales effectiveness, best sales practices;, sales productiv, how to write a sales plan

Accurate sales forecasting-all about the science!

This morning, with tonight's Nor'easter looming just a few hours from now, and the end of the entire sales year only eight days away, it's interesting to compare two timely forecasting scenarios:
-On one hand, we have local Boston weather forecasters guessing about snowfall.
-On the other, we have professional salespeople forecasting real revenue.

Read More

Tags: sales coach, sales enablement, closing sales, how to close sales, sales boot camps, improving sales productivity, sales success, how to write a sales plan, sales readiness, forgetsalesstrategyfocusontactics