My 3 Rules to my Graduating Seniors

May is always a bittersweet time !

It's the end of the academic year and the realization that hundreds of our students at the Tufts Entrepreneurship Center will graduate opening the next chapter in their books of life and in their careers.  We know from our data that the majority will join larger companies where they will bring their entrepreneurial spirit of curiosity and innovation.  Right alongside our congratulating the seniors going to work at Google, Hubspot, Linked and other companies where we can open doors, we are also closely watching and coaching a handful of companies being birthed right now as a result of this spring's very successful Tufts $100K New Ventures Competition Tufts TEC Graduates 2019-2

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Tags: angel investing, Tufts university, Tufts ELS program, Tufts internships, entrepreneurship, jack derby professor at Tufts, Tufts Entrepreneurship, Tufts Entrepreneurship Center

Most importantly...we all need to remain curious!!!


20 years from now, you will be more disappointed by the things that you didn't do than by the ones you did do.
So, throw off the bowlines. Sail away from the safe harbor. 

Catch the trade winds in your sails. 

Explore! Dream! Discover!

   ...Mark Twain


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Tags: sales boot camp, sales management boot camps, Tufts marketing projects, jack derby professor at Tufts, sales management productivity, creating trust in sales, Tufts Entrepreneurship, sales motivation

Jump Off ! Don't Look Down!  Plan! Push & Measure!

Posted by Jack Derby, Head Coach on Sat, Mar 09, 2019

It's the beginning of March, and we all know what March is good for !

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Tags: sales management boot camp, how to write a business plan, writing a business plan, business planning meetings, Making Tough Choices, jack derby professor at Tufts, sales effectivness, sales motivation, Tufts Entrepreneurship Center

Ralph Waldo Emerson, Kilimanjaro & Entrepreneurship

My Hubspot blog template asks me this morning "What are we writing about today?". This Thursday morning, I'm pretty consumed with the excitement and the logistics of tomorrow's day-long Founder's Workshop and its incredible line up of real-life entrepreneurs, early stage investors and expert coaches, all focused on making sure that our early stage entrepreneurs do not fall off the cliff.

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Tags: entreprenurial, business coaching, Tufts Gordon Institute, entrepreneurship, Making Tough Choices, sales success, jack derby professor at Tufts, Tufts Entrepreneurship, Tufts Entrepreneurship Center

Spark-Incubate-Accelerate: Learn the Science of Entrepreneurship!

Back-in-the-day, working in corporate healthcare at Becton Dickinson, I didn’t know how to spell the word, “entrepreneurship”.  Even though three prior generations of my family had built businesses, that word would have been confusing at best since all that was talked about around the kitchen table was “the stores”.  It was the stores, open six days a week and Friday nights where my grandfather, father, mother, and me and my brothers worked.  It was never thought to be anything special. 


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Tags: entreprenurial, sales and marketing best practices, The Competitive Edge, Tufts Gordon Institute, Tufts internships, Tufts ELS, entrepreneurship, jack derby professor at Tufts, Tufts Entrepreneurship

Lessons in Life and Entrepreneurship from Vermont

Been a wicked busy and wicked cold January, so not much in the way of blogging, but now with this leap into February, I’m back at it.  It was my great grandfather Horace, who lived up the road a piece in the beautiful town of Poultney, Vermont, who talked about 8 months of snow, 2 months of mosquitoes and 2 months of “just damn poor sleddin’”.  My family has lived in this valley for just about 250 years, and what I know is that it takes real work to live here. Vermont’s beautiful on one hand, and just hardscrabble tough on the other.

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Tags: entreprenurial, how to write a business plan, writing a business plan, Tufts university, entrepreneurship, Making Tough Choices, jack derby professor at Tufts, Tufts Entrepreneurship, Tufts Entrepreneurship Center

10 Lessons for Success from a Serial Entrepreneur!

At the Tufts Entrepreneurship Center, in addition to shepherding 450 enthusiastic and curious students a semester among 16 wicked smart professors, I've been focusing on building an event structure throughout the year that leads up to our $100K New Venture Competition in the spring.  Right now, you should Mark April 5th in your calendar and come and participate in what Forbes ranks as one of "The top 15 business plan contests in the country." 

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Tags: sales leadership, value propositions, jack derby professor at Tufts, sales management plans, creating trust in sales, Tufts Entrepreneurship

The Boys on the Bench...and Marketing

Posted by Jack Derby, Head Coach on Thu, Oct 11, 2018

Vermont's Marketing in the Fall 

25% of Vermont's tourist dollars come as a result of four weeks during the leaf-peeping season from caravans of busses out the Midwest and outright commercialism of marketing and selling everything that is the essence of Vermont. 
To the left is a picture from last weekend taken from my dirt road 'bout half a mile from my house.  Doesn't get Vermont-better than this in terms of the beauty that is the fall...and the tourist dollars that come rolling in as a result.

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Tags: Tufts university, value propositions, Sales Hiring Perfectly, jack derby professor at Tufts, sales management productivity, creating trust in sales, sales careers, Tufts Entrepreneurship

Acceleration-3 Steps to Improve

Two thirds of the way through this superb summer and plenty of time left to take a bit of vaca, squish the sand between the toes, pack those gotta-read-this-summer books into the beach bag, and in general just prepare yourself physically and mentally for the wicked fast acceleration into the first week of September. 

The Dog Days of August occur  when everyone realizes that the beginning of the summa' has passed them by, and now there's just five weeks left to take some time off and do that forced relaxation thing.  Forget trying to find anyone in France or Italy, and the same applies to any venture or PE person in the U.S, who all seem to be hiding out on Nantucket. It is what it is, and September will be here soon enough.  To a degree, who cares, since this is all about you, so right now, this morning, click open your calendar and just mark off all the days you can with the words "beach", "golf", "kids" or "nothing".  You won't get another chance since when it's over, it's over 

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Tags: HubSpot Tips, Tufts ELS program, Tufts internships, entrepreneurship, jack derby professor at Tufts, sales plans for 2018, Tufts Entrepreneurship

Jack's 3 Rules for my grads, for Sales & for me

13 Weeks Later @ Tufts

  • I start looking for new sales & marketing projects on 10/01 and 5/1
  • The syllabus w/projects are sent out on 12/26 and 07/05
  • 6 marketing & 4 sales projects for 2 very oversold courses
  • 1 week later, the newbies need to tell me which project and why
  • Bios are circulated to me and teams of 5-6 are formed
  • Reading and research begins 30-45 days before class begins
  • 13 weeks later, complete plans are presented to management

On the last day of the course in the last 15 minutes, I talk about, 'Jack's 3 Rules'

Rule # 1:  Connections are Forever

Make all the connections that you possibly can.  Cherish them.  Treat each of them with extraordinary care.  Store them, use them and communicate to them all of the time in LinkedIn, Twitter, FB and Insta.  Never let those connections go stale and unused!

This week, I met with David K. in my office at Tufts.  Haven't seen David, a brilliant product/market genius, president-level guy in 15 years since we sold EarCheck, a wonderful startup, founded by Sandra Kimball, where I was CEO and Dave was a critical part of our success.  David's daughter is now at Tufts, and he found me when I made some recent noise at Tufts...which I often do, so he stopped by to chat.

Dave and I played the "whatever happened to..." game for 15 minutes, and he mentioned a critical person on our EarCheck team.  While Dave was sitting there, I looked up that person on LI, and we talked about how important our success was due to that person.

Two hours later, I was talking to one of my seniors about a potential job.  She mentioned the company, which seemed very familiar, and then I realized that the familiarity was because I had just pinged the company two hours before when David and I were reminiscing about "whatever happened to?".  My student now has an interview next week with that long lost person, who is the president of that company.

In life, in business, in love and in family, cherish your connections!

Rule # 2: Learning is Consistently Continuous


Each semester-now 20 years at MIT and 10 at Tufts-I realize just how much I don't know. 
At the end of every semester, I tell my students that everything which had been learned over the prior 13 weeks, is on that last day, obsolete.

Whether you're 21 or 33 (the age now of my oldest Tufts alums) or 43 or 53, to be in business at any level, I believe that you must consistently push yourself to learn more, to study more, and to test yourself all of the time. 

I read a book a week, and in the summer often two.  I'm fascinated by the intersection of technology in Healthcare and in Sales and Marketing, and I like nothing more than exploring new apps and platforms. 
My Summer Beach Bag is filling up quickly, and below you will find two new MUST READS if you want to push your own world of Sales & Marketing.

Summer reading

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Tags: marketing projects, sales management effectiveness, Tufts marketing projects, student intern marketing projects, how to write a marketing plan, jack derby professor at Tufts, sales plans for 2018, Tufts Entrepreneurship