The Rolling Stones...and Sales

Posted by Jack Derby on Tue, Aug 07, 2012

No question that the Stones are the greatest rock band in music history...and least in my world.  They’ve released 24 studio albums, done nine concert albums and have album sales estimated at more than 200 million worldwide.  But most importantly, they’re still at it, still writing, still rocking and still living large.  As the Stones celebrate their 50th year as a band, and Mick and Keith both turn 70, there are talks of another world tour.  And, if there is, I’m in the front row, as usual.  Never missed a U.S. tour, and I don’t plan to for what might be the last one, but then I said that about both the Steel Wheels and Voodoo Lounge tours.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training, sales plans, leadership, finding sales jobs

Creating Your Competitive Edge...and Sales

Posted by Jack Derby on Thu, Jun 14, 2012

I had the privilege of being the keynote speaker at Middlesex Bank’s CEO Forum last week.  A great bank, superb guests and for me, a fun opportunity to talk about something that I've fervently believed in ever since I started the company 22 years ago- how to build your competitive edge.  Aptly named, our long running newsletter, The Competitive Edge, and this blog speak to what I carry around as a religion in how I think about business in general and especially the world of sales.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, improved sales management, sales management training, selling skills, sales optomization, closing sales, Sales quota, sales training, sales plans, business coaching, leadership, economic stimulus, The Competitive Edge, strategic planning

Feeling the Pressure in Vermont & in Sales

Posted by Jack Derby on Thu, Nov 17, 2011

I was deep in my Vermont woodlot this past weekend picking up sticks. Low 30’s, crisp and eerily quiet. Not the smartest thing that I ever did considering Saturday was the start of deer hunting season, but details are details, and time is quickly running out.  All it takes now is one deep snowstorm, and the kindling will continue to stay where it has rested all summer.  Most of the wood tent has been filled by Tom the Wood Guy, but I still need to haul in a couple of cords I stacked in the woods last spring, and the weather looks like it will hold until Thanksgiving.  Hopefully finish this coming weekend

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, marketing effectiveness, marketing productivity, Sales quota, sales training, leadership, marketing management

Winning the Marathon; Winning in Sales

Posted by Jack Derby on Wed, Apr 20, 2011

Boston is just a terrific city.  Small, easy to walk around, and one of the greatest sports towns in America.  The Patriots are either the Super Bowl Champs...or not; the Celtics are always the leaders and the Sox, well, that's another story given this year's opening season. 

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, marketing effectiveness, marketing productivity, sales training, management, leadership, marketing management

Rhythms & Balance

Posted by Jack Derby on Mon, Oct 11, 2010

Back in Vermont for the long weekend and find myself-as usual-trying to balance my time with the seasonal rhythms of the long list of “Things to Do Before The Snow” hanging in the workshop with the necessity of taking quiet time to do real work that just can’t be squeezed into the frentic workweek.  No complaints here since it is what it is, and, quite frankly, I enjoy the pace plus I have the privilige of working and playing in the mountains of Vermont and on the beach  in NH.  By the way, an interesting factoid is that Vermont used to be seaside property-500 million years ago-and the acclaimed Vermont marble is, in fact, created from miles of compacted seashells squeezed up from sea floor as the continents pushed toward one another over those millenia.

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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, selling, sales management training, selling skills, Sales quota, leadership

Changes

Posted by Jack Derby on Thu, Aug 26, 2010

It’s been a great summer. Lots of work; lots of time off and a great opportunity to plan ahead a bit for the upcoming crazy season of September through the rest of the year.

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Tags: sales management, sales management effectiveness, management, leadership, strategic planning