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.

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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

today is just a finite fraction in the infinity of time

Think about it!

  • Monday morning, the 20th of July.  One day among 365.  202 down with 164 to go.
  • Just one day in a decade or in 100 years or in millennia since Big Bang 13.7 billion years ago.
  • Time is always non-stop and always represented by change.
  • The concept of time is self-evident, but we rarely think about the fundamental nature of time...

...until of course, we run out of time!.

What this pandemic is teaching us is the fragility of time.  We see it, we sense it, and now we always live it in both our personal and work lives. We live in an ever-expanding bubble of time listening to the daily chants of infections, hospitalizations and deaths, and, as a result, we're much more aware of time now than we were six months ago. We anticipate it and we watch it carefully in our Zoom calls.  More than ever, we constantly try to balance our own time with a myriad of new demands that we never ever considered before like "should we send our kids back to school?" and "what are the safest hours to go to Market Basket?"

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Tags: Sales Management Best Practices, sales coach, sales management coach, sales enablement, marketing effectiveness, how to close sales, Sales Hiring & Onboarding, how to write a sales plan, writing sales plans, sales readiness

11,000 Species of Ants, Just 3 Sales Persona Rules

Posted by Jack Derby, Head Coach on Fri, Nov 10, 2017

Only if you're a Myrmecologist...

11,000 species is a bit of worthless trivia...unless, of course, you're a myrmecologist, a scientist specializing in ants...

...which, of course is a sub-specialist of being an entemologist, who is a scientist who studies the very broad category of all insects. 



So, who cares? 

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Tags: Sales Best Practices, Sales Management Best Practices, marketing effectiveness, how to write a sales plan, sales personas, sales effectivness

11/3/17 Marketing Lessons:Pricing-Adoption-Brand & Sales

Posted by Jack Derby, Head Coach on Sat, Nov 04, 2017

Teaching Marketing at Tufts... 

  • A consistent search for real life Marketing & Sales Plan projects for my students
  • 5-6 person teams work for 13 weeks on complex marketing and sales plan assignments
  • All of our academic content is woven into these assignments from real companies
  • I teach the tools; company management provides the real life experiences

The results are very positive and dynamically exciting from everyone involved

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

The Definitive Guide to Selling Better & Faster

Posted by John Routhier on Tue, Sep 12, 2017

To scale your business, you have to turn a trickle of sales into a steady, predictable stream of revenue. But that’s much easier said than done.

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Tags: Sales Best Practices, marketing effectiveness, HubSpot Tips, Inboound

Brands & You...and Sales

Posted by Jack Derby, Head Coach on Fri, Oct 24, 2014

I had the privilege of having David Meerman Scott come to my Tufts marketing class yesterday and talk about the future of marketing.  Actually, to be truthful, his coming to the class had very little to do with me, and 99% to do with my students.

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Tags: sales productivity, sales coaching, Sales Management Best Practices, sales coach, sales management coach, selling skills, marketing effectiveness, marketing productivity, sales listening, sales culture, marketing

Getting the Very Best Jobs...and Sales

Posted by Jack Derby, Head Coach on Wed, Jun 05, 2013

I open each semester at Tufts by asking my students what my job is.  After a couple of awkward minutes including... "to teach us about marketing", to which I respond, "That might be a problem because I don't know that much about marketing", my real answer is..."to make sure that you get the highest paying jobs that you're going to find to be the most rewarding".   And, at the end of the day, that's really the most important result from any university. 

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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, selling, sales management training, selling skills, marketing effectiveness, sales training, sales jobs, finding sales jobs, sales boot camps, strategic planning, Tufts university, Tufts ELS

"Lessons Learned" from my students…and Sales

Posted by Jack Derby, Head Coach on Mon, Apr 22, 2013

I love my jobs...

...Derby Management, Professor at Tufts and Chairman of Common Angels.  A perfect imbalance of lots of complex work, high emotional and intellectual involvement and demanding assignments and projects. And, most of all, I really enjoy both the stimulation and the satisfaction from teaching marketing at Tufts.  It's complex, rapidly changing, and most importantly, real world work with great students who are eager to prove themselves.  All of which blends perfectly both into our Derby Management clients and even into the exciting, crazy and imperfect world of early stage investing.

It’s final exam time in my juniors and seniors Marketing course, where for the entire semester, my students are grouped into six teams which solve complex assignments given to them a month before the semester begins by the senior management of small and middle market businesses. 

All of the 13 weeks then get boiled down to a 50 minute presentation at which the team members present their findings, recommendations and implementation tactics to the senior management of their companies. After which, each of the team members need to send me their takeaways from their specific project. Three company presentations last Wednesday, and three coming up this week.  Now the tough job of grading, which is always the most difficult part of my job as a professor...ugh!

I thought that Matt Guiness’ comments to me this morning on his takeaways were particularly sound for all of us setting out this week to turn our attention away from the tragedy and celebration of last week and back to focus on our various work assignments and projects:

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Tags: sales coaching, Sales Optimization, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, marketing effectiveness, marketing management, sales boot camps, Tufts marketing projects

Your Sales Personality...and Sales

Posted by Jack Derby, Head Coach on Wed, Jun 27, 2012

Real dangerous for me to bring up a subject as far reaching as “personality” since that immediately brings to question my own personality (as in “none”), and I’m sure that we do not want to go there.  No, this has to do more with the personalities that we and the members of our sales team portray in our online presence. 

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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, sales management training, selling skills, sales optomization, marketing effectiveness, Sales quota, sales training, sales plans, finding sales jobs, marketing management

Graduation...and Sales

Posted by Jack Derby, Head Coach on Sat, Apr 28, 2012

The last class of the semester was this past Wednesday.  Actually, it was one of the two exam presentation days-this past Wednesday plus the prior week-when the management of the project companies returns to Tufts for their final presentations.  30 students organized into 6 teams, companies with complex, semester-long marketing projects and a ton of work over 13 weeks of lectures, field work, road trips and four HBS case studies.  We do a lot of “real world” in my class, and, this year’s students in both semesters were outstanding.  

Since much of the course focuses on not only the strategies and execution tactics of the rapidly changing world of marketing, but also on tying that content back into how the students need to be marketing themselves, one of my personal deliverables is to make sure that the graduating seniors end up with the best jobs.  Good news is that I’m pretty well connected and can open a few doors so that my graduates can now be found in sales and marketing jobs at great companies like HubSpot, Brainshark, Brown Brothers, Fidelity, Monitor, Siemens, Digitas, Jones Lang LaSalle and numerous other businesses among our customers and friends in the community.

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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, marketing effectiveness, marketing productivity, Sales quota, sales training, sales plans, finding sales jobs, marketing management, finding marketing jobs