The Blizzard of 2018 That is Wrecking Your Revenue…Your Marketing Strategy

Posted by John Routhier on Wed, Mar 14, 2018

Most of us saw over two feet of snow in the past 2 weeks leaving kids with no school, power outages, numerous businesses closed and everyone hoping for the best.  Unfortunately, a lot of companies marketing strategy is based on the same tactic…hoping for the best.  Hoping your marketing efforts generate leads and produce a positive ROI is not a strategy.  A lot of companies say their marketing plan is to work on their SEO, pay for Google Ad words, post a blog but have no idea what the ROI is for those efforts. The equivalent would be buying a very expensive snow blower but having no gas to run it and no idea how to use it while hoping it cleans the snow off of your driveway. 

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Tags: marketing plans

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

Intersections, Connections, & More Sales

Posted by Jack Derby, Head Coach on Wed, Nov 01, 2017

I live & work at the intersections of...

  • The Company:
    At the firm, we work diligently to bring 25% jumps in Sales and Marketing productivity to our clients.
  • Tufts University:
    Teaching the science, tools, technology and metrics of Marketing and Sales.
    Most importantly, the teaching content of these courses is wound around 16 projects from real companies each year:  6 Marketing Plan projects in the spring, and 6 in the fall, plus 4 Sales Plan projects in the spring.  As a result, I am always looking for new companies, which is the purpose of this blog...more in a couple of paragraphs
  • Jobs Creation: 
    Connecting Tufts students to great jobs and opportunities!

    This service began when a few students (Emerging Jumbos) would get hired by their marketing and sales project companies during the semester.  Then, this process of creating connections easily expanded and quickly multiplied because I was able to open doors at companies like Hubspot, Brainshark, Fidelity, Amazon, Google, LinkedIn, Silicon Valley Bank, Facebook, Oracle, NetSuite, Microsoft, and tens and tens of other "Great Places to Work". 

    Of course, that initial seeding of my alums into those companies has over the years led to lots of semi-annual calls from me that start with "Hi, I need a favor and could you give some guidance to one of my current students." 
  • Everyone of my alums knows the deal when they get that first job...it's time to pay back, and at some time, they will get "I need a favor call".

    The whole process works, and it has two wonderful consequences. 

    1.  It opens doors that would otherwise be closed or, at best, would be very difficult to open. 

    2. It keeps me in constant contact with my alums in their career journeys

    So, I was very pleased to receive last week, from Emani Holyfield, who now works in HR at Google (and is one of "My Personal Best Tufts Team" !) this video on The 8 Laws of Branding by Brian Tracy.  

    Brian Tracy (just a bit slow in his speech, but the guy is a genius and is well worth listening to for the full 8 minutes) focuses not on the generalities of "branding", but brings the meaning of this complex marketing word down to the street level of just what it takes for each of us to create great "Personal Brands". 
    This is just an excellent framework for anyone:  student, intern, upcoming 2018 graduate, and also for the more experienced salesperson or manager looking to open that next chapter in their journey.

    Ok, so now "The Pitch" 

Remember those 10 companies I need for the upcoming spring semester? 
6 Marketing Plan projects and 4 Sales Plan projects! 

This is a picture of our 2017 "Art & Science of Sales" Team, held only in the spring. (I teach at MIT in the fall and can't juggle three courses).  They totally knocked the cover off the ball this year!

What's the Value for You?
We're looking for complex marketing and sales projects from real companies in a variety of markets.  What you receive is a trained consulting team of five or six juniors and seniors working for 13 weeks to provide everything from full marketing or sales plans with detailed research and implementable recommendations to whatever sub segments of a full plan that you might need for 2018. Some smaller companies come to us for full marketing or sales plans, while others want to focus on a specific product or a new market. 

What's the Value for the Students? 
- They learn "on the job", and at the street level, the realities of Marketing and Sales
- They take classroom academics and apply that content to the reality of increasing sales  
- They interface frequently with management which builds their skills and confidence

So, if you are at all interested, just email me at jack@derbymanagement.com, and I will send you the detailed instructions on how to apply. 

It is a superb opportunity with hundreds of satisfied companies and graduate!

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Tags: sales and marketing best practices, sales plans, Tufts marketing projects, Tufts ELS program, Tufts Gordon Institute, marketing plans, jack derby professor at Tufts

How to Use Marketing to Get Ahead of the Competition…While You Still Can

Posted by John Routhier on Tue, Nov 01, 2016

Every industry faces competition and a disruption in the market.  The wikipedia definition of disruptive innovation is, “an innovation that creates a new market and value network and eventually disrupts an existing market and value network, displacing established market leaders and alliances.”  

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Tags: marketing, marketing plans, SEO

What's Your Personal Sales Brand?

Posted by Jack Derby, Head Coach on Sat, May 28, 2016

Looks like it's going to be a great weekend!

Most importantly, we all need to take a few minutes and remember just what Memorial Day is all about.  

I, as all of you, have strong feelings about this day, and it's very important to remember why the day was created and the critical essence of what it's all about.  

Hopefully... "we will go to war no more".

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Tags: sales tools, sales plans, branding plans, marketing plans, branding, how to brand

I'm Searching for Sales & Marketing Projects @ Tufts for the fall

Posted by Jack Derby, Head Coach on Fri, Apr 08, 2016

Tufts University $100K New Ventures Competition

The business plan pitches were Wednesday, and the awards were made last night. This year yet another company, Mimir Insights, with several of my marketing Alums won the top prize in High Tech. This is what real entrepreneurship...at the street level...is all about.  Congratulations to all of the entrepreneurs!!!!

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Tags: entreprenurial, business plans, Tufts university, marketing plans, entrepreneurship

Live to Learn, Learn to Teach

Posted by Jack Derby, Head Coach on Thu, Mar 24, 2016
Learn a little about Sales, learn a lot about Sales...everyday

   

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Tags: sales, business planning, how to write a business plan, Tufts Marketing, marketing interns, marketing plans, how to write a marketing plan