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.   

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

ya gotta love what you do...

With Valentine's Day Sunday, I find myself once again in the woods of Vermont this morning with a -4 degree temp and "yet-another-dusting" of four inches.  Just enough that it will ice unless attacked by "Big Orange", my brand new 30" Ariens delivered by the superb sales guys up the road a piece at Brown Enterprises.   For variety, I work out of the NH beach Monday through Wednesday, drive to Boston following Wednesday's Tufts class, check on the now-vacant office, pick up the mail and then drive to VT. 

I work here in VT on Thursdays and Fridays...and then, depending on the weatha' for the weekend, stay or leave.  I love the variety of the rural VT woods and the NH sand.  It's my own
own stress-reducer keeping my head screwed on and the entire weekly process reaffirms my love of what I do.

 

After 30+ years of management consulting including 20+ of teaching at MIT and Tufts, I have the opportunity to work with the management of hundreds of companies every year and hundreds of both students and alums at both universities.  I love the work, the challenges, the extraordinary variety of both problem solving and creating new sales opportunities along with the inherent management coaching that goes along with it.  This is all I do, and I can't imagine doing anything else except a little snowboarding in the winta' (but not this year) and surfing in the summa'

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Tags: entreprenurial, marketing productivity, business coaching, how to close sales, sales success, sales effectivness

Tufts Stuff... Marketing projects & jobs opportunities


With teaching every Wednesdays at Tufts, I always have a process (should not be surprising to anyone who knows me) to making sure that everything is in place since I well know by now that both time and students are unforgiving.

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Tags: marketing effectiveness, marketing productivity, Tufts marketing projects, free marketing projects from universities, marketing plans, how to write a marketing plan, entrepreneurship, Tufts Entrepreneurship Center

Ben Franklin...the original blogger

Yes, it's the end of a week, and right in line with our weekly Friday morning blog, and since it's been a blogging kind of week, I thought that I would share a couple of insights into why we consider blogging the most critical #1 Inbound Marketing tool!   

First, some basic definition, and although I live in an Inbound Marketing world and personally love blogging, I frequently get asked "just what is a blog?".  More often than not, I find out that the vast majority of small and mid-size companies don't blog at all...although a senior manager I might be talking to "has been thinking about it" for some time.

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Tags: marketing effectiveness, marketing productivity, marketing planning, bloggingacriticaltool

The marketing of me...and you

Posted by Jack Derby, Head Coach on Tue, Sep 15, 2020

I've been a student of marketing now for decades.  I teach it, I practice it, I study it, and I always seem to be running fast just to keep up...which is exactly why marketing is so exciting today.  So that I never overthink the subject, the profession or its complexities, I always come back to the simplicity of Regis McKenna's iconic February, 1991 HBR article, "Marketing is Everything", which still rings true today...maybe even more so today...as I re-read this morning just one paragraph from the article.

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

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

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

Consistency in Sales-Wash, Rinse, Repeat

Posted by Jack Derby, Head Coach on Sat, Mar 10, 2012

Most people are wired to like consistency.  Consistency represents a recognizable pattern, and in the way we run our crazy lives, patterns provide relative predictability.  As a result, if I’m doing things in a somewhat consistent way, I know that I can naturally increase my percentage of predictability, which gives my brain a tiny shot of dopamine, which makes me “feel good”. 

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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, closing sales, marketing effectiveness, marketing productivity, Sales quota, sales training, sales plans

Feeling the Pressure in Vermont & in Sales

Posted by Jack Derby, Head Coach 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

Searching for the Perfect Sales Person

Posted by Jack Derby, Head Coach on Wed, Aug 17, 2011

Just walked in from my early morning walk on the beach.  Good weather and bad, summer and winter, whenever, I have the luxury of not going into the office first thing, I walk the mile long, perfectly crescent-curved beach just outside our door.  With the constant sound and smell of the ocean all night, there’s a consistent tug in my head every morning to explore what the ocean delivered. Sometimes tons of seaweed, sometime lost seal pups like this guy earlier this month, and most often just the richness of the ocean.

While Jan, my wife, sea glass jewelry designer and watercolor artist, searches for the perfect pieces of sea glass, I set out on the much more plebian task of picking up trash washed in on the night tide.  I guess that I could euphemistically call it “flotsam & jetsam”, but I never can remember which is which, and, in reality, it’s just plain trash. When Dustin Hoffman, in The Graduate was told that all he needed to remember was the word “plastic” to ensure his success, I think that same word as I walk along, three foot gripper tongs in hand, picking up 20 pounds of daily plastic  either as abandoned beach toys or washed up debris from the lobster boats.  Anyways, it’s good for the ocean and my head.  Plus, it provides me the opportunity to get out early in the morning with an unstructured, quiet hour to think through various business issues.  

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