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

Happy April 1st...and Sales

Posted by Jack Derby, Head Coach on Wed, Apr 01, 2015

April 1st

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Tags: sales productivity, Sales Optimization, Sales Best Practices, sales management training, sales training, sales boot camp, sales management boot camp

Weather Forecasting...and Sales

Posted by Jack Derby, Head Coach on Fri, Feb 20, 2015

 

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales plan process, sales effectiveness, sales enablement, sales planning, sales plans, sales boot camp, sales producitivity, sales management boot camps

Why you need to Teach, Why I need to Learn...and Sales

Posted by Jack Derby, Head Coach on Tue, Sep 16, 2014

And so, the rhythm of the fall has begun....

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales effectiveness, sales enablement, sales boot camp

Birthdays, Social Marketing...and Sales

Posted by Jack Derby, Head Coach on Tue, Mar 18, 2014

Last week I celebrated my xx birthday.   No magic number.  No big celebration.  But, as a friend of mine from my daily high school email posse remarked... "Having birthdays is a whole lot better than not having them".  James Geshwiler and Maia Heymann began our 8:00 Monday morning  status call at Common Angels by singing "Happy Birthday".  Mike Schumann, VP of Sales at Salsify, asked through Linked In how it felt to be 49? I responded, of course, that "I wouldn't know...yet." 70 of my FaceBook friends chimed in with best wishes and another couple of hundred through Linked In. And, yes, I did get two actual paper birthday cards...from the cats.  And, oh yeah, I bought myself a car as a birthday gift.

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Tags: sales productivity, Sales Optimization, Sales Best Practices, sales effectiveness, sales management training, sales training, sales boot camp, sales management boot camps

Cheerios, not Wheaties has the best Sales Value Proposition

Posted by Jack Derby, Head Coach on Fri, Mar 07, 2014

In yesterday's Wall Street Journal, there was an interesting marketing article on Wheaties.   Most of us grew up with the marketing tag line of "The Breakfast of Champions" ringing in our head along with pictures of Michael Jordan, Dorothy Hamil, Michael Phelps and similar top level athletes featured in full color on the outside of the box.  Wheaties actually taste pretty good! The problem is that although they are an iconic 91 year old brand, they no longer sell very well. 

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Tags: sales productivity, Sales Best Practices, sales, sales enablement, sales effictiveness, sales boot camp

The Number 6...and more Sales

Posted by Jack Derby, Head Coach on Wed, Jan 29, 2014

Last Sunday, I was walking out to the barn and noticed that the big red thermometer read 6. Just by it's naked self...6.   Certainly a lot colder locations over the last couple of weeks. -31 in Fargo, -19 in Albany, and yesterday,-8 in Chicago, but here in the woods of Bondville-Winhall (pop. 725), it was just plain old 6 without the pluses or the minuses.  Just so that I would keep my sanity as I shoveled yet another path for the propane delivery guy to get to the tank, I thought about the relevancy of the number 6.  

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Tags: sales coaching, Sales Best Practices, Sales Management Best Practices, sales, sales management effectiveness, sales optomization, sales boot camp, sales management boot camp, sales checklists

Planning for more wood...and more sales

Posted by Jack Derby, Head Coach on Wed, Jan 22, 2014

Guiding the brand new Subaru carefully out of NH and into Boston through yet another snow storm and blasting cold wind this morning. Steel gray skies and and tough sleddin' everywhere, but that's why they invented 4 wheel drive.  

Even though it seems like we're already two or three months into this winta' season, the calendar technically notes that it's just 30 days. All I know is that I'm burning way more wood than usual in the stove in Vermont, and right now it looks like all my careful planning isn't working out that well.  

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales enablement, sales tools, Sales quota, sales boot camp, sales management boot camp

Just Three Things for 2014...plus More Sales

Posted by Jack Derby, Head Coach on Tue, Jan 07, 2014

Just Three 2014 Things...

If there were just three things that you could improve on and be super successful at during 2014, what would they be?

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Tags: Sales Optimization, Sales Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales boot camp, sales jobs, sales management boot camp, strategic planning, sales checklists

How the heck can I get more sales from my team?...and Sales

Posted by Jack Derby, Head Coach on Fri, Oct 11, 2013


Just finished one of our two and a half day Sales Management Boot Camps, and right now I'm in the zone of somewhere between exhausted and excited.

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales management coach, sales effectiveness, sales management training, sales boot camp, sales enablment