Derby Management's "Competitive Edge" Blog

The Boys on the Bench...and Marketing

Posted by Jack Derby, Head Coach on Thu, Oct 11, 2018

Vermont's Marketing in the Fall

25% of Vermont's tourist dollars come as a result of four weeks during the leaf-peeping season from caravans of busses out the Midwest and outright commercialism of marketing and selling everything that is the essence of Vermont.
To the left is a picture from last weekend taken from my dirt road 'bout half a mile from my house. Doesn't get Vermont-better than this in terms of the beauty that is the fall...and the tourist dollars that come rolling in as a result.

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Tags: Tufts university, value propositions, Sales Hiring Perfectly, jack derby professor at Tufts, sales management productivity, creating trust in sales, sales careers, Tufts Entrepreneurship

Everything's in Place in VT & in Sales-Today's # is 3

Posted by Jack Derby, Coach, Advisor, Tufts Entrepreneurship Professor on Wed, Jun 27, 2018

"A clean forest is a happy forest !"

In the tiny town of Bondville (Federal government's name) and/or Winhall (the State's name), population 647, I was out in my Vermont woodlot this past weekend. Always a work process of love for the land that is good for my head, the soul and especially for the woods!
My family has lived in this valley for over 250 years, and I have enough great grandfather and grandfather stories of real entrepreneurship to fill a book. I think that it's not by coincidence that I'm now director of the Tufts Entrepreneurship Center, just two miles from my grandfather's first retail store opened in Davis Square in 1908. Bapa left the not-so-rural town of Poultney, just 20 miles up the road a piece from where I live in Vermont, to settle in Somerville next to the Tufts campus.

Last Friday, Mike, my trusted co-worker, and I were deep in the Vermont muck with chain saws and ATV's cutting, bushwhacking, and generally cleaning up the final damage of the winta'.

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Tags: improved sales management, sales management training, sales boot camps, improving sales productivity, sales management productivity, sales careers

The Importance of Seven Today in Your Success!

Posted by Jack Derby, Coach, Advisor, Tufts Entrepreneurship Professor on Thu, Jun 21, 2018

Today's critical number is seven!

Seven days in the week
Seven is a very spiritual number; just like three
Seven continents and seven seas
Shakespeare's "seven stages of life"
Seven colors in a rainbow
Seven letter in "SUCCESS"
...and, of course, just seven days left in Q2 to make quota !

For years, I've always been a countdown guy ticking the numbers down from here to there, or more typically, I start at the "there" and back into where "here" is so that everything...quota, work, travel, and my work at Tufts with my extraordinary students and professors, gets handled efficiently...and most of the time, effectively.

Time is obviously finite and allows for zero expansion in life, in projects and certainly in Sales. The month closes, the calendar page turns and BAANNG, it's a new month, a new quarter, and we're on the other side of that measuring bar. Same as in sports when the buzzer sounds! Zero difference since Sales is just like any professional sport. Always remember that we're all professional athletes just like any professional sports figure...we just chose different careers. Same requirements for training, motivation and the clarity of our drive!

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Tags: improving sales productivity, sales management productivity, sales effectivness, sales careers, sales motivation