Is it Culture or Cult that leads to Sales Success?

Posted by Jack Derby, Head Coach on Thu, Aug 18, 2016

Recently, I've spent a lot of time thinking about two of my favorite and most interesting customers

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Tags: sales coach, sales tools, sales culture, sales success

Selling is rarely frustrating.  Frustration?  How about folding laundry!?

Posted by Jack Derby, Head Coach on Fri, May 20, 2016

Interesting article in The WSJ yesterday.  If you have a subscription, you'll find it HERE.

Here's the premise...

Folding laundry frustrates most everyone. Makers of consumer products, feel the same way.

“We’re constantly thinking about it,” says Jennifer Schoenegge, general manager of General Electric Co.’s appliance brands. Engineers at the maker of washing machines and other kitchen appliances have joked with her that the solution is a butler, Ms. Schoenegge says. “We haven’t cracked that nut yet.”

Folding laundry stubbornly remains a job done by hand, item by item. It is a Holy Grail for inventors who have seen billion-dollar industries created from products that solve chores such as washing and drying clothes, scrubbing dishes and cleaning floors.

There are some new products, even machines that will fold overnight for anyone willing to part with money and floor space. Meanwhile, marketers are studying the habits consumers don’t often admit to.

So, a couple of comments and related questions..

  • I often get a comment from new (or old and tired) salespeople that selling, and the world of Sales is frustrating.  My belief is, if that's truly the case, then maybe the job is not the right job, or that person is not keeping up with training on today's selling skills, today's technologies and today's "new & improved" selling  processes. 

    When's the last time you took an advanced sales training course either in a personal selling skill or two, or in your CRM platform and its apps?
  • Sure, Sales can indeed sometimes be "frustrating" when we lose that single opportunity that we were forecasting at a very high probability and could almost count the numbers on the commission check, but for every one "frustration", my equation is there are at least ten more "exciting adventures". 

    What's your Frustration Equation in Sales?

I get very frustrated at stupid telemarketers and spam emails, both because they interrupt me and waste my time even if it's just to delete their messages, but also because they're using antiquated Outbound techniques that have been proven time and time again to be both ineffective and very inefficient.  Don't get me started on trade shows!

What's your percentage of operating use between Inbound & Outbound?  Mine's 40/60 in terms of dollars, when I include client dinners and our two annual CEO events.  Other than that, it's all Inbound. 


Final Question...

What's your most frustrating chore? 

Mine is definitely not laundry!  It is food shopping, and in spite of my being a techy kind of guy and although there are lots of interesting online apps for food delivery, I still find myself pushing carts down the aisles in Market Basket every weekend.  Ugh!  Really frustrating.  There's got to be a better way.  When I lived in the city years ago, Peapod was superb!  Try to get any delivery at the NH beach of anything is very, very frustrating.

Let us know... "What's yours?"

......................

IT's time to TUNE UP YOUR OWN BUSINESS & MARKETING PLANS

Also, since you're now deep into Q2, you just may want to put aside a day during the next two weeks to refine and update your 2016 Business Plan, or at least your 2016 Sales and Marketing Plans.  To get you started, click here and receive a downloaded copy of our Writing the Winning Business Plan, 2016 edition.

Another opportunity for preparing now for Q4 is to do the same type of "relook" at the basics of your 2016 Marketing Plan after reviewing our ebook on "How to Write a Marketing Plan". This consists of mostly solid basics and tactical structure stuff...which just might be the perfect thing to do right now before you dive too deeply into Q3. 

...and, of course, if you just want to talk through some of where you are right now and use us as a confidential sounding board...or do a short Whiteboarding Session with any of us, just email me, and we will work out a convenient schedule.

Good Selling!  

   

 

 Head Coach  

 Derby Management...for 25 years
 -Sales & Marketing Productivity Experts
 -Business & Strategy Planning Specialists
 -Senior Management Coaches for CEOs & VPs

 Box 171322, Boston, MA 02117
 Jack's Cell: 617-504-4222 

     



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Tags: selling, Sales quota, sales jobs, sales culture

3 Lessons on Underwear & Better Sales & Marketing

Posted by Jack Derby, Head Coach on Thu, Mar 31, 2016

Back in the day, you probably remember your mother warning you about making sure that you were wearing clean underwear "because if you're in an accident, and they bring you to the hospital, then, you want to make sure that you don't have dirty underwear".  I must admit I didn't think about this a lot during my various ER experiences of broken bones after falling off my bike or crashing into trees while learning to snowboard. Actually, there never seemed to be any checklist at the ER asking about the health or even the cleanliness of my underwear.

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Tags: sales coach, sales planning, sales tools, Sales quota, sales culture

What's Important...and Sales?

Posted by Jack Derby, Head Coach on Thu, Jan 22, 2015

What's Important?

Two weeks ago, I underwent bypass surgery at MGH. "Big Success" is all I wanted to hear, and those were the exact two words scribbled boldly across my discharge papers.  What's ahead are a few weeks of recovery and exercise, and then, just as I have heard from hundreds of blog readers and Facebook friends, "better than before".  That phrase by itself raises a lot more questions, and one of the most important of those to be answered is that of "What's Important?".

See, I thought that I was already "better than before", and have always exercised every day, and snowboarded and surfed on the weekends.  Couple those activities with relatively good diets, and I should be the postercild for "Healthy (older) Boy" of the year. 2014 didn't seem to end that way, but o
n the very positive side of all of this, 2014 is now way back in the rear view mirror.  

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Tags: sales productivity, Sales Optimization, Sales Best Practices, sales and marketing best practices, sales effectiveness, sales enablement, sales planning, sales optomization, sales management boot camp, sales culture

Storms on the horizon...and Sales

Posted by Jack Derby, Head Coach on Fri, Oct 31, 2014

Do you remember the Northeasters from last week?

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Tags: sales productivity, Sales Best Practices, sales and marketing best practices, sales management effectiveness, sales coach, sales effectiveness, sales enablment, sales culture

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

Fall Leaves, Winter Planning...and Sales

Posted by Jack Derby, Head Coach on Fri, Oct 10, 2014

 

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Tags: sales coaching, sales management, sales management effectiveness, sales effectiveness, sales management training, sales training, sales plans, sales effictiveness, sales culture

Back to School...and Sales

Posted by Jack Derby, Head Coach on Sat, Aug 23, 2014

As we think about the way-too-rapidly-approach to Labor Day...

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Tags: sales productivity, Sales Optimization, sales plan process, sales effectiveness, sales enablement, sales tools, sales culture

Success, Rewards, Corvettes...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 26, 2014

To the uninitiated, the managers who never actually sold anything, the presidents who did not climb up the rungs from entry-level sales positions to become the #1 salesperson, and to the operations managers who regard salespeople as a necessary evil, the presumption is that money drives success in salespeople.  

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Tags: sales coaching, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales producitivity, sales culture, sales boot camps

What's Your NBT as a Sales Athlete?

Posted by Jack Derby, Head Coach on Fri, May 16, 2014

Perhaps you're a weekend athlete and chase the little white ball around on Saturdays. Maybe, you're on the other end of the spectrum like my friend, John Sohikian, back on the bike clocking 30 miles runs just two weeks after major surgery. James Geshwiler, one of the two Managing Directors of Common Angels, is out rowing on the Charles most mornings in every possible weather condition, including a little ice now and then.  Me?  I'm somewhere north of the center, in the gym promptly every weekday morning at 5, thinking through the day and typically counting the minutes until breakfast.
 

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales and marketing best practices, sales effectiveness, sales enablement, sales planning, sales culture