2015...and Sales

Posted by Jack Derby, Head Coach on Mon, Jan 05, 2015

Happy 2015!  


And, with the coming of this new calendar year...of life, of Sales, of relationships, of exploring, and, most importantly, of learning, also comes the requirement to take a look around and assess where you personally are in your sales and marketing career.  Part of this personal responsibility comes merely as a result of turning the page in the calendar and being able to broadly look out over the landscape of the next 12 months that are about to unfold...whether you're ready or not.   Make a few resolutions if you must, but, most importantly, place a firm stake in the ground now, and take control of where you want be and what you want to have accomplished at this exact time in January, 2016.  

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management, sales effectiveness, sales planning, sales tools, Sales quota, sales training, sales plans, sales effictiveness

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

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

Thanks! Travel safe...and take a day off from Sales

Posted by Jack Derby, Head Coach on Wed, Nov 27, 2013
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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales enablement, sales planning, sales effictiveness, sales boot camps

At The UnConference, everyone asked about Money...and Sales

Posted by Jack Derby, Head Coach on Tue, Nov 05, 2013

MassTLC (short for Massachusetts Technology Leadership Council) keeps doing everything perfectly! Having run a number of business associations such as SBANE, ACGBoston and the MIT Enterprise Forum of Cambridge, I personally know how very hard it is to keep things new, exciting, and constantly refreshed.   Members want to feel engaged, sponsors need to feel loved, and new prospects want to join only if "the cool kids" belong.

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Tags: Sales Optimization, Sales Best Practices, sales management, sales enablement, sales planning, sales effictiveness, sales management boot camp, sales boot camps

Taking Control of Your Time #2...and Sales

Posted by Jack Derby, Head Coach on Tue, Aug 06, 2013

 Speaking of time, did you notice, it's getting colder and darker 
 every morning.  Can't stop the seasons.  Can't lengthen 24 hours.
 Can't change the length of the month or the quarter.  All we can
 do is use our time more efficiently, effectively and comfortably.
   "I must govern the clock, not be governed by it"  -Golda Meir

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Tags: Sales Optimization, sales, sales management, sales enablement, sales training, sales effictiveness, sales boot camps