You Need to be Direct in Sales! Straight Talk Always Wins!

Posted by Jack Derby, Head Coach on Tue, Sep 06, 2016

Walt Garrison, who was a legendary football player at Oklahoma State and the Dallas Cowboys, often provided this quote when speaking about delivering straight talk...

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Tags: sales productivity, sales management effectiveness, sales management coach, sales jobs, sales management boot camp

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

Better to be Lucky than Good...and Sales

Posted by Jack Derby, Head Coach on Thu, Apr 16, 2015

Most mornings when I'm getting ready for the day at the gym after working out, I find myself shaving in the sink area near Dr. Steve, a world-renowned surgeon. Over the years, I've gotten to know him very well, and recently he's been a wonderful sounding board for me as I maneuvered my way through the maze of hospital procedures, protocols and processes.

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales optomization, sales jobs, sales management boot camp

22 Days to make a Difference...and Sales

Posted by Jack Derby, Head Coach on Mon, Nov 17, 2014

We're coming down to the home stretch.  

  • The Thanksgiving break is teasing us just around the corner.  
  • The countdown to the end of the quarter is well underway 
  • Only a very short number of days left in the year. 

So, are you ready?  No, I mean- really ready?

These are the 22 most important sales days of the year.  These are the days that can make a difference whether it's by making money the old-fashioned way through blocking and tackling your way down the field like the Patriots last night, or by investing time in a couple of those opportunity bluebirds that have been hanging out there for a while.  Whatever it is, these are the days that will count the most.  And the very good news is that there are still 22 DAYS TO MAKE A DIFFERENCE

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales effectiveness, sales enablement, sales tools, selling, selling skills, sales training, sales jobs, finding sales jobs

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

Shoes, Best Sales Practices...and Sales

Posted by Jack Derby, Head Coach on Tue, Jul 16, 2013

Find any salesperson, woman or man, and you'll find a person who cares about their shoes.

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales tools, selling, sales management training, sales plans, sales boot camp, sales jobs, finding sales jobs, sales boot camps

Getting the Very Best Jobs...and Sales

Posted by Jack Derby, Head Coach on Wed, Jun 05, 2013

I open each semester at Tufts by asking my students what my job is.  After a couple of awkward minutes including... "to teach us about marketing", to which I respond, "That might be a problem because I don't know that much about marketing", my real answer is..."to make sure that you get the highest paying jobs that you're going to find to be the most rewarding".   And, at the end of the day, that's really the most important result from any university. 

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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, selling, sales management training, selling skills, marketing effectiveness, sales training, sales jobs, finding sales jobs, sales boot camps, strategic planning, Tufts university, Tufts ELS

Connections & Graduates & Jobs...and Sales

Posted by Jack Derby, Head Coach on Tue, May 28, 2013

The semester is over.  Grades are in... without complaints this semester.  Commencement was more than a week ago.  Summer is lurking around somewhere, but not here on the beach unless you like 52 degrees, which clearly beats the 12" of snow in VT on Sunday. 

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Tags: sales coaching, Sales Optimization, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales management training, sales boot camp, sales jobs

The Winhall General Store, my friend, Mike...and Sales

Posted by Jack Derby, Head Coach on Thu, May 09, 2013

Late Friday afternoon, I managed to squeeze into the Winhall General Store minutes before closing time and found myself waiting in line beside my friend, Mike, to order takeout.

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Tags: sales coaching, Sales Optimization, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, Sales quota, sales training, sales plans, sales listening, sales jobs, sales boot camps

Snow Metrics...and Sales

Posted by Jack Derby, Head Coach on Thu, Mar 28, 2013

Impossible now to look out my home office windows in Vermont.  Snow drifts cover the window, and even if I were crazy enough to try to shovel them away, the 50 feet between the windows and the driveway is one giant ice cube of snow packed 3 feet deep.  Spring?  Maybe in August.  My great-grandfather Horace, who lived up the road a piece in the town of Poultney during the late 1800's , wrote often about living in Vermont with its 11 months of winta' and one month of damn poor sleddin'.

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales coach, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, sales management training, selling skills, sales training, sales plans, sales listening, sales jobs, sales boot camps, sales checklists