Board Meetings...and Sales

Posted by Jack Derby, Head Coach on Thu, Apr 30, 2015

I was at a board meeting a few weeks ago as a new director for a well established public company. As I sat there at my first meeting thinking about boards, board roles, board interactions and a myriad of other director related stuff, I reflected on what I've learned over the years about being a director.

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Tags: Sales Optimization, Sales Management Best Practices, sales management, sales effectiveness, sales enablement, selling skills, Sales quota, sales training, sales listening

End of Semester...and Sales

Posted by Jack Derby, Head Coach on Fri, Dec 19, 2014

The semester is just about over.  11 weeks of classes and then two weeks of final presentations came to a close Wednesday.  

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Tags: sales productivity, Sales Management Best Practices, sales management, sales effectiveness, sales tools, sales management training, selling skills, sales plans, sales listening, sales management boot camps

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

Why I Need to Become an Expert in Storytelling...and Sales

Posted by Jack Derby, Head Coach on Wed, Aug 06, 2014

 

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Tags: Sales Optimization, sales effectiveness, sales enablement, sales tools, selling, selling skills, sales training, sales plans, sales listening, sales producitivity

Lifeguards, Marketing Interns...and Sales

Posted by Jack Derby, Head Coach on Wed, Jul 10, 2013

Jack McAvoy, Lifeguard & Rock-Solid Marketing Guy!

A senior marketing executive at Parametric Technology, Jack and I met a few years ago out of our common love of caring for the beach.  Jack's been the senior lifeguard in Wallis Sands for a long time and is as passionate about taking care of this beach (Rated in the Top 5 cleanest beaches in the U.S. ) and its visitors as he is about the practice of marketing in the rapidly changing ecosystem of 2013. 

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, selling skills, sales boot camp, sales listening, best sales practices;

Parsley or Meat & Potatoes?...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 13, 2013


I was sitting with the senior team at one of our most successful customers last Friday, and we were prepping for an upcoming sales and marketing planning meeting later this week. 

Status:      Solid first half performance
Status:      Great processes & people
Question:  How does everything fit for the 2nd half?

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Tags: Sales Optimization, sales, sales management, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales planning, selling, sales management training, sales training, sales listening, sales culture, sales boot camps

Just Give Me Doonesbury...and Sales

Posted by Jack Derby, Head Coach on Thu, May 23, 2013

Back in the day...when I actually read a physical newspaper, I always carried the paper to the treadmill and immediately opened the last page of The Boston Globe and began the day by reading the comics. Today that daily routine has been replaced by my iPad and the digital excellence of experiencing the daily WSJ.  I still read the so-so content of the Globe, but only online and although the comics are digitally available, even techy-nerdy-me would say..."it's not quite the same". 

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Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales coach, sales management coach, sales effectiveness, sales enablement, selling skills, sales boot camp, sales listening

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

I don’t care what you say…and Sales

Posted by Jack Derby, Head Coach on Thu, Feb 14, 2013

12”, 32”, 40”?  So, how much snow did you actually get at your house last weekend? 

In Vermont we received a paltry 12-15” depending where you stand on the hill, but there’s PLENTY of snow on every trail at Stratton for the upcoming President’s Week.  The NH beach was hit pretty hard with sustained 60mph winds which, with the super high tides, caused about 3 feet of sand to disappear from my beach, mix in with 35” of snow and head directly to my front door.  Well, maybe it was not just my house…but shoveling most of the day on Sunday made it feel like the storm singled out just one house.  This storm will be good fodder for lots of summer stories over the next few years of “remember back when…” .  Of course, by that time, 35” might have become 48”, and the time without power might be exaggerated to “weeks” and not “days”. 

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Tags: Sales Optimization, sales management, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales listening