Creating your own single source of truth

Posted by Jack Derby, Head Coach on Tue, Jun 30, 2020

Rarely, as in never, do I get into a discussion in this blog about politics, and to a large degree this post is not about politics, it's just about the science, the data and the sources of the truth behind the pandemic and its impact.

What each of us should be doing at this time is to identify our own "single sources of truth" regarding the disease, the impact that it's making on our physical and mental health, and the devastating effect on our businesses and our jobs.

The only way we can fight back is with discipline in what we do, how we act, and how we sell and market our products

Six months into this, we clearly know the facts...

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Tags: Sales Management Best Practices, sales enablement, sales management boot camp, sales boot camps, how to write a sales plan, 2020 sales plans, Selling Successfully in a Covid World

Slow down, reduce the lanes & focus!

Posted by Jack Derby, Head Coach on Fri, Jun 26, 2020

I happened to be talking to a friend of mine, Paul Kelly, President of Berkshire Bank, yesterday about...what else...Sales, of course, and he provided a very interesting perspective to approaching his sales process during these times of unknowns.  Notice I just used the phrase "times of unknowns" since "chaotic" is too depressing and "new normal/abnormal" has become too much of a trite label, All we do know right now is that we will be in this "time of unknowns" for at least the next six and probably twelve months.  Nothing we can do in our day-day-day is going to change the overall environment, but determined and innovative managers like Paul, who focus on positivity, motivation and specific marketing and sales tactics, impact sales at their companies every week. 

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Tags: sales productivity, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales enablement, sales management training, how to close sales, 2020 sales plans

Welcome to the Summa'  What's your shelf life going to be?

The official summa' kicks off this Saturday, -which by the way, looks like a perfect weatha' day- and we welcome in this season of beaches, barbecues and barefootin'. 

Most importantly, it's time to kick back a bit, take a breath, and simplify from what we've been through over the past 100 days.  We need to take a break, or at least a partial break, from the pressures of the reality of the virus and from the stress of the unrest. 

Given what's been going on around us and the financial realities of where we are, I expect that the word "vacation" may have a very different meaning during the Summa' of 2020.  Having said that, we still need to take a break and shut things off for a day or five or a couple of weekends since it's going to be a long road ahead to get to "recovery" whatever the word meansWe also need some time to get out of the day-to-day survival mode where we've been hunkered down for the last 100 days and think a bit more strategically about where we're going to be at the end of the next 100 days.

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Tags: Sales Management Best Practices, sales boot camps, sales management boot camps, Making Tough Choices, how to write a sales plan, 2020 sales plans

Embracing healthy change in unhealthy times

Yesterday, I completed my virtual follow-up visit with my cardiologist, Dr. Michael at MGH.  It's hard to even use those words, "my cardiologist" after being diagnosed with "massive heart disease" (another uncomfortable choice of words) five years ago with 100% of one artery blocked and 60% of another. 

The only reason I lived was that I had grown two new arteries which "naturally bypassed" the two diseased arteries. Who knew?  Not me!  Not my Vermont country doc who had incorrectly diagnosed my shortness of breath as asthma and loaded me down with three different scripts for inhalers which I used for years before moving back to Boston and new docs at MGH.  

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Tags: Sales Best Practices, Sales Management Best Practices, sales effectiveness, sales enablment, how to write a business plan, sales planning meetings, 2020 business plans, 2020 sales plans

Would you...could you...Free Solo?

Posted by Jack Derby, Head Coach on Fri, Jun 05, 2020

Last night, I watched the documentary about the climber Alex Honnold, who is the star of Free Solo, the documentary about his ascent of El Capitan that won an Oscar last year.  

El Cap is a 3,000ft sheer rock face in Yosemite, California, and he climbed it without a rope.

Although Alex is known in the public eye as a free solo-ist, most climbing he does takes place on a rope. He typically won’t free solo a difficult route until it’s been thoroughly rehearsed while attached to one.

So that’s what makes this photo here fun...and of course, here he’s roped in.

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Tags: Sales Management Best Practices, sales and marketing best practices, sales management training, selling skills, sales training, Making Tough Choices, sales management productivity, sales readiness

No more Joey BagaDonuts

Posted by Jack Derby, Head Coach on Wed, May 27, 2020

When I first began as a rookie salesperson, I had just been promoted to be president of the medtech company where I had moved up through the ranks from manufacturing and engineering and then to the corner office.  I had never sold anything and had zero understanding of what marketing did other than knowing they spent a ton of money on trade shows, conferences and producing whitepapers.  The second week into the job, our number two sales guy, Alan, showed up in my office and suggested that we take a sales trip together to his largest hospital in NYC.  A great guy...strong numbers, very affable, bright-but in a folksy kind of way- and a very hard worker.   I still remember that first call:

 

#1 lesson from Alan was to dress down from the plaid suit.  😎
#2 was to go in the hospital on the 2nd shift since it was less hectic and quieter. 
#3 was to bring a box of donuts to the nurses since they knew what was really going on.
#4 was to understand that knowledge was power, and the currency was just being human.

 

Today, we would term that process a "Discovery Call", and we would put it into the second step in our sales process funnel and allocate specific tools and checklists to the Discovery call wrapping all of that up in Hubspot CRM technology that would automatically remind us in three days after the call with follow up tasks and templates to complete.  Yes, it's mechanical, efficient, and highly disciplined, and, yes, it's not very human by itself, but it works.  The secret to successful sales is to add personality and trust to any sales process that's full of steps and metrics. 

 

Which is better-sales process or the human touch?

Alan was just a superb salesguy!  Always #1 or #2 in a team of 50 plus salespeople.  He had a superb memory and a built-in innate ability to drive sales "The Alan Way", and as a result he had his own process down to a science.  That's the good news. 

The unsettling news was that no one else could sell "The Alan Way" since his process came down to style on the attributes side of things and his own selling skills on the process side of the equation.  Plus, although he had a huge geographic territory, he only focused his time in the density of two very concentrated cities and then further pinpointed those to the specific hospitals where he knew exactly what was going to happen in in terms of replacement products given his closeness to the nurses using donuts as his currency   The bottom line in his "Streets-not-States" strategy was that by focusing on only 5% of the available hospitals in his entire geography, he always got to whatever the bonus number was above 100% of his quota. 

The majority of us are not Alan, nor do we have his discipline, so people like me need to "resort" to our "Process & Tools & Technology & People" solution to make sure that nothing falls through the cracks...and because I just don't the whole Joey BagaDonuts approach. 

The Joeys who are still in the sales game also do not have the skills or the style that Alan had...all they have are the donuts.  As a result, they rely on stupid and affrontive emails like this one below that I just received yesterday:  
Hello Mr. Derby,   I hope you're having a great Tuesday.
My name is xxx xxx, and I'm the CEO at xxx.  We are a new member of xxx. While browsing the member directory I came across your profile highlighting your company and wanted to make a brief introduction about our solutions.  We are a cost reduction and profit improvement company. We have had significant success working with venture capital, investment banking firms, private equity groups, and consulting firms seeking to create equity value within their portfolios or for their clients.  Attached are a few case studies of those successes. After doing some research, I'm interested in finding out more about your company. I look forward to hearing from you.

That's definitely a Joey BagaDonuts email, but unfortunately it came without the donuts! 

Just another example of a worthless marketing and a sales approach so bad, that I just had to blog about it this morning.  Messaging like this is especially affrontive now in this time of chaos when it's even more critical for all of us to focus on what it takes to provide true customer value while never using the words, "trust me on this!"

Right now, all of us are trying to figure out what the new rules for both Sales and for Marketing will be for whatever the new normal will be in 2021. 

  • Today, there is no new normal, just 60-day sales tactics focused on survival. 
  • First, we need to hit this month's number on Friday.
  • Second, we need to get to July 4th and then take a long weekend-breather.
  • Third, only then can we spend time figuring out what it takes to get to Labor Day. 
  • Around that time, we should then know enough to begin to write the new rules for 2021. 

Have a great day selling today, tomorrow and Friday!

TUFTS FALL SEMESTER MARKETING PROJECTS

At Tufts where I'm a professor teaching Marketing in the Entrepreneurship Center, I am now actively looking for marketing projects for the fall semester. Yes, we will be teaching in the fall with a blended mix of video and visual content, distance learning and F2F-socially-distanced mechanics.  All safe-all the time!

The manner in which I teach is based on my practice of "Content in Context", where I and my guest lecturers provide the clinical teaching content and the real-life experience which is then taught within the structure of six teams of juniors and seniors delivering fully developed marketing plans to their host companies at the end of the semester.  The companies range from established startups with revenue to mid-size corporations.  The projects are often full marketing plans for the company or a marketing plan for the launch of a new product or service.

The results over the years have been just excellent both for the students and for their companies, and, for a couple of reasons, this semester's results were the best ever...just over the top.  Right now, I'm taking applications for next fall's course, so if you're interested, just connect with me by email at jack@derbymanagement.com, and I will set up a quick call to review the logistics with you and send you an outline of the program.  All of the applications need to be in no later than June 19th.  The syllabus and the projects go out to the students on July 5th.    

 

If at any time, you have a need for a confidential sounding board management coaching or for Sales or Marketing stuff, just connect with me at any time.  Text or email me, and I will quickly set up a call.  I'm a pretty good listener.  Obviously, no cost, just an opportunity to listen intently and make a few recommendations based on decades of experience.

Be safe, be positive and enjoy today and have a great Memorial Day Weekend!

 

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales management coach, sales effectiveness, Sales quota, best sales practices;, Sales Leadership in the Revolution, 2020 sales plans

Sugarin' season in Sales

Posted by Jack Derby, Head Coach on Thu, Feb 27, 2020

The rhythm of the seasons...Taint spring yet

I was reminded yesterday of the inevitable rhythm of the seasons both in VT and in the world of Sales.  It seems that for some yet unknown reason, a decision has been made to redo the kitchen in Vermont.  Not that I was consulted or even asked in this decision process, but I was told that a decision had been made all the same. Given this, I reached out to my friend Steve at Homestead, the company up at the end of the road a piece that does the plowing in the winta', the lawn in the summa' and basically everything else from landscaping to construction at the VT house.  

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Tags: Sales Management Best Practices, sales enablement, sales boot camp, improving sales productivity, sales leadership, sales effectivness, sales motivation, sales readiness

How'd We Do?  Time to Measure Up, Rethink & Replan!

Posted by Jack Derby, Head Coach on Thu, Jul 25, 2019

Summa!

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Tags: Sales Management Best Practices, sales management, sales coach, sales planning, sales producitivity, business tools, business planning, business plans, The Competitive Edge, writing a business plan

Welcome to the Spring-Don't Get Stuck in the Mud!

Posted by Jack Derby, Head Coach on Fri, Mar 22, 2019

Of course the announcement of the beginning of Spring brings out all of that amorphous stuff about rebirth, awakening and new growth.  For me, after all of these springs, I'm sure that those touchy feelings also exist somewhere neatly filed in some dusty corner of my brain right alongside my desire to look for the first robin.  Not really !

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Tags: entreprenurial, Sales Management Best Practices, sales optomization, sales management boot camp, improving sales productivity, sales leadership, Making Tough Choices

Marijo got it right...It's about "The Basics"... & Sales of course

Posted by Jack Derby, Head Coach on Fri, Jan 26, 2018

I've had the privilege of knowing Marijo McCarthy for 30+ years, so I was very pleased when I received an email from her following last week's blog. 

A gifted lawyer at the firm of Widett and McCarthy, she and I and another 20 plus small business entrepreneurs breathed new life into SBANE, "The Smaller Business Association of New England", (now, rebranded to The New England Business Association" ) back-in-the-day.  Led by Julie Scofield, the powerful Executive Director of the association, SBANE was placed squarely on the map in New England as "THE" place to be for small business. 

Not tech or specific market focused, but just "meat-and-potatoes" small businesses run by rock solid women and men who came together to share best practices and consistent networking...on steroids.  
Back-in-the-day, SBANE was all about the basics of business networking, education in what it takes to run a small business successfully, and superb connections from trusted referrals.

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Tags: Sales Management Best Practices, sales enablement, sales management training, sales management productivity, selling trust