Most importantly...we all need to remain curious!!!


20 years from now, you will be more disappointed by the things that you didn't do than by the ones you did do.
So, throw off the bowlines. Sail away from the safe harbor. 

Catch the trade winds in your sails. 

Explore! Dream! Discover!

   ...Mark Twain


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Tags: sales boot camp, sales management boot camps, Tufts marketing projects, jack derby professor at Tufts, sales management productivity, creating trust in sales, Tufts Entrepreneurship, sales motivation

Hey, Joe BagaDonuts...and Sales

Posted by Jack Derby, Head Coach on Wed, Oct 18, 2017

There's no such thing as a born salesperson

As most everyone knows, I didn't come up the management ladder through Sales or Marketing, but through  Manufacturing and Engineering, and then by luck...or mistake...got promoted to become president of a good size division of a major corporation.  As a result, the first day of my being president was also my first day of running a sales organization.  

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management boot camps

Trash or Treasure in Sales

Posted by Jack Derby, Head Coach on Sat, Jul 22, 2017

I have the privilege of living and working in a few interesting places in New England

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Tags: Sales Optimization, Sales Management Best Practices, sales effectiveness, sales management boot camps

Think of Sales Activities as a Balance of the Old & the New

Posted by Jack Derby, Head Coach on Fri, May 05, 2017

I was on the Acela yesterday morning on the way to NYC, when I started to write this.  Took the 5:05 out of the Back Bay and ended up at Penn Station perfectly on time, only to fight my way out on the street to get to my account.  Thank God for Uber, which made the logistics of the day a perfect blend between "Old & New" !
The Acela run is always one of my favorite trips since I love trains, and I always look forward to working with this particular client on their very challenging long-term strategies. 

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Tags: sales and marketing best practices, sales management boot camps, improving sales productivity

Jelly, Jam, or Preserves?  Common Language & Sales

Posted by Jack Derby, Head Coach on Fri, Mar 03, 2017

A breakfast with customers or referral partners is always my favorite meal of the day, and one of life's little pleasures is my careful selection of raspberry or strawberry "jelly", or sometimes, just to feed my wild side, a spoonful of marmalade.  Simple pleasures for a complex life.

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Tags: Sales Optimization, sales enablement, sales management training, sales management boot camps, improving sales productivity

Getting Back to Basics...and Sales

Posted by Jack Derby, Head Coach on Tue, Apr 07, 2015

One of my best friends, Carolyn, decided to make a mid-life career change recently and enter the world of selling commercial and residential real estate in Vermont.  A tough job with lots of competition plus the vagaries of working in a seasonal resort. 

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Tags: sales productivity, Sales Optimization, sales management effectiveness, selling, sales management training, selling skills, Sales quota, sales training, sales plans, sales management boot camps

Weather Forecasting...and Sales

Posted by Jack Derby, Head Coach on Fri, Feb 20, 2015

 

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales plan process, sales effectiveness, sales enablement, sales planning, sales plans, sales boot camp, sales producitivity, sales management boot camps

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

Birthdays, Social Marketing...and Sales

Posted by Jack Derby, Head Coach on Tue, Mar 18, 2014

Last week I celebrated my xx birthday.   No magic number.  No big celebration.  But, as a friend of mine from my daily high school email posse remarked... "Having birthdays is a whole lot better than not having them".  James Geshwiler and Maia Heymann began our 8:00 Monday morning  status call at Common Angels by singing "Happy Birthday".  Mike Schumann, VP of Sales at Salsify, asked through Linked In how it felt to be 49? I responded, of course, that "I wouldn't know...yet." 70 of my FaceBook friends chimed in with best wishes and another couple of hundred through Linked In. And, yes, I did get two actual paper birthday cards...from the cats.  And, oh yeah, I bought myself a car as a birthday gift.

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Tags: sales productivity, Sales Optimization, Sales Best Practices, sales effectiveness, sales management training, sales training, sales boot camp, sales management boot camps

It doesn't matter if you're right; it matters that you're understood

Posted by Jack Derby, Head Coach on Sat, Mar 01, 2014

Recognition for this title to Seth Godin in his blog last Saturday.  A Tufts grad, Seth has a knack for minimalism both in his blog content and in his persona.  As I was reading his blog, immediately I thought of how important a statement this was for the sales people at most companies.  And the reason for that are these disturbing facts below from a recent study at the Harvard Business School:

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Tags: sales productivity, sales coaching, Sales Best Practices, sales, sales effectiveness, sales management boot camps