Jack's 3 Rules for my grads, for Sales & for me

13 Weeks Later @ Tufts

  • I start looking for new sales & marketing projects on 10/01 and 5/1
  • The syllabus w/projects are sent out on 12/26 and 07/05
  • 6 marketing & 4 sales projects for 2 very oversold courses
  • 1 week later, the newbies need to tell me which project and why
  • Bios are circulated to me and teams of 5-6 are formed
  • Reading and research begins 30-45 days before class begins
  • 13 weeks later, complete plans are presented to management

On the last day of the course in the last 15 minutes, I talk about, 'Jack's 3 Rules'

Rule # 1:  Connections are Forever

Make all the connections that you possibly can.  Cherish them.  Treat each of them with extraordinary care.  Store them, use them and communicate to them all of the time in LinkedIn, Twitter, FB and Insta.  Never let those connections go stale and unused!

This week, I met with David K. in my office at Tufts.  Haven't seen David, a brilliant product/market genius, president-level guy in 15 years since we sold EarCheck, a wonderful startup, founded by Sandra Kimball, where I was CEO and Dave was a critical part of our success.  David's daughter is now at Tufts, and he found me when I made some recent noise at Tufts...which I often do, so he stopped by to chat.

Dave and I played the "whatever happened to..." game for 15 minutes, and he mentioned a critical person on our EarCheck team.  While Dave was sitting there, I looked up that person on LI, and we talked about how important our success was due to that person.

Two hours later, I was talking to one of my seniors about a potential job.  She mentioned the company, which seemed very familiar, and then I realized that the familiarity was because I had just pinged the company two hours before when David and I were reminiscing about "whatever happened to?".  My student now has an interview next week with that long lost person, who is the president of that company.

In life, in business, in love and in family, cherish your connections!

Rule # 2: Learning is Consistently Continuous


Each semester-now 20 years at MIT and 10 at Tufts-I realize just how much I don't know. 
At the end of every semester, I tell my students that everything which had been learned over the prior 13 weeks, is on that last day, obsolete.

Whether you're 21 or 33 (the age now of my oldest Tufts alums) or 43 or 53, to be in business at any level, I believe that you must consistently push yourself to learn more, to study more, and to test yourself all of the time. 

I read a book a week, and in the summer often two.  I'm fascinated by the intersection of technology in Healthcare and in Sales and Marketing, and I like nothing more than exploring new apps and platforms. 
My Summer Beach Bag is filling up quickly, and below you will find two new MUST READS if you want to push your own world of Sales & Marketing.

Summer reading

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Tags: marketing projects, sales management effectiveness, Tufts marketing projects, student intern marketing projects, how to write a marketing plan, jack derby professor at Tufts, sales plans for 2018, Tufts Entrepreneurship

"Big Hat, No Cattle"...and Sales

Posted by Jack Derby, Head Coach on Sat, Feb 25, 2017

I've found that there are two types of managers who work in our profession of Sales...

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Tags: Sales Management Best Practices, sales management, sales management effectiveness

Eat Your Broccoli...and Drive Your Sales

Posted by Jack Derby, Head Coach on Sat, Jan 28, 2017

Broccoli !

The high-antioxidant, nutrient-rich, heart-healthy poster child of new age eating, or the scourge of every child and teenager who has heard the battle cry of “You have to eat your broccoli” ?

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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales effectiveness, sales enablement

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

Streets, Not States...and Sales

Posted by Jack Derby, Head Coach on Fri, Apr 24, 2015

Every morning, I leave the beach very early and make the one hour trek into Boston so that I'm able to be at the club when it opens for my daily workout . Good to start the day off with a bit of structure, plus the drive gives me the opportunity to think through the day while listening to Bloomberg News from London.  For the last couple of days, a good portion of those news stories have been about the massive Greek debt problem which everyone, except the Greek government, seems to understand.  Pretty simple problem to understand-less than 50% of the population doesn't pay any taxes.  All I know is that this problem, created by a second-rate country 10,000 miles away, has had a negative effect on everyone's stock portfolio and is a speeding train wreck headed for the cliff.

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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales management coach, sales planning, sales management training, sales plans, sales management boot camp

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

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

Rally Cry...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 27, 2015

A friend of mine just became the head of a large bank, which is one of our larger customers.  A solid and very comfortable guy that your first reaction to is... "I'd just like to sit around talking to to him".  Ex-football player from Dartmouth who now maxes out on a couple of Tough Mudders every year.  Great family man, just a nice guy, who is very focused on what he and his managers need to do in terms of performance and accountability. 

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales training, sales plans, sales management boot camp, strategic planning

Just 5 Questions...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 13, 2015

As we move through March and the end of the first quarter, I always regard this time of year as a critical experiment of the new ideas, new strategies, new tactics, new activities and new people that you and the team planned for way back in October and November.  I like to think that both company-wide business plans and departmental-specific sales plans always work because, whether or not they result in the actual forecasted numbers, the planning framework that has been created is actually more important than the results since it provides a consistent process and structure that you can refine and refine again during the balance of the year.  By keeping to this process consistently, I guarantee that you will ultimately get to your goals and objectives.

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Tags: sales productivity, sales coaching, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, selling, Sales quota, sales training, sales management boot camp, strategic planning

What Makes a Great Sales Manager...and Sales?

Posted by Jack Derby, Head Coach on Tue, Nov 11, 2014

A 3 Minute Sales Management Course

A Vermont eagle was sitting on a tree resting, doing nothing. A small rabbit saw the eagle and asked him, 'Can I also sit like you and do nothing?'

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales tools, selling, sales management training, sales training