In Sales, don't be just Vanilla !

Posted by Jack Derby, Head Coach on Wed, Nov 29, 2017

Be IMPERATIVE, and not just Vanilla !

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales enablement

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

Nuts to Summa'! Get Game Ready for the Selling Season!

Posted by Jack Derby, Head Coach on Tue, Sep 05, 2017

It's been an absolutely superb summer !

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Tags: Sales Optimization, Sales Management Best Practices, improving sales productivity

Education + Networking = More Sales

Posted by John Routhier on Tue, Aug 22, 2017

At Derby Management we are big believers in constant education and focused networking to refine your skills, learn new strategies and grow professionally.  We strive to provide our clients superior service through our own knowledge and experience since all of our team has sat in the chairs-just like you-as CEOs, heads of Sales and heads of Marketing of both startups and middle market companies in a wide variety of industries.  

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Tags: Sales Optimization, Sales Best Practices, sales training, business tools, business plans

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

Vermont, Bibles & Cold Calling Sales Tips

Posted by Jack Derby, Head Coach on Tue, Jul 11, 2017


Saturday morning found me at the Winhall General Store in downtown Bondville, Vermont (pop. 647) talking with Red, who was out reading the Brattleboro Reformer on the front porch bench, along with his yellow lab, Blue. 

Another perfect day in paradise, and for me a perfect day to "get things done".  "Getting things done", is what promoted me on Friday afternoon to load up the car with cats, equipment, bags of Home Depot garden rocks, and, most importantly cases of cheap red wine, and make the trek from the NH beach to the VT mountains. 

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales producitivity

What's It All About? What Makes Me Happy? ...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 10, 2017

I used to have a cat named "Bean", and when I was spending a lot more time at the house in Vermont, she and I would go walking in my woodlot, Bean following dutifully behind me as the afternoon light filtered into the perfectly manicured woods.  For 40 years of living in this valley where I come from six generations of Vermonters living there before me, my motto always has been... "A clean forest is a happy forest".

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices

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

2017 Productivity Success in Sales & in Manufacturing

Posted by Jack Derby, Head Coach on Fri, Feb 17, 2017

Back-in-the-day... MRP, ERP, Quality Circles, ISO900, DFMKANBAN, and a myriad of other manufacturing productivity improvement tools and technologies were the structural keys to the success of the resurgence of quality and manufacturing superiority in the U.S.  

In the '70's and '80's, as a direct result of the new-age religions of processes, standardized tools, technologies and metrics preached by the High Priest, W. Edwards Deming, and national activities such as the Malcolm Baldridge Award, U.S. manufacturing steadily pulled itself back to worldwide superiority in such diverse markets as cars, appliances, in semiconductors and general electronics.  This refocus to massive productivity and quality gains, resulting in much higher levels of customer satisfaction, took a national call-to-action spread over a couple of decades, and it worked, and it continues to work today with US manufacturing productivity output doubling over the last 15 years.

And Yet, Sales Productivity in too many companies Sucks...

  • In the last 10 years, selling costs rose faster than revenues.
  • In the last 5 years, SG&A costs have increased 12.5% (Alix Partners 2013)
  • According to Sales Benchmark Index, in the last 3 years, sales productivity declined for the world’s largest sales forces.  Only 41 of the SBI 100 companies increased sales productivity per employee.
  • There's been an average productivity decline of 2.5 % over the last three years.

Joe Gusfaston, Chairman of Brainshark, the industry leader in Sales Readiness, who consolidated many of these stats, noted in an article published by Forbes that "Sales enablement is about how to improve productivity of sales by squeezing out inefficiencies and maximizing effectiveness,”    

Leaders like W. Edwards Deming, back-in-the-day, for manufacturing, and guys like Joe Gustafson today for Sales Readiness & Enablement, understand the sales productivity crisis and are actually doing something about it.
 

which is Why We've Teamed Up with Hubspot on March 20th For...

"Constructing a Winning Blueprint for 2017"

Most of us in our firm grew up on the manufacturing floors and in the engineering labs of our prior companies until we came to understand the reality of the simple business credo that..."Success in business is about just two things: Sales ! and other stuff" (Professor Howard Anderson, Harvard Business School).

We've also been devotees about everything Hubspot since the company was founded.  We use their tools, they are customers of ours, and we of them. 40+ of my Tufts alums (very happily) work there.  The Hubspot technologies are the backbones of my course in Marketing, and most recently my new course "The Art & Science of Sales".  Many of my class lecturers are my alums now working (very happily) at Hubspot.  All of this is very symbiotic, the process works perfectly and everyone benefits.

As a result of that partnership, we decided to co-host with Hubspot this "Constructing a Winning Blueprint for 2017" event on March 20th at the Hubspot headquarters in Cambridge, which is focused directly at the senior leaders (CEOs, and Heads of Marketing and Sales) of manufacturing companies. Kicking off with an introduction by Hubspot co-founder, CTO, and tech visionary, Dharmesh Shah, this unique event will outline the intersections of systems, processes and metrics between the rapidly evolving worlds of Sales & Marketing productivity and the productivity improvements being made on the factory floor.

The Agenda:

  • 11-12 PM -Lunch & Networking
  • 12-1 PM-Welcome and presentation from Dharmesh Shah, CTO and Co-Founder of HubSpot
  • 1-2 PM Manufacturing CEO Panel, facilitated by Jack Derby
  • 2-3 Q&A, Discussions and Networking
For more information on the event, and to register just go to this  LINK.  

Also, you should download and read our manufacturing eBook, " Constructing a Winning Blueprint for 2017”, at this  LINK.

Questions?  

Just connect with me at jack@derbymanagement.com or with my partner, John Routhier, who, with Hubspot, is in charge of this event at john@derbymanagement.com, and we'll fill in the details.

Have a great day selling today! 

 

 

Head Coach  

 Derby Management...for 25 years
 -Sales & Marketing Productivity Experts
 -Business & Strategy Planning Specialists
 -Senior Management Coaches for CEOs & VPs


Boston, MA 02117
Jack's Cell: 617-504-4222 
jack@derbymanagement.com

 

 

 

 

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Tags: Sales Optimization, Sales Management Best Practices, improving sales productivity

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