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

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

Summa!

Read More

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

Tufts' $100K Competition...and Sales

-120 applications in November
- Mentor workshops from January to March
- Selection of "The Final 16" in March
- Consistent individual hands-on coaching
- The final judging and awards on April 4th & 5th
- Excitement & disappointment at the same time
- Connections and advice everywhere

A continuous learning experience!

Read More

Tags: Sales Best Practices, sales producitivity, Tufts ELS, sales planning meetings, jack derby professor at Tufts, sales management productivity, sales plans for 2018, Tufts Entrepreneurship

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. 

Read More

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

Execute Sales like the Patriots, Coach like Belichick

Posted by Jack Derby, Head Coach on Thu, Feb 02, 2017

Being successful in any business is tough work.  Always has been, always will be...and that's what makes it both an exciting career and very rewarding. Once in a while, we get lucky, but rarely, and then only for short periods of calm in a turbulent ocean of constant change.

Read More

Tags: sales management coach, sales effectiveness, sales enablement, sales producitivity

...and it's Saturday...time to regen, time for sales planning, time to think

Posted by Jack Derby, Head Coach on Sat, Feb 27, 2016

 Saturday mornings are always perfect...

  • up later at 5:00 AM, not my usual in-week ritual of 3:15 to get into Boston early
  • Keurig's KenyanAA in my favorite Orvis cup
  • most non-winter weekends, walk up from the NH beach to my office in the studio
  • during VT winter weekends, same regimen, just keep an eye on the time since the lifts open at 8

Typically, uncluttered time, with only a customer project or two to complete by the end of Sunday, and, most importantly, it's my time to think, to plan out the week or the month ahead by taking just a couple of hours to view the world from 100 feet off the deck.

Read More

Tags: sales coach, improved sales management, sales plans, sales producitivity

108.6...and Sales

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

Monday's Boston Globe:  Just after 7 Sunday evening, with 2.9 more inches of fresh snow blanketing Boston, the National Weather Service announced that the city had notched its snowiest winter since records started being kept in 1872.

Read More

Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales planning, sales management training, sales management boot camp, sales producitivity

Weather Forecasting...and Sales

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

 

Read More

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

Want to be One of the Cool Kids?...and Sales

Posted by Jack Derby, Head Coach on Wed, Dec 10, 2014

Ever been on the other side of the Team?

  • Not included by the Cool Kids? 
  • Left out of the really important front-office activities? 
  • Relegated to "those people back in the factory"?

How did not being on the Team feel?  
...Not so good , I expect.

 

 

 


 

 

 

 

 

 

  

 

 

 

Read More

Tags: Sales Optimization, Sales Best Practices, sales and marketing best practices, sales management, sales effectiveness, sales enablement, sales management training, sales training, sales producitivity, how to write a business plan, improving sales productivity

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

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

 

Read More

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

Success, Rewards, Corvettes...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 26, 2014

To the uninitiated, the managers who never actually sold anything, the presidents who did not climb up the rungs from entry-level sales positions to become the #1 salesperson, and to the operations managers who regard salespeople as a necessary evil, the presumption is that money drives success in salespeople.  

Read More

Tags: sales coaching, Sales Optimization, Sales Management Best Practices, sales effectiveness, sales producitivity, sales culture, sales boot camps