Fear & Hope?  What can I do?

Posted by Jack Derby, Head Coach on Fri, Mar 06, 2020

In a time of fear and concern regarding the personal and business impact of the COVID-19 virus, where do I turn? 

My recommendation is listen only to the experts! 

If I listen to most radio channels or watch David Muir on the evening news, in all respect, I don't know whether I should immediately drive to my Vermont bunker up on the ridge and hunker down with my six months of rations, or merely drive to Home Depot and pick up more antiseptic wipes. 

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Tags: sales planning meetings, sales success, value propositions, Sales Hiring & Onboarding, how to write a sales plan, creating trust in sales, 2020 sales plans, writing sales plans, sales readiness

In Sales you need to have a backup key !

Posted by Jack Derby, Head Coach on Fri, Feb 14, 2020

Every year I travel about 40,000 miles between the NH beach, the Tufts campus in Medford, the Derby Management office in Boston and the Vermont house alongside the Winhall River up the road a piece from Brattleboro. 

Because of the miles and the typical wicked tough New England weather, I totally love Subarus. Cheryl, my #1 Subaru salesperson, and I will soon be celebrating our 10th car together as soon as the pre-ordered 2020 four-cylinder turbo is delivered in a couple of weeks. 

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Tags: sales hiring, sales success, sales effectivness, 2020 sales plans, writing sales plans, sales readiness

Workin' hard into February

Posted by Jack Derby, Head Coach on Sat, Feb 08, 2020

As I write this on a 14-degree sunny Saturday morning, I'm just in from snowblowing deep in the woods of Winhall (or Bondville) Vermont (pop.647).  Known by the State of Vermont, the town of Winhall is-according to the Feds-also the village of Winhall in the town Bondville.  Or maybe it's the other way around. Hard to figure.   

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Tags: sales leadership, sales success, Sales Hiring Perfectly, sales management plans, sales management productivity, selling trust, sales motivation, writing sales plans, sales readiness

Today...We Gotta Get Moving!

Posted by Jack Derby, Head Coach on Thu, Jan 09, 2020

The Scores are on the Board!

2019 in review

The scores have been on the scoreboard now for a few days since the official year ended on the 30th, and the final game tapes have been reviewed.  There'll be a couple of minor adjustments made during this week, but the big numbers are already posted on the board!

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Tags: writing a business plan, sales planning meetings, sales success, how to write a sales plan, Tufts Entrepreneurship, writing sales plans

End of the Year- "Git-R-Done"

Jack and Tufts Entrepreneurship Center -1Today, hopefully you're heads down and totally focused on completing the year ahead of plan.  Whether you're in the profession of sales or you're an artist working on delivering the last of the Christmas ornaments, next week is the week when all of the marbles get measured.  Yea, I know...the month doesn't end on the 20th, but for all practical purposes, it really does.  Even if you're planning to work on the 24th and the 30th and 31st, you're going to be very lonely sitting at home talking to no one, so this is the last week to "Git-R-Done!"

As you're lining up calls, connections and closings today while keeping an anxious eye on the disappearing minutes on the clock, keep very focused on just three things:

 

  1. Don't Overthink.  

    Your work today and next week is all about your focus to close deals in five days from today!
    You are not in the business of providing creative strategy or product development solutions for your prospective customer that will impact their business two or three years from now.  You're the solution and business value provider whose company will provide the absolute best products and services that will improve your prospects' 2020 business results by increasing their revenue, their gross profit and their net income.  
  2. Be Human

    With a short countdown till launch of only five days, be human and project your own humanity of  working 10 and 12 hours a day at this time of year to the person on the other side of the table-phone-text-email-videophone.  They're just as stressed as you are and have equally stretched schedules of work, kids, teacher conferences, holiday parties and wicked travel.  Yesterday, it took me two and a half hours just to drive from Logan to the Back Bay...and there were no accidents.  Forget 128/95/495 travel at 7:00 AM or 5:00 PM, but also remember that that's the reality of what happens to your prospect every day.  Be extremely sensitive to that type of reality and assess what it is that you could do personally that would reduce the stress, improve the time efficiency and impact the value that you and your products provide to your buying decision maker?  

    I'm running a two-day business planning session during the first week of January for 16 people.  The real work is the technical stuff related to the prep, the interviews, and the facilitation of the meeting.  I happily volunteered (and was immediately asked to do so) to take care of all of the logistics, hotel and travel reservations, food and everything else freeing up the senior team to focus on closing their year.
  3. Buckle Up

    This is crunch time; it's as simple as that!.  This weekend and the next five days require 100 hours of work, waking up before the kids tomorrow and Sunday and getting in at 7:00 AM and not 8:30 all next week.  
    Do everything you already know how to do and make sure that you're physically and mentally on the top of your game because when it's over, it's over! 
Just a few quick thoughts for this morning. 

Now, get back to work, and have a great day today being remarkable!  

Please stay connected! jack@derbymanagement.com 

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Tags: improving sales productivity, sales planning meetings, sales success, sale management, selling trust, sales motivation, 2020 sales plans

Ralph Waldo Emerson, Kilimanjaro & Entrepreneurship

My Hubspot blog template asks me this morning "What are we writing about today?". This Thursday morning, I'm pretty consumed with the excitement and the logistics of tomorrow's day-long Founder's Workshop and its incredible line up of real-life entrepreneurs, early stage investors and expert coaches, all focused on making sure that our early stage entrepreneurs do not fall off the cliff.

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Tags: entreprenurial, business coaching, Tufts Gordon Institute, entrepreneurship, Making Tough Choices, sales success, jack derby professor at Tufts, Tufts Entrepreneurship, Tufts Entrepreneurship Center

Today you have a choice to make...Be Happy!

There's one underlying truth that never discriminates among any of us, and that's simply that we have limited time. 
  • Limited time to work.  On average a "very good" salesperson works 57.5 hours a week, only slightly less than the 63.2 hours for a "very good" CEO...most of whom are what?  Salespeople!
  • Limited time to sleep.  I guess that there is still a rule of thumb that the average adult needs eight hours, but there are those of us who have gotten by just fine, thank you, for decades on four or five, and last night on three. 
  • Limited time to live.  'Nuff said about that depressing note, since today I chose to "Be Happy!"

A beautiful happy day here in Boston having finally shrugged off the ugliness of a cold wet spring to now bask in the excitement of the startup capital of the world.  Just a great day to be alive..."and sell some stuff"

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Tags: sales success, sales management productivity, selling trust, Tufts Entrepreneurship

Is it Culture or Cult that leads to Sales Success?

Posted by Jack Derby, Head Coach on Thu, Aug 18, 2016

Recently, I've spent a lot of time thinking about two of my favorite and most interesting customers

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Tags: sales coach, sales tools, sales culture, sales success