You Have Only One Opportunity to Close

Posted by Jack Derby, Head Coach on Tue, Nov 24, 2015

 

Read More

Tags: sales, sales planning, selling, selling skills

Board Meetings...and Sales

Posted by Jack Derby, Head Coach on Thu, Apr 30, 2015

I was at a board meeting a few weeks ago as a new director for a well established public company. As I sat there at my first meeting thinking about boards, board roles, board interactions and a myriad of other director related stuff, I reflected on what I've learned over the years about being a director.

Read More

Tags: Sales Optimization, Sales Management Best Practices, sales management, sales effectiveness, sales enablement, selling skills, Sales quota, sales training, sales listening

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. 

Read More

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

Read More

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

22 Days to make a Difference...and Sales

Posted by Jack Derby, Head Coach on Mon, Nov 17, 2014

We're coming down to the home stretch.  

  • The Thanksgiving break is teasing us just around the corner.  
  • The countdown to the end of the quarter is well underway 
  • Only a very short number of days left in the year. 

So, are you ready?  No, I mean- really ready?

These are the 22 most important sales days of the year.  These are the days that can make a difference whether it's by making money the old-fashioned way through blocking and tackling your way down the field like the Patriots last night, or by investing time in a couple of those opportunity bluebirds that have been hanging out there for a while.  Whatever it is, these are the days that will count the most.  And the very good news is that there are still 22 DAYS TO MAKE A DIFFERENCE

Read More

Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales effectiveness, sales enablement, sales tools, selling, selling skills, sales training, sales jobs, finding sales jobs

Brands & You...and Sales

Posted by Jack Derby, Head Coach on Fri, Oct 24, 2014

I had the privilege of having David Meerman Scott come to my Tufts marketing class yesterday and talk about the future of marketing.  Actually, to be truthful, his coming to the class had very little to do with me, and 99% to do with my students.

Read More

Tags: sales productivity, sales coaching, Sales Management Best Practices, sales coach, sales management coach, selling skills, marketing effectiveness, marketing productivity, sales listening, sales culture, marketing

Connections Should be Easy...and Sales

Posted by Jack Derby, Head Coach on Thu, Sep 25, 2014

3 Simple Tips for More Effective Sales Connections.

As a sales guy, I have no problem with making connections.  For my business associates.  For my MIT and Tufts students.  For our customers of the firm.  It's part of the process of living and working in a tight ecosystem like Boston...or in any other city for that matter.

Read More

Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales, sales management effectiveness, sales effectiveness, sales enablement, sales planning, selling, sales management training, selling skills, sales training

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

Training for the Gold...and more Sales

Posted by Jack Derby, Head Coach on Wed, Feb 19, 2014

Now that we've settled into the actual competition of the Olympics and moved past the media distractions of uncompleted hotel rooms and relentless weather reports of melting snow, the pure athleticism in Sochi is just outstanding.  World records and gold medals are decided in hundredths of a second after skiers and skeleton sleds plummet downhill at 80 miles an hour while hockey teams play repeated rounds of sudden death overtime.  So far, this Olympics has been both exciting and heartwrenching (my snowboarding friend, Lindsey Jacobellis ,falling) to watch.  

Read More

Tags: sales productivity, Sales Best Practices, sales, sales effectiveness, sales enablement, sales tools, selling skills, sales training, sales management boot camp

Are you Relevant? ...and more sales

Posted by Jack Derby, Head Coach on Tue, Feb 04, 2014

Cannot imagine what it would be like to become the CEO of Microsoft, but since my buds, Bill and Steve, once again passed over my application, I was reading up on Satya Nadella on Saturday morning (since this is a winta' without snowboarding), and I was struck my his simple, but provoking quote that...

Read More

Tags: Sales Optimization, Sales Management Best Practices, sales plan process, selling skills, sales training, sales management boot camps