Three Timely Management Tips from the Deans

Posted by Jack Derby, Head Coach on Fri, Jun 14, 2019

Too often we business types roll our eyes to the ceiling when we think about academia. Our images of university life immediately flash back to our own college days, but that image has little to do with the reality of university life today. 

Today, college students are wicked bright, very hard working and highly focused on jobs, careers and the social impact of making a difference in the lives of others.  As a group, current students and alums for the past eight or ten year are a massive category with huge numbers, but they also have far less spending power due to the very high cost of housing in general and the massive student debt that they carry. 

Read More

Tags: sales productivity, sales management, improved sales management, small business management, management, business coaching, leadership

Snowblowers & Sales

Posted by Jack Derby, Head Coach on Wed, Sep 21, 2011

Last year was my first winter living on the New Hampshire beach.  Commuting to Boston for work and to Vermont on the weekends to snowboard proved not to be such a big deal, and I had this stupid belief that living on the ocean would not produce as much snow.  My brain kept tossing around phrases like "Gulf Stream"  which I then very nicely translated into "less snow". In reality, the beach yielded just as much snow as the 120 inches we received in Vermont.  The key difference (I learned the hard way) was that Vermont possesses one very important component that's missing in the tight confines of a NH beach, and that's plenty of space to plow and dump the stuff.  I also quickly learned that even in The Live Free or Die State, there are zoning laws about when, where and at what volume one can actually move snow.  In Vermont, snow is snow, and the only law is just dump it anywhere...and quickly...because there's more coming tomorrow.

Read More

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, selling skills, Sales quota, sales training, small business management, October, strategic planning

What's It All About?-Sales, Jobs and Other Stuff

Posted by Jack Derby, Head Coach on Fri, Aug 19, 2011

Walking along the beach this morning, I was asking myself “What’s it all about?” for a number of reasons.  Is my master plan to be the best sales guy?  Probably not-I’m good, but far from the best.  Is it to be the best sales manager?  It used to be, but time has passed me by on that, and I’ll never be as good as some of the people I coach.  Then maybe, it’s to be the best coach?  I think so, but I also realize that in many aspects, I’m still a student, not the Zen Master I want to be...yet. This actually drives me in a lot of what I do reading all of the time, studying harder, and it’s why I specifically teach at MIT and Tufts. 

Read More

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, sales management training, selling skills, Sales quota, sales training, small business management, management

Simple Math: More Sales Training=More Sales=More Jobs.

Posted by Jack Derby, Head Coach on Thu, Jul 14, 2011

On Monday, The WSJ published the US Chamber of Commerce's June survey results on the outlook of 1400 business execs small business across the country.  And the answer is:  "No confidence", which of course (surprise of surprises...) was a real shock to me and I'm sure everyone else in the small business community.

Read More

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, sales management training, selling skills, sales optomization, Sales quota, sales training, small business management

Day 21. Boss? No Boss?

Posted by Jack Derby, Head Coach on Tue, Nov 30, 2010

Often times bringing one’s manager into a sales situation late in the funnel process produces positives results. A different perspective. A new set of eyes…and ears.

Read More

Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, selling, improved sales management, selling skills, closing sales, Sales quota, sales training, small business management

Jobs, Jobs & More Jobs

Posted by Jack Derby, Head Coach on Sat, Sep 04, 2010

With the jobs report out yesterday, it’s better than good news on the for-profits side of the picture. Really stellar results, and should supply enough fodder for the Marketing King sitting in the Oval Office to move through the mid-term elections without doing too much (more) damage to the Democrats.

Read More

Tags: the economy, small business management, economic stimulus