Celebrate The Revolution !

Thanks for closing the Q on time and even squeaking in those last few orders on Friday afternoon before the closing bell !  This morning, whatever the number was, it feels good to have the wind at your back and a new page open to a new week, a new month and a new quarter !  Still lots of room between now and the end of December.    

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Tags: strategic planning, business plans, business coaching, business planning, strategic

Jack, I love that strategy stuff, but I'm way too busy!

Posted by Jack Derby, Head Coach on Thu, Nov 03, 2016

Rich Horwath, CEO of the Strategic Thinking Institute, found in his recent research that...

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Tags: sales plans, sales planning meetings, strategic planning

Want to Get Better at Strategy?  Jack's 6 Rules for 2016

Posted by Jack Derby, Head Coach on Fri, Jan 08, 2016

One of my new year resolutions from a number of years ago, and one that I highly recommend to everyone now is to subscribe to the Harvard Business Review.  Back in the day, when I was in graduate school, I felt that I needed to read the magazines, but with working full time and being married and, and, and...the stacks of unread articles kept growing and weighing down the summer beach bag.

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Tags: strategic planning

How to Write a Winning Business Plan

Posted by Jack Derby, Head Coach on Wed, Oct 07, 2015

Superb weekend last weekend and clearly fall is in the air!  

The Corvette took me out for a drive to Vermont the weekend before, and the back roads were already packed with buses from Indiana and Ohio filled with Leaf-Peepers.  This is the season when The Boys on the Bench down at the Winhall General Store in the town where I live (population 647) are thinking long and hard about how to squeeze in their deer hunting trips before the first sightings of the New York City and Jersey skiers appear with their long lists of well-paying jobs that need to be done the hill opens at Thanksgiving.  

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Tags: sales planning, business planning, strategic planning

Rally Cry...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 27, 2015

A friend of mine just became the head of a large bank, which is one of our larger customers.  A solid and very comfortable guy that your first reaction to is... "I'd just like to sit around talking to to him".  Ex-football player from Dartmouth who now maxes out on a couple of Tough Mudders every year.  Great family man, just a nice guy, who is very focused on what he and his managers need to do in terms of performance and accountability. 

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales training, sales plans, sales management boot camp, strategic planning

Just 5 Questions...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 13, 2015

As we move through March and the end of the first quarter, I always regard this time of year as a critical experiment of the new ideas, new strategies, new tactics, new activities and new people that you and the team planned for way back in October and November.  I like to think that both company-wide business plans and departmental-specific sales plans always work because, whether or not they result in the actual forecasted numbers, the planning framework that has been created is actually more important than the results since it provides a consistent process and structure that you can refine and refine again during the balance of the year.  By keeping to this process consistently, I guarantee that you will ultimately get to your goals and objectives.

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Tags: sales productivity, sales coaching, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, selling, Sales quota, sales training, sales management boot camp, strategic planning

Sales Strategy is Simple; It’s Making the Choices That’s Tough

Posted by Jack Derby, Head Coach on Thu, Sep 04, 2014

Back to school, back to work, and back to all of the craziness and excitement between now and the end of the year closing deals and beginning the 2015 planning process.

Offsites with the team for a day or two at the Marriott, mini sessions in the big conference room out near the lobby, and then countless push & pull "discussions" with the accounting guys who always seem to be single minded-more results with less expense.  Maybe it's just part of earning the CFO badge, but, as keepers of the budget, CFOs orchestrate the annual dance trying to balance greater revenue growth while keeping expenses in check.

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Tags: Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales tools, sales training, strategic planning

Strategic planning, business planning...and Sales

Posted by Jack Derby, Head Coach on Fri, Jul 18, 2014

Sometimes we make this strategic planning stuff much too difficult, too mysterious and too complex to be useful in the real, rough and tumble world of scaling a profitable growth business. 

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Tags: sales and marketing best practices, sales management effectiveness, sales plan process, sales effectiveness, sales management training, business planning, strategic planning, improving sales productivity

Just Three Things for 2014...plus More Sales

Posted by Jack Derby, Head Coach on Tue, Jan 07, 2014

Just Three 2014 Things...

If there were just three things that you could improve on and be super successful at during 2014, what would they be?

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Tags: Sales Optimization, Sales Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales boot camp, sales jobs, sales management boot camp, strategic planning, sales checklists

Getting the Very Best Jobs...and Sales

Posted by Jack Derby, Head Coach on Wed, Jun 05, 2013

I open each semester at Tufts by asking my students what my job is.  After a couple of awkward minutes including... "to teach us about marketing", to which I respond, "That might be a problem because I don't know that much about marketing", my real answer is..."to make sure that you get the highest paying jobs that you're going to find to be the most rewarding".   And, at the end of the day, that's really the most important result from any university. 

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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, selling, sales management training, selling skills, marketing effectiveness, sales training, sales jobs, finding sales jobs, sales boot camps, strategic planning, Tufts university, Tufts ELS