Most importantly...we all need to remain curious!!!


20 years from now, you will be more disappointed by the things that you didn't do than by the ones you did do.
So, throw off the bowlines. Sail away from the safe harbor. 

Catch the trade winds in your sails. 

Explore! Dream! Discover!

   ...Mark Twain


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Tags: sales boot camp, sales management boot camps, Tufts marketing projects, jack derby professor at Tufts, sales management productivity, creating trust in sales, Tufts Entrepreneurship, sales motivation

Jack's 3 Rules for my grads, for Sales & for me

13 Weeks Later @ Tufts

  • I start looking for new sales & marketing projects on 10/01 and 5/1
  • The syllabus w/projects are sent out on 12/26 and 07/05
  • 6 marketing & 4 sales projects for 2 very oversold courses
  • 1 week later, the newbies need to tell me which project and why
  • Bios are circulated to me and teams of 5-6 are formed
  • Reading and research begins 30-45 days before class begins
  • 13 weeks later, complete plans are presented to management

On the last day of the course in the last 15 minutes, I talk about, 'Jack's 3 Rules'

Rule # 1:  Connections are Forever

Make all the connections that you possibly can.  Cherish them.  Treat each of them with extraordinary care.  Store them, use them and communicate to them all of the time in LinkedIn, Twitter, FB and Insta.  Never let those connections go stale and unused!

This week, I met with David K. in my office at Tufts.  Haven't seen David, a brilliant product/market genius, president-level guy in 15 years since we sold EarCheck, a wonderful startup, founded by Sandra Kimball, where I was CEO and Dave was a critical part of our success.  David's daughter is now at Tufts, and he found me when I made some recent noise at Tufts...which I often do, so he stopped by to chat.

Dave and I played the "whatever happened to..." game for 15 minutes, and he mentioned a critical person on our EarCheck team.  While Dave was sitting there, I looked up that person on LI, and we talked about how important our success was due to that person.

Two hours later, I was talking to one of my seniors about a potential job.  She mentioned the company, which seemed very familiar, and then I realized that the familiarity was because I had just pinged the company two hours before when David and I were reminiscing about "whatever happened to?".  My student now has an interview next week with that long lost person, who is the president of that company.

In life, in business, in love and in family, cherish your connections!

Rule # 2: Learning is Consistently Continuous


Each semester-now 20 years at MIT and 10 at Tufts-I realize just how much I don't know. 
At the end of every semester, I tell my students that everything which had been learned over the prior 13 weeks, is on that last day, obsolete.

Whether you're 21 or 33 (the age now of my oldest Tufts alums) or 43 or 53, to be in business at any level, I believe that you must consistently push yourself to learn more, to study more, and to test yourself all of the time. 

I read a book a week, and in the summer often two.  I'm fascinated by the intersection of technology in Healthcare and in Sales and Marketing, and I like nothing more than exploring new apps and platforms. 
My Summer Beach Bag is filling up quickly, and below you will find two new MUST READS if you want to push your own world of Sales & Marketing.

Summer reading

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Tags: marketing projects, sales management effectiveness, Tufts marketing projects, student intern marketing projects, how to write a marketing plan, jack derby professor at Tufts, sales plans for 2018, Tufts Entrepreneurship

Activities, Activities, Activities...and more Sales

 

All about the team, a strong sales culture...and having fun

 I was sitting in a board meeting at Brainshark yesterday and listening to Colleen Honan, the highly experienced and talented Chief Sales Officer, talk about activity planning.  Colleen has all of the background, the years, and the depth of experience to truly be qualified as the head of sales of a leading tech company.  She's disciplined in her approach, fluent in new processes and technology and unrelenting in her approach to sales coaching, sales planning, sales training while  having fun at the same time.  

So when I walked in to the headquarters in Waltham at 7:30 yesterday, I was not surprised to see the salespeople already at work planning out their activities for the day and getting in early morning calls.  I was however, a bit taken back by the fact that one of the leading teams of 20 or so, was dressed in tuxes and gowns.  And then I learned that Colleen had been talking to them about the Gatsby generation, which inspired this very hard working team of classic millennials to dress the part for the day. So very cool...and engaging...and being part cementing the team!

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Tags: Tufts marketing projects, interns for marketing projects, sales leadership, Sales Hiring Perfectly, jack derby professor at Tufts, how to write a sales plan, sales management productivity, sales effectivness, sales plans for 2018

Intersections, Connections, & More Sales

Posted by Jack Derby, Head Coach on Wed, Nov 01, 2017

I live & work at the intersections of...

  • The Company:
    At the firm, we work diligently to bring 25% jumps in Sales and Marketing productivity to our clients.
  • Tufts University:
    Teaching the science, tools, technology and metrics of Marketing and Sales.
    Most importantly, the teaching content of these courses is wound around 16 projects from real companies each year:  6 Marketing Plan projects in the spring, and 6 in the fall, plus 4 Sales Plan projects in the spring.  As a result, I am always looking for new companies, which is the purpose of this blog...more in a couple of paragraphs
  • Jobs Creation: 
    Connecting Tufts students to great jobs and opportunities!

    This service began when a few students (Emerging Jumbos) would get hired by their marketing and sales project companies during the semester.  Then, this process of creating connections easily expanded and quickly multiplied because I was able to open doors at companies like Hubspot, Brainshark, Fidelity, Amazon, Google, LinkedIn, Silicon Valley Bank, Facebook, Oracle, NetSuite, Microsoft, and tens and tens of other "Great Places to Work". 

    Of course, that initial seeding of my alums into those companies has over the years led to lots of semi-annual calls from me that start with "Hi, I need a favor and could you give some guidance to one of my current students." 
  • Everyone of my alums knows the deal when they get that first job...it's time to pay back, and at some time, they will get "I need a favor call".

    The whole process works, and it has two wonderful consequences. 

    1.  It opens doors that would otherwise be closed or, at best, would be very difficult to open. 

    2. It keeps me in constant contact with my alums in their career journeys

    So, I was very pleased to receive last week, from Emani Holyfield, who now works in HR at Google (and is one of "My Personal Best Tufts Team" !) this video on The 8 Laws of Branding by Brian Tracy.  

    Brian Tracy (just a bit slow in his speech, but the guy is a genius and is well worth listening to for the full 8 minutes) focuses not on the generalities of "branding", but brings the meaning of this complex marketing word down to the street level of just what it takes for each of us to create great "Personal Brands". 
    This is just an excellent framework for anyone:  student, intern, upcoming 2018 graduate, and also for the more experienced salesperson or manager looking to open that next chapter in their journey.

    Ok, so now "The Pitch" 

Remember those 10 companies I need for the upcoming spring semester? 
6 Marketing Plan projects and 4 Sales Plan projects! 

This is a picture of our 2017 "Art & Science of Sales" Team, held only in the spring. (I teach at MIT in the fall and can't juggle three courses).  They totally knocked the cover off the ball this year!

What's the Value for You?
We're looking for complex marketing and sales projects from real companies in a variety of markets.  What you receive is a trained consulting team of five or six juniors and seniors working for 13 weeks to provide everything from full marketing or sales plans with detailed research and implementable recommendations to whatever sub segments of a full plan that you might need for 2018. Some smaller companies come to us for full marketing or sales plans, while others want to focus on a specific product or a new market. 

What's the Value for the Students? 
- They learn "on the job", and at the street level, the realities of Marketing and Sales
- They take classroom academics and apply that content to the reality of increasing sales  
- They interface frequently with management which builds their skills and confidence

So, if you are at all interested, just email me at jack@derbymanagement.com, and I will send you the detailed instructions on how to apply. 

It is a superb opportunity with hundreds of satisfied companies and graduate!

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Tags: sales and marketing best practices, sales plans, Tufts marketing projects, Tufts ELS program, Tufts Gordon Institute, marketing plans, jack derby professor at Tufts

Free (!) Marketing & Sales Plan Consulting

Posted by Jack Derby, Head Coach on Thu, Apr 06, 2017

As a marketing & sales guy, I really dislike the word "FREE". 

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Tags: Tufts marketing projects, Tufts Gordon Institute, Tufts Marketing, Tufts internships

Jack's 3 Rules to his Graduating Class

Posted by Jack Derby, Head Coach on Thu, Apr 28, 2016

13 Weeks of marketing classes ended yesterday at Tufts...

  • The semester's 16 page syllabus was sent out on December 27th
  • Along with five complex, semester-long, corporate marketing projects  
  • Five teams were formed around each project requiring research and full marketing plans
  • We tackled three HBR cases studies during the first four weeks
  • We took field trips to Hubspot & Brainshark to learn their platforms
  • We learned blogging, keyword definitions, content construction...and a lot more
  • We filled a toolbox with SWOT, Targeting, Persona, Pricing, and Value Proposition tools

...and

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Tags: Tufts marketing projects, Tufts university, Tufts ELS program, Tufts Marketing

Tufts...and, of course, Sales

Posted by Jack Derby, Head Coach on Tue, May 12, 2015

 

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Tags: Tufts marketing projects

"Lessons Learned" from my students…and Sales

Posted by Jack Derby, Head Coach on Mon, Apr 22, 2013

I love my jobs...

...Derby Management, Professor at Tufts and Chairman of Common Angels.  A perfect imbalance of lots of complex work, high emotional and intellectual involvement and demanding assignments and projects. And, most of all, I really enjoy both the stimulation and the satisfaction from teaching marketing at Tufts.  It's complex, rapidly changing, and most importantly, real world work with great students who are eager to prove themselves.  All of which blends perfectly both into our Derby Management clients and even into the exciting, crazy and imperfect world of early stage investing.

It’s final exam time in my juniors and seniors Marketing course, where for the entire semester, my students are grouped into six teams which solve complex assignments given to them a month before the semester begins by the senior management of small and middle market businesses. 

All of the 13 weeks then get boiled down to a 50 minute presentation at which the team members present their findings, recommendations and implementation tactics to the senior management of their companies. After which, each of the team members need to send me their takeaways from their specific project. Three company presentations last Wednesday, and three coming up this week.  Now the tough job of grading, which is always the most difficult part of my job as a professor...ugh!

I thought that Matt Guiness’ comments to me this morning on his takeaways were particularly sound for all of us setting out this week to turn our attention away from the tragedy and celebration of last week and back to focus on our various work assignments and projects:

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Tags: sales coaching, Sales Optimization, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, marketing effectiveness, marketing management, sales boot camps, Tufts marketing projects

Fall, 2013 Tufts University Marketing Projects

Posted by Jack Derby, Head Coach on Mon, Apr 15, 2013

 

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Tags: Tufts marketing projects, Tufts university, Tufts ELS, free marketing projects from universities, student intern marketing projects, interns for marketing projects, marketing interns