Right Answers, Wrong Questions

Posted by Jack Derby, Head Coach on Thu, Apr 16, 2020

Questions:

  • When will we get back to work?
  • When can I start selling again?
  • What's the messaging I should be using?

In a few hours, I'll be leading a webinar with 100+ business owners of New England destination hotels and vacation resorts who are looking for answers to these and 60 plus other questions that they've submitted in advance. 

These are the people right at the epicenter of the struggle who have had hundreds of cancellations for long-planned weddings, reunions and business conferences planned specifically around "getting away to the peaceful, bucolic and quiet beaches and mountains of New England".  And now, they have nothing but questions, time on their hands and the adjacent fears of unpaid bills and not knowing what to tell long term employees that they've already laid off. 

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Tags: sales leadership, value propositions, sales management productivity, creating trust in sales, 2020 sales plans, sales readiness

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

Nothing Much Changes in VT & 3 Basics Stay the Same!

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Tags: strategic planning, Tufts marketing projects, value propositions, sale management, Tufts Entrepreneurship, Tufts Entrepreneurship Center

Nothing ! gets better by itself...

 

"They say that time changes things, but you actually have to change them yourself"


...Andy Warhol

 


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Tags: price waterhouse coopers, student intern marketing projects, sales planning meetings, sales leadership, value propositions, selling trust, sales motivation

10 Lessons for Success from a Serial Entrepreneur!

At the Tufts Entrepreneurship Center, in addition to shepherding 450 enthusiastic and curious students a semester among 16 wicked smart professors, I've been focusing on building an event structure throughout the year that leads up to our $100K New Venture Competition in the spring.  Right now, you should Mark April 5th in your calendar and come and participate in what Forbes ranks as one of "The top 15 business plan contests in the country." 

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Tags: sales leadership, value propositions, jack derby professor at Tufts, sales management plans, creating trust in sales, Tufts Entrepreneurship

The Boys on the Bench...and Marketing

Posted by Jack Derby, Head Coach on Thu, Oct 11, 2018

Vermont's Marketing in the Fall 

25% of Vermont's tourist dollars come as a result of four weeks during the leaf-peeping season from caravans of busses out the Midwest and outright commercialism of marketing and selling everything that is the essence of Vermont. 
To the left is a picture from last weekend taken from my dirt road 'bout half a mile from my house.  Doesn't get Vermont-better than this in terms of the beauty that is the fall...and the tourist dollars that come rolling in as a result.

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Tags: Tufts university, value propositions, Sales Hiring Perfectly, jack derby professor at Tufts, sales management productivity, creating trust in sales, sales careers, Tufts Entrepreneurship

Taint Season in Vermont & the World of Sales

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Tags: value propositions, Inboound, sales management plans, marketing planning, sales management productivity, creating trust in sales, sales careers

Resumes are a waste of time!

Posted by Jack Derby, Head Coach on Fri, Apr 28, 2017

 

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Tags: improving sales productivity, value propositions