Leadership...and Sales

Posted by Jack Derby on Thu, Jun 25, 2015

There's so much written about sales leadership, my eyes gloss over.  

By now, I've listened to countless speakers, including the legendary Zig Ziglar, viewed hundreds of videos, and probably read a couple of hundred books and who knows how many blogs on the subject of sales leadership.  The problem is that most of the training advice focuses on the motivational, which too often disappears into the wind as soon as the speech or the chapter has ended other than the notes taken and the highlights yellowed.

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Tags: closing sales, business tools, best sales practices;

Following Directions...and Sales

Posted by Jack Derby on Fri, Jun 12, 2015

By now, I figure I've taken over 2,400 trips to Vermont over the years traveling back and forth from either Boston or NH.  At three hours, the trip takes about the same amount of time from either starting point, and the distance evens out between 150 and 180 miles.

The problem, as the Boys on the Bench down at the Winhall General Store frequently tell me is that "you can't get there from here" whenever I mention that I'm leaving the mountains to drive to the NH beach...and they're right.  There's no easy way to go east and west between Vermont and New Hampshire, and every trip presents a variety of decisions that ultimately end up just frustrating me.

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Tags: sales productivity, Sales Optimization, sales effectiveness, sales tools, improved sales management, sales management training, closing sales, how to close sales, best sales practices;

Eat the Frog...and Sales

Posted by Jack Derby on Wed, Jun 03, 2015

strategic_planning-2Trust that you finished the month on Plan and are now racing toward the all-important end of the quarter.  I always enjoy this second quarter since it's that perfect time of year to...

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Tags: closing sales, business planning, business coaching, business plans, best sales practices;

All about Sales, Sales...and (more) Sales.

Posted by Jack Derby on Thu, May 28, 2015

The last post of "Chicken or Egg" produced a fair number of responses to the question often posed in startups of...

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Tags: best sales practices;

Chicken or the Egg...and Sales

Posted by Jack Derby on Thu, May 21, 2015

In this blog, I'm looking to you for a bit of guidance and a few ideas...

 

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Tags: best sales practices;

Tufts...and, of course, Sales

Posted by Jack Derby on Tue, May 12, 2015

 

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Tags: Tufts marketing projects

Board Meetings...and Sales

Posted by Jack Derby 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.

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

Streets, Not States...and Sales

Posted by Jack Derby on Fri, Apr 24, 2015

Every morning, I leave the beach very early and make the one hour trek into Boston so that I'm able to be at the club when it opens for my daily workout . Good to start the day off with a bit of structure, plus the drive gives me the opportunity to think through the day while listening to Bloomberg News from London.  For the last couple of days, a good portion of those news stories have been about the massive Greek debt problem which everyone, except the Greek government, seems to understand.  Pretty simple problem to understand-less than 50% of the population doesn't pay any taxes.  All I know is that this problem, created by a second-rate country 10,000 miles away, has had a negative effect on everyone's stock portfolio and is a speeding train wreck headed for the cliff.

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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales management coach, sales planning, sales management training, sales plans, sales management boot camp

Better to be Lucky than Good...and Sales

Posted by Jack Derby on Thu, Apr 16, 2015

Most mornings when I'm getting ready for the day at the gym after working out, I find myself shaving in the sink area near Dr. Steve, a world-renowned surgeon. Over the years, I've gotten to know him very well, and recently he's been a wonderful sounding board for me as I maneuvered my way through the maze of hospital procedures, protocols and processes.

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales enablement, sales management training, sales optomization, sales jobs, sales management boot camp

Getting Back to Basics...and Sales

Posted by Jack Derby 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. 

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