We all need time to... just think.  How to schedule your 30 minutes.

Posted by Jack Derby on Tue, Feb 09, 2016

Just finished shoveling snow here in the "Live Free or Die" State  

Although I have a perfectly good, one year old snowblower sitting unused in the garage, it was important to me to spend 30 minutes shoveling this morning for a couple of reasons.

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Tags: sales, sales tools, sales training, sales plans

Groundhog Day Results are in-Does your Q1 Sales forecast match up?

Posted by Jack Derby on Wed, Feb 03, 2016

Punxsutawney Phil, the Seer of Seers, and Prognosticator of all Prognosticators, did his thing yesterday on the barren Gobbler's Knob in Punxsutawney, PA, and according to legend, it's going to be an early spring.  

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Tags: sales

2016 Success- Sales Success or Powerball?

Posted by Jack Derby on Sat, Jan 23, 2016

So, did you play The Recent PowerBall?  

     Come on now, of course you did...and so did I, and why not?

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Tags: sales productivity, sales, sales coach, sales effectiveness, sales enablement, improved sales management

How to 'Change the World' in 2016 !

Posted by Jack Derby on Fri, Jan 15, 2016

Here we are in mid January, and you and I have the opportunity to change the world this year.  

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Tags: business planning, business coaching, writing a business plan

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

Posted by Jack Derby 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

Why You Need 5 Resolutions for 2016

Posted by Jack Derby on Wed, Dec 30, 2015

The most important thing about 2016 is that it will be a year of substantial change!

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Tags: sales productivity, sales, sales management, sales coach, sales effectiveness, sales enablement

Only 3 Things to Think About Over the Next 15 Days

Posted by Jack Derby on Wed, Dec 16, 2015

 

A Wonderfully Exciting Time of Year!

1. Focus on the # of Days

 

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Tags: sales productivity, sales, sales coach, sales management coach

Your Sales Team is EVERYTHING!

Posted by Jack Derby on Thu, Dec 10, 2015

My Marketing Course at Tufts is quickly winding down with the first of the exam days yesterday afternoon. For the last 13 weeks, six teams of five very talented students have labored, learned, questioned, and, most importantly, collaborated on very complex marketing projects given to them by six companies at the beginning of July.  

Presentations were made to the senior management of three of the companies yesterday, and the same will happen next Wednesday with the last three companies.  Basically, every piece of marketing content, strategy and tactic that was taught over the semester has been incorporated into these marketing plans complete with market and competitive research, primary inbound and outbound strategies and a host of carefully planned and budgeted tactical recommendations.  

Lots of very hard work, a number of speed bumps and surprises, like the unplanned acquisition of one of the companies mid-semester, but overall, very successful both for the companies in that they've received marketing deliverables that would have cost them thousands, and for the students, who have been paid both in real world experience and in grades.

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Tags: sales, sales management, sales management coach, selling, improved sales management, sales plans

3 Great Tips to Running Much Better Sales Meetings

Posted by Jack Derby on Wed, Dec 02, 2015

In almost every industry, Monday morning sales meetings are part of the DNA of running most organizations

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Tags: sales, sales coach, sales tools, sales plans, business planning meetings, sales meeting, sales planning meetings

You Have Only One Opportunity to Close

Posted by Jack Derby on Tue, Nov 24, 2015

 

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Tags: sales, sales planning, selling, selling skills