How to Write a Winning Business Plan

Posted by Jack Derby 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.  

Read More

Tags: sales planning, business planning, strategic planning

Don't Sell Anything...Focus on Creating Happiness...and Sales

Posted by Jack Derby on Thu, Sep 24, 2015

Over the years as a student of the profession of Sales, i've been trained in...

Read More

Tags: sales

22 Tips for More Sales Productivity...and Sales

Posted by Jack Derby on Thu, Sep 17, 2015

This summer proved to be a test of my Sales & Marketing studying abilities...and, I think that I just may have passed the test

Read More

Tags: sales

How to Ask Life & Death Questions...and Sales

Posted by Jack Derby on Wed, Sep 09, 2015

Earlier this year, I underwent open heart surgery.  What did I know beforehand?  Not much, I found out

Read More

Tags: sales

August Beaching...and More Sales

Posted by Jack Derby on Fri, Aug 07, 2015

Getting ready to take the rest of August off and hunker down on the beach with my goal of a book every two days.   15 days, hopefully 10ish books on sales and marketing starting with my buddy, David Meerman Scott's new book, New Rules of Sales & Service.  

Read More

Tags: sales productivity

Meetings, Meetings & More Meetings...and Sales

Posted by Jack Derby on Thu, Jul 30, 2015

Hopefully, you're taking time at the beach in August and not worrying about attending any meetings.

My belief is that the whole purpose of August is to cram in as many of your vacation days as possible, since when business ramps up in the post Labor Day Crush you're out in front of it...recharged and ready to sprint toward December's end of the year craziness.   

August for me is about reading.  Reading about...

- What's new in Sales?
- What's new in Marketing?
- What's new in business strategy?

My goal is a book a day, but it comes out to be more like a book every other day...just because some days aren't beach days, and turn into meeting days.


Read More

Tags: sales

Sales Starts, Heart Stats...and Sales

Posted by Jack Derby on Wed, Jul 22, 2015

"There's only one single source of the truth"

Sales Stats

With the first six months of the sales year behind us, the Big Scoreboard in the boss's office says it all:  

Read More

Tags: sales

Revolutions...and Sales

Posted by Jack Derby on Thu, Jul 16, 2015

July 4, 1776.

Read More

Tags: Sales Leadership in the Revolution

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.

Read More

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.

Read More

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