Executives...Your Marketing is Costing You Revenue!!!

Posted by John Routhier on Tue, Sep 27, 2016

Every company is looking for ways to increase revenue and decrease costs.  Unfortunately a lot of times marketing is looked at more as a line item or the executive team doesn't know what questions to ask in order to ensure they are getting the right ROI from their marketing team to increase revenue.  

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Tags: marketing

Fall Begins... 3 Steps to Staying Sales Focused, Urgent & Relevant

Posted by Jack Derby on Fri, Sep 23, 2016

Fall has officially begun, and we're deep into it already
Summer's gone with a snap of the fingers and a turn of the page of the calendar with lingering self promises that "next year, I'm going to plan my schedule better."  

Good luck on that btw...

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Tags: sales coaching, Sales Optimization, sales coach, sales enablement, sales management boot camp

Your company finally has a Blog….now what?

Posted by John Routhier on Thu, Sep 22, 2016

Companies are realizing that creating content to generate leads, nurture leads and help educated buyers is an essential part of business.  The problem is they don’t know what content to write or have content and “hope” someone sees it.  Unfortunately a blog isn’t like the movie Field of Dreams and if you build it they will come.  A wise VP of Sales once told me hope isn’t a strategy.  With thousands of companies moving to platforms like Hubspot as part of their Marketing “plan” it is essential the right strategy to optimize your content and ensure that your Marketing Department isn’t just creating content but adding value by generating more leads, creating a shorter sales cycle and increasing revenue. 

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Summer's Gone...How are you going to use your selling time?

Posted by Jack Derby on Wed, Sep 14, 2016

This week began with a Monday front page Wall Street Journal article that started with the comment...

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Tags: sales productivity, sales effectiveness, sales management boot camp

You Need to be Direct in Sales! Straight Talk Always Wins!

Posted by Jack Derby on Tue, Sep 06, 2016

Walt Garrison, who was a legendary football player at Oklahoma State and the Dallas Cowboys, often provided this quote when speaking about delivering straight talk...

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Tags: sales productivity, sales management effectiveness, sales management coach, sales jobs, sales management boot camp

Is it Culture or Cult that leads to Sales Success?

Posted by Jack Derby on Thu, Aug 18, 2016

Recently, I've spent a lot of time thinking about two of my favorite and most interesting customers

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Tags: sales coach, sales tools, sales culture, sales success

Time to talk about trash...and Sales

Posted by Jack Derby on Fri, Aug 05, 2016

We just finished an assignment working with Paul and Craig, two solid, heavily experienced serial entrepreneurs who have developed breakthrough technology turning really big food waste (think food prep locations for major supermarket chains, universities and prisons, for examples) into small wafers that can be used as organic fertilizers. Great technology, superb ROI and heavily experienced entrepreneur owner managers attempting to change the world due to a major problem because...

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Tags: sales coaching, sales, Sales quota, sales plans

Strategic thinking is easy; it's making the choices that's tough!

Posted by Jack Derby on Sat, Jul 30, 2016

At our company, we have the privilege of being the strategy guys for a large number of customers ranging in size and shape from venture-backed tech startups to colleges to resorts to large police departments to industrial manufacturers and a wide variety of service organizations.  Add to that frothy mix of markets, a variety of business structures that range from closely held families, to municipalities, public corporations and businesses that are owned by venture and PE firms, and it all becomes a wonderfully engaging puzzle of assembling future directions and the tactical building blocks to move from here to there.

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Tags: Making Tough Choices

At some point in Sales & in Life, you need to take a stand!

Posted by Jack Derby on Fri, Jul 15, 2016


As a professor of marketing, and a still struggling student of being a better sales professional, one thing I know is never to talk about race, religion or sex, but unfortunately, I need to to break that rule.  

Enough is enough!

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Tags: sales, sales management, sales effectiveness, management

5 Ideas on Having "The Big Boy, Big Girl Talk"

Posted by Jack Derby on Fri, Jul 08, 2016

I love reading Harvard Business Review's daily blogs, hints, teasers and management ideas.  The magazine articles, sometimes yes, sometimes no, but I do believe that their comments on most management issues on marketing, and, most recently, on the science of sales are both stimulating and very thought provoking.

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