Tips on the Final Presentation & Closing the Deal

Posted by Jack Derby on Wed, Nov 30, 2016

It all comes down to this..

  • The 13 week sales cycle ends a day like today
  • Final Tufts management presentations today and next Wednesday
  • Close the deals today and next week successfully, and everyone goes home with high marks

When I first started teaching Marketing at Tufts 10 years ago, I knew that I had to do something different because there was no way that I would hold the attention of 30 bright Millennials, who were not majoring in marketing, past one class, let alone 13.  So, I took best practices that I had learned from Professor Jung-Hoon Chun at MIT, and, at that time, my 10 years of teaching business planning and marketing in his mechanical engineering course, where I continue to lecture.  Those best practices provide...  

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Tags: sales coach, sales management coach, sales tools

Technology, Thanksgiving & Togetherness

Posted by Jack Derby on Thu, Nov 24, 2016

As a 7th generation Vermonter, other than my years living overseas in the Peace Corps, I've always found my way back to the Green Mountain State for the celebration of Thanksgiving. Probably not a DNA thing, since none of my relatives live here anymore, but mostly, it's a Thanksgiving tradition thing and a welcoming back of friends on the slopes of Stratton, where I've been coming every Thanksgiving ever since it opened. 

This morning's trip from the NH beach to the bustling town of Bondville, (pop. 647), known for being the oldest summer fair in Vermont, took just three hours (ayah...can't get theah from heah) which always makes me think about how technology advances have changed our Thanksgivings. 

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Tags: sales tools, entrepreneurship, thanksgiving

"What Wakes Me Up in the Middle of the Night"

Posted by Jack Derby on Tue, Nov 15, 2016


Last week was Not a time for sleep!

In addition to my two "day jobs" of running our firm in Boston and teaching at Tufts, I spent hours and hours last week preparing for and then actually voting in my quirky little NH seacoast town.

More than anything else, standing out in the 35 degree Tuesday morning cold at 8:00 AM while waiting in line and sharing free coffee and hand made pastries from the local PTA, once again, I realized that this election process is a true testament to both "The American Way",...and also why New Hampshire is lovingly labeled "The Live Free or Die State". 

 

All of this may not be perfect, but, it sure works more than the alternatives.  Both the running of the country and the running of our businesses are fueled by growth, and it's time to put the election process behind us and get back to growing our companies.  

 

 

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Tags: sales productivity, sales enablement, sales plans

Jack, I love that strategy stuff, but I'm way too busy!

Posted by Jack Derby on Thu, Nov 03, 2016

Rich Horwath, CEO of the Strategic Thinking Institute, found in his recent research that...

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Tags: sales plans, strategic planning, sales planning meetings

How to Use Marketing to Get Ahead of the Competition…While You Still Can

Posted by John Routhier on Tue, Nov 01, 2016

Every industry faces competition and a disruption in the market.  The wikipedia definition of disruptive innovation is, “an innovation that creates a new market and value network and eventually disrupts an existing market and value network, displacing established market leaders and alliances.”  

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Tags: marketing, marketing plans, SEO

Tufts, Sales, Students & the Spring

Posted by Jack Derby on Wed, Oct 26, 2016

About to head out to Tufts this crisp fall morning, and I'm already leaping ahead thinking about the spring, 2017 semester, and of course about Sales.

When I put this four to six month look ahead in timing into perspective, it's exactly the same process that we're right now experiencing with our customers in their 2017-2019 strategy planning and in their detailed sales and marketing tactical planning for next year.

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Tags: sales, Tufts ELS program, Tufts Gordon Institute, Tufts Marketing

What the Heck is Strategic Planning?

Posted by Jack Derby on Fri, Oct 21, 2016

It's that time of year again...

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Planning 2017? Read our "Writing the Winning Business Plan"

Posted by Jack Derby on Fri, Oct 07, 2016

In the rhythm of the seasons, we're right now at the peak of leaf-peeping time here in New England.  This afternoon, I'm headed to my little (population 697) town of Bondville in Vermont along with hundreds of buses from Iowa, Indiana and everywhere else just to get a glimpse of fall color.  

Long ago, I learned from 'The Boys on the Bench' down at the Winhall General Store that the month of October is known as "the money month" by the locals around all of the resort towns in Vermont.

A good example of the quirkiness of Vermonters (me being a 7th generation Vermonter and a perfect example of quirky) is the fact that the Winhall General store is directly across the street from the Bondville Post office.  Vermont calls my town "Winhall", while the federal government calls it "Bondville".  Only in Vermont!

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Tags: sales productivity, sales coach, sales enablement, sales management boot camp

Increase Sales → Improve Your Website SEO

Posted by John Routhier on Wed, Oct 05, 2016

SEO (Search Engine Optimization) is a hot topic right now, and for good reason. Despite how important it is to nearly every business, most people don't know what it is or how it is relevant to their company. If you fall into this category, fear not! We have created an easy-to-read SEO overview to explain the basics, so read on to learn about why you need to improve your website's SEO now!

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Tags: marketing, SEO

Success in Sales is all about...TRUST

Posted by Jack Derby on Fri, Sep 30, 2016

As a sales pro, what am I really selling?

Is it my shiny new bag of beads?  Maybe, assuming it's really, really shiny...at least for a while

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Tags: Sales Optimization, sales management boot camp, improving sales productivity