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

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