Do Cows Get Cold? ...and Other Sales Questions

Posted by Jack Derby, Head Coach on Sat, Jan 21, 2012

In the day-to-day pursuit of sales and working with my customers, I somehow manage to drive about 50,000 miles a year.  I actually enjoy it since it’s a great time to do telephone calls and just think about the business issues that I and the rest of the guys in the firm run into every week.  So there I was last Monday cruising north at 6:00 AM on the winding twisties of Route 100 headed to Quechee, Vermont for a meeting.  Not much happening on the road, classical music amped up on the 8 speaker Dolby, and me clicking paddle shifters back and forth through the gears with every nip and tuck in the road. 

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Tags: sales productivity, Sales Optimization, sales, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training, sales plans

Nothing's Easy About Sales

Posted by Jack Derby, Head Coach on Tue, Jan 17, 2012

Nothing’s easy.  Sometimes, I will hear in a sales meeting..."but it's simple", or, "it's just basic". My attitude when I hear this type of thing is "Well, if it were so simple, then why are we talking about it?"  My frustration with "It's simple" goes right along with the comment from one's boss that often begins with..."It will only take a minute.", which absolutely never...takes a minute.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, sales optomization, sales training, sales plans

Best Laid Plans...for Stratton, for Sales

Posted by Jack Derby, Head Coach on Thu, Jan 05, 2012

http://www.stratton.comFirst, and most importantly, a very sincere wish for a wonderful, healthy and prosperous 2012.  

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, improved sales management, sales management training, selling skills, sales optomization, closing sales, Sales quota, sales training, sales plans