Why You Need 5 Resolutions for 2016

Posted by Jack Derby, Head Coach on Wed, Dec 30, 2015

The most important thing about 2016 is that it will be a year of substantial change!

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Tags: sales productivity, sales, sales management, sales coach, sales effectiveness, sales enablement

Only 3 Things to Think About Over the Next 15 Days

Posted by Jack Derby, Head Coach on Wed, Dec 16, 2015


A Wonderfully Exciting Time of Year!

1. Focus on the # of Days


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Tags: sales productivity, sales, sales coach, sales management coach

Your Sales Team is EVERYTHING!

Posted by Jack Derby, Head Coach on Thu, Dec 10, 2015

My Marketing Course at Tufts is quickly winding down with the first of the exam days yesterday afternoon. For the last 13 weeks, six teams of five very talented students have labored, learned, questioned, and, most importantly, collaborated on very complex marketing projects given to them by six companies at the beginning of July.  

Presentations were made to the senior management of three of the companies yesterday, and the same will happen next Wednesday with the last three companies.  Basically, every piece of marketing content, strategy and tactic that was taught over the semester has been incorporated into these marketing plans complete with market and competitive research, primary inbound and outbound strategies and a host of carefully planned and budgeted tactical recommendations.  

Lots of very hard work, a number of speed bumps and surprises, like the unplanned acquisition of one of the companies mid-semester, but overall, very successful both for the companies in that they've received marketing deliverables that would have cost them thousands, and for the students, who have been paid both in real world experience and in grades.

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Tags: sales, sales management, sales management coach, selling, improved sales management, sales plans

3 Great Tips to Running Much Better Sales Meetings

Posted by Jack Derby, Head Coach on Wed, Dec 02, 2015

In almost every industry, Monday morning sales meetings are part of the DNA of running most organizations

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Tags: sales, sales coach, sales tools, sales plans, business planning meetings, sales meeting, sales planning meetings