Nothing is more definitive than the scorecard at the end of the season for any professional sport. Right now, with the wicked one-point loss for the Celtics to the Knicks on Wednesday night, they're in a tough come-from-behind situation for Saturday afternoon's game at MSG. The absolute metrics of the losses are bad enough, but the giving up of 20-point leads in both games says that there's something terribly wrong with the team. Metrics tell it all...all the time!
Tags: Sales Optimization, Sales Management Best Practices, Derby Entrepreneurship Center, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
It's been an extraordinary semester at Tufts!!!
Tags: Sales Best Practices, Sales Management Best Practices, Teaching at Tufts University, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
I trust that everyone had a wonderful Easter weekend and enjoyed the perfect spring weather, fun family gatherings and a special time to reflect.
On this Easter Sunday, I found myself on the NH beach at sunrise realizing once again that in the environment surrounding me, the only opportunities I can personally impact are those where I can take specific actions to impact specific change. I like to make the complex simple, which is difficult, so I bring it down to my own points of interest where I can personally make a difference.
What I certainly cannot do is to impact the tide coming in or the sun rising. Similarly, I can't impact geopolitics or make any meaningful difference to the general economy, tariffs or political infighting. That being said, what I can do is take immediate action right now to impact revenue growth in my own company! What I know from a lengthy list of unexpected disasters, recessions and global wars over decades of running businesses is that now is the time to take action to grow revenue and not retrench and hunker down.
Tags: Making Tough Choices, Derby Entrepreneurship Center, 2024 sales and marketing best practices, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
Yesterday was the last content class in my Science of Sales course with 12 final presentations now scheduled for that course and my Marketing course during the next two weeks when the senior management comes to Tufts for 2-hour presentations on the final projects. The students work with management each week and then management provides 40% of the team grade for these complex semester-long projects.
These courses are based in formal processes, detailed tools, HubSpot software, and more than a few important "Jack Rules", one of which is that if you're late to class, and you have not previously notified your TA, you owe the class pizza fund $5.00.
It's actually been a no-incident semester in my Sales course until last week when one of our very active and most engaging students, whom I know very well from this and another course, was 5 minutes late. Having some fun with him...while taking his $5.00...I asked him if he would update the archaic "But, the dog ate my homework" excuse that I grew up with, and here's what he came back with:
Tags: Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
Could not ask for a more Spring-like day in New England than this: a rainy, clingy, cold and windy Saturday morning. Spring in New England!
Here at the NH beach, it's just wicked grey rain at 8:00 AM.
In VT, it's either snowy rain or rainy snow according to my Ring camera, but whatever it is, it's not doing much to get rid of the heavy snow still out by barn.
Tags: Sales Management Best Practices, best sales practices;, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
Is it just "the older me", or did others of you grow up with the following little poem that is right now rattling through my head this cold and rainy classic Vermont Spring morning?
Spring is sprung, the grass is riz.
I wonder where the birdies is.
They say the birdies on the wing, but that’s absurd.
I always thought the wing was on the bird.
Tags: Sales Management Best Practices, Sales quota, Derby Entrepreneurship Center at Tufts, Derby Entrepreneurship Center, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
This has been a wonderfully busy week of events and busy sales schedules!
Tags: Sales Best Practices, Sales Management Best Practices, HubSpot Tips, Sales Hiring Perfectly, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, DavidMeermanScott, 2025SalesPlanning
My teaching in both my Marketing and Science of Sales courses provides a laboratory for my work with my students and with our management consulting practice building sales and marketing processes.
Tags: 2024 Sales Planning, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
With the last selling day for February today, I thought that it might be interesting to share what we've been seeing changing all through 2024 and now into the first two months of 2025.
12 years ago, I asked Tufts if I could develop a new course titled "The Science of Sales" to match up with my Marketing course. Today it's one of the core requirements for a minor in entrepreneurship which provides lot of opportunities to experiment and measure results while developing detailed research and comprehensive sales plans for six companies and another six of marketing plans over the course of 13 weeks.
What follows is a combination of what we're seeing in these projects, what we're observing using HubSpot's data since we use their software tools and findings in both courses plus the backbone of a recent McKenzie blog.
Tags: Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
