Derby Management's "Competitive Edge" Blog

I had the privilege of having David Meerman Scott come to my Tufts marketing class yesterday and talk about the future of marketing.  Actually, to be truthful, his coming to the class had very little to do with me, and 99% to do with my students.

Tags: sales productivity, sales coaching, Sales Management Best Practices, sales coach, sales management coach, selling skills, marketing effectiveness, marketing productivity, sales listening, sales culture, marketing

Very early this Monday morning, I was driving out of Vermont, headed back to the NH beach.  

Tags: sales productivity, sales coaching, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices

 

Tags: sales coaching, sales management, sales management effectiveness, sales effectiveness, sales management training, sales training, sales plans, sales effictiveness, sales culture

The quarter's over.  Congratulations for making it through one of the most difficult periods of the year.   To me, it's always that time of year when there are more distractions of both my and my customers' time because of the natural rhythm of the summa', vacations and travel.

Tags: sales coaching, Sales Best Practices, sales effectiveness, sales enablement, best sales practices;

3 Simple Tips for More Effective Sales Connections.

As a sales guy, I have no problem with making connections.  For my business associates.  For my MIT and Tufts students.  For our customers of the firm.  It's part of the process of living and working in a tight ecosystem like Boston...or in any other city for that matter.

Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales, sales management effectiveness, sales effectiveness, sales enablement, sales planning, selling, sales management training, selling skills, sales training

And so, the rhythm of the fall has begun....

Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales effectiveness, sales enablement, sales boot camp

Back to school, back to work, and back to all of the craziness and excitement between now and the end of the year closing deals and beginning the 2015 planning process.

Offsites with the team for a day or two at the Marriott, mini sessions in the big conference room out near the lobby, and then countless push & pull "discussions" with the accounting guys who always seem to be single minded-more results with less expense.  Maybe it's just part of earning the CFO badge, but, as keepers of the budget, CFOs orchestrate the annual dance trying to balance greater revenue growth while keeping expenses in check.

Tags: Sales Optimization, Sales Management Best Practices, sales management effectiveness, sales effectiveness, sales tools, sales training, strategic planning

As we think about the way-too-rapidly-approach to Labor Day...

Tags: sales productivity, Sales Optimization, sales plan process, sales effectiveness, sales enablement, sales tools, sales culture

 

Tags: Sales Optimization, sales effectiveness, sales enablement, sales tools, selling, selling skills, sales training, sales plans, sales listening, sales producitivity

Been an interesting summer so far what with lots of hospital visits, more docs than I want to know, surgery and now recuperating through Labor Day.  As my Facebook friends know, I decided to reward making it through the surgery and receiving very good news from pathology by buying a new Corvette Stingray.  Seemed to be fitting in keeping with the whole beach and ocean thing, plus I've always wanted to own a sports car.  Not to worry, the garage still houses the Subaru Outback and the Acura MDX since the Stingray will never see one flake of snow or ever travel on an ice covered road.

Tags: sales productivity, Sales Optimization, sales and marketing best practices, sales effectiveness, sales management training