Derby Management's "Competitive Edge" Blog

  If it's summer, then it's time to do the annual rewrite of our
  free ebook-Writing the Winning Business Plan 

Tags: Sales Best Practices, sales, sales management boot camp, business planning, business plans, how to write a business plan, writing a business plan

For me, the most exciting thing about our Sales Management Boot Camp every six months is the diversity of companies and executive management that we have in these programs.  Our 24-30 attendees bridge across every vertical, geography and size that you can think of from fast growth tech companies such as Black Duck Software to Chase Corporation to Kayem Foods to Steinway and every possible combination in between.  All of which lends to peer-to-peer engagement and a big boost in the real-life learning processes that go on over two nights and two days.

Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales, sales effectiveness, sales enablement, sales management boot camp

John Landry and I had the opportunity to present the week before last to the 128 Innovation Capital Group at the IBM Innovation Center on the subject of angel investing.  Great group of entrepreneurs and Annette Reynolds, the Executive Director, runs a tight ship.  Check out her next Pitch Party at the Piranha Pond, which is coming up on the 30th at 6:00PM at the Tech Sandbox, in  Southborough  With the significant market shifts in angel investing in general and specifically regarding the very positive changes at Common Angels, where John and I are partners, it was a great time to wave the flag and talk about something we're both passionate about.

Tags: Sales Optimization, Sales Best Practices, sales, sales management, sales plan process, sales effectiveness, sales enablement, sales tools, sales management training, selling skills, sales training, sales plans, sales management boot camps

Find any salesperson, woman or man, and you'll find a person who cares about their shoes.

Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales tools, selling, sales management training, sales plans, sales boot camp, sales jobs, finding sales jobs, sales boot camps

Jack McAvoy, Lifeguard & Rock-Solid Marketing Guy!

A senior marketing executive at Parametric Technology, Jack and I met a few years ago out of our common love of caring for the beach.  Jack's been the senior lifeguard in Wallis Sands for a long time and is as passionate about taking care of this beach (Rated in the Top 5 cleanest beaches in the U.S. ) and its visitors as he is about the practice of marketing in the rapidly changing ecosystem of 2013. 

Tags: sales productivity, sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, selling, selling skills, sales boot camp, sales listening, best sales practices;

My favorite blogger, especially at this time of year as we prepare to celebrate the 4th, is Benjamin Franklin.

An amazing patriot, which is why I always tie Franklin to the 4th.  An inventor, an entrepreneur, the creator of Poor Richard's Almanac (the leading blog of his day), an extraordinary statesman, a lover of good food and wine, and provider of wonderfully simple quotes such as...

Tags: sales coaching, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, sales planning, sales tools, sales management training, selling skills, Sales quota, sales training, sales plans, sales boot camp

So, this logic may not make sense to anyone else but me, but here goes...

Tags: summer networking; rolling stones, martha and the vandellas, Sales Optimization, sales management effectiveness, sales effectiveness, sales enablement, sales planning, improved sales management, closing sales, sales boot camp

I was sitting with the senior team at one of our most successful customers last Friday, and we were prepping for an upcoming sales and marketing planning meeting later this week. 

Status:      Solid first half performance
Status:      Great processes & people
Question:  How does everything fit for the 2nd half?

Tags: Sales Optimization, sales, sales management, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, sales planning, selling, sales management training, sales training, sales listening, sales culture, sales boot camps

Art Brault and I have worked together in a couple of companies over the years, and now he's a Regional VP of Sales at Brainshark, a leading Sales Enablement company.  Right now, Art's working hard, thinking through deals and bringing all of his considerable experience to bear pushing to make sure that his team makes quota for the quarter. 

Tags: sales productivity, sales coaching, sales plan process, sales effectiveness, sales tools, selling skills, Sales quota, sales plans, sales boot camp

I open each semester at Tufts by asking my students what my job is.  After a couple of awkward minutes including... "to teach us about marketing", to which I respond, "That might be a problem because I don't know that much about marketing", my real answer is..."to make sure that you get the highest paying jobs that you're going to find to be the most rewarding".   And, at the end of the day, that's really the most important result from any university. 

Tags: sales productivity, Sales Optimization, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, selling, sales management training, selling skills, marketing effectiveness, sales training, sales jobs, finding sales jobs, sales boot camps, strategic planning, Tufts university, Tufts ELS