Derby Management's "Competitive Edge" Blog

The first time I heard the phrase "business plan" was when I was purchasing manager of a division of Becton Dickinson.  That exercise given to me by the Controller was actually to just set prices on 10,000+ components for the year ahead. 

Click HERE for the 2024 edition of Writing the Winning Business Plan

Most importantly, the best of the best to everyone for what I believe will be an extraordinary growth year in 2024!  My personal chant driving my own planning is "Do More in '24!". 

"Writing the Winning Sales Plan in 2024"

First, and most importantly, please have a wonderful, warm and safe holiday!  I'd like to thank you for your support, your notes, and the agreements...and disagreements... with my weekly ramblings.  Hopefully, there have been a few takeaways this year that you've been able put to use to increase your own sales and marketing productivity, which brings me to today's subject of "just getting along".  

-This is not about the wars, since neither I nor you can make much of an impact.
-This is not about the backstabbing of the self-righteous Washington politicos.
-This is not about troubled personal relationships.  Fixing Washington might be easier.

Always an interesting time of year in my balancing time between Derby Management customers, Tufts students and this week's final exams, and our portfolio companies.  The simple solution is to sleep less since I've never been convinced that we need all of those hours anyway. [apologies if this recent WSJ article only opens to subscribers]. 

Bottom line:
-get less sleep
-work on the weekends
-only 10 more selling days!

• The Days are now only 17 real selling days left in the year.  
• The Road is a choice to focus on either new logos or upsell/crossell.
• The Rubber is getting to Quota & President's Club

Unless I'm deep in the lower half of my sales funnel with deals I've been working on since late September and October, right now, I'm totally focused on upselling existing customers with additional solutions. 

For me, it's a simple equation built around having only 17 available days and being a trusted partner or strategic advisor to our existing customers.  

A fun example of upselling occurred with me on TDay morning when I showed up exactly at 10:30 at the country club as instructed to pick up the mostly cooked bird and the 6 sides of vegetables, potatoes, and everything else down to the butter and the cranberry sauce.  Greeting me was the club manager, the chef and two other smiling employees who were there to load everything into my car, which I thought was "very nice" of them to do.   Then the manager asked me:  "We also have a very nice wine selection to go with your wonderful dinner", as he pointed to a table of various wines grouped by price at $20, $30, $40 and $50 a bottle.   

Yes, first and most importantly, a sincere expression of thanks for the upcoming Thanksgiving holiday!  A great time for families and a day or two of decompression before we jump back into the final 20ish days of the year where every point we can put on the board counts.  Enjoy the break, have fun, take a walk in the woods and get ready for the final quota crunch.  The very good news is that as salespeople, we have a lot to be thankful for.

Well, maybe not actually "breaking the rules about time" since time itself is illiquid, but as a sales and marketing guy, other than my skills, the only real currency I have is my own time, and how I chose to use it. It's as simple as that and...paying attention to the laws of time.

The very good news is that we gain an extra hour of sleep on Sunday even though millions of Americans-including me-say they’d prefer to have more daylight indefinitely.  

With around 37 real selling days left in the Q, 90% of our sales and marketing expertise and our rapidly eroding time needs to be spent on pumping, pushing and pulling deals down into the funnel. 

The actual closing process at the end of the funnel should be the easy part; it's the prep and the actual selling of the value that we provide that takes the time over the next 37 days.   

BTW, just in terms of other sales factoids that rattle around in my brain sometimes, did you know that there are more than 30 different B2B closing tactics we could be using? Here's an old video I did back in my sales training days that still has value in its simplicity. My experience is that the very best salespeople are experts in 3 types of closing techniques, and they hone those to perfection all the time!  

To make it more direct (I didn't say "easy"). our work as salespeople needs to be always focused not on us and our products, but on the actual business and personal value we deliver.  To help guide you along that path, I have pasted below excellent advice from last week's blog post from my sales-expert friend, and Fractional CRO, Mike Schumann, to provide you with specific ideas that should get you activated in the science and the math of Sales.  Mike's philosophy and hands-on expertise exactly matches our own at Derby Management, where for over a decade we've built customized detailed sales and marketing methods that follow our underlying mantra of "Process-Tools-Technology-Math & People".   When executed completely, the results are productivity improvements of around 25% in less than a year.

Last Friday's blog titled "We're Just Selling Vanilla Ice Cream" emphasized the criticality of total focus in these final weeks of the year to delivering the simplicity of the exact and very direct business value that we're bringing to our customers and to avoid getting off focus and slowing down the sale.   "The Vanilla Idea" came from my friend and fellow board member Kevin Greene, a superb salesguy and the CEO of Tassat Group.   Kevin followed up with me after reading last Friday's blog, and I thought that it would be helpful for a couple of minutes this morning to consider his practical hands-on experience of what it takes to sell right now.  

In a world... where we were struggling two years ago to figure out what "the new normal" would be, and, just when we thought we had done that, we were hit with ugliness of inflation, the media hype of recession, the invasion of Ukraine and now the tragedy of what is happening in the Middle East.  The bottom line of this opening to this Friday's blog is that there's very little right now that any of us can do to change any of these outside influences on our businesses.   

What we should be doing is to take rigid control of what we can control and reduce that to the simplicity of selling vanilla ice cream!