Derby Management's "Competitive Edge" Blog

Change is in the air, and it's everywhere !

Tags: closing sales, best sales practices;, sales effectivness, Tufts Entrepreneurship, sales motivation

 

Tags: sales effectiveness, improving sales productivity, best sales practices;

There's so much written about sales leadership, my eyes gloss over.  

By now, I've listened to countless speakers, including the legendary Zig Ziglar, viewed hundreds of videos, and probably read a couple of hundred books and who knows how many blogs on the subject of sales leadership.  The problem is that most of the training advice focuses on the motivational, which too often disappears into the wind as soon as the speech or the chapter has ended other than the notes taken and the highlights yellowed.

Tags: closing sales, business tools, best sales practices;

By now, I figure I've taken over 2,400 trips to Vermont over the years traveling back and forth from either Boston or NH.  At three hours, the trip takes about the same amount of time from either starting point, and the distance evens out between 150 and 180 miles.

The problem, as the Boys on the Bench down at the Winhall General Store frequently tell me is that "you can't get there from here" whenever I mention that I'm leaving the mountains to drive to the NH beach...and they're right.  There's no easy way to go east and west between Vermont and New Hampshire, and every trip presents a variety of decisions that ultimately end up just frustrating me.

Tags: sales productivity, Sales Optimization, sales effectiveness, sales tools, improved sales management, sales management training, closing sales, how to close sales, best sales practices;

Tags: closing sales, business planning, business coaching, business plans, best sales practices;

The last post of "Chicken or Egg" produced a fair number of responses to the question often posed in startups of...

Tags: best sales practices;

In this blog, I'm looking to you for a bit of guidance and a few ideas...

 

Tags: best sales practices;

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;

As we wind down the 5th month of the sales year, and we're steaming ahead toward the end of the second quarter, it's a good time to take a deep breath this weekend and just answer this simple question...

Tags: sales coaching, Sales Optimization, sales, sales management effectiveness, sales optomization, best sales practices;

This is the final week! Or, more appropriately...this is Finals Week.

Tags: Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales, sales effectiveness, sales enablement, best sales practices;