Just as the coming of spring for me translates to cleaning up the winter debris washed up on the beach and lugging chain saws and chippers around the Vermont woodlot on my ATV, so too does this time of year push me to get even more tightly organized for next quarter.
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Tags: sales tools, business tools, business planning, business coaching
Yes, there's litterally tons of snow at Stratton
Definitely, the best snow in the East!
Yes, I will be snowboarding this Saturday.
Yes, I'm always available to do some turns.
Yes, a few of us Common Angels are there the 25th
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Tags: sales tools, business tools, business planning, business coaching
My favorite sales planning guy is Sun Tzu, the noted Chinese warrior who revolutionized the science and art of warfare and created many of today's formal aspects of waging battle. Still taught at West Point, General Tzu's The Art of War, is an insightful treatise on the benefits resulting from careful planning in warfare. By the way, this is also a great book for your sales managers to read as background material as they set out to create their 2011 sales plans.
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Yes, there's lots & lots of snow at Stratton
Yes, I will be snowboarding this Saturday.
Yes, the Mountain is almost fully open
Yes, I'm always available to do some turns.
Of course, I'll be there for the ACG event on the 30th
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Tags: sales tools, business tools, business planning, business coaching
In addition to "my day job", I've had the privilege of teaching marketing as a lecturer at MIT and a professor at Tufts for a number of years. Each semester I get to hone my skills, think about new ideas and imagine what the brave new world of marketing tactics will become. A very exciting time to be in marketing but not for the faint of heart since marketing today needs to be looked as a series of short timed experiments given all of the superb, and not so superb, tactical choices that are available.
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Tags: sales tools, business tools, business planning, business coaching
Yes, there's lots of snow at Stratton
Yes, I will be snowboarding Saturday.
Yes, the Mountain will be fully open by Christmas
Yes, I'm always available to do some turns.
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Tags: sales tools, business tools, business planning, business coaching
Blue Ocean? Red Ocean?
If you haven't read the book, you owe it to yourself to read Blue Ocean Strategy especially at this time of year. Buy yourself a Christmas present and download it on your iPad. It's an easy, but very thought provoking read, and you easily can polish it off during the week between the holidays. It begs the question of the degree of change that you might want to undertake over the longer term and whether you want to consider swimming in the relatively open deep blue (and healthy) ocean or in the constrained, oxygen-starved (and highly competitive) red?
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Hopefully you had a great weekend and took some of my advice and spent a bit of time thinking-even in the form of a rough outline-about your Q1 sales plan. This week is really Crunch Week in terms of making any significant selling impact on the prospects in your pipeline. Next week and the following are still very important but mostly for pulling and pushing everything that you can out of the bottom of the funnel. During this week, there’s still time to focus on your selling process.
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Tags: sales productivity, sales, sales management, sales effectiveness, sales tools, selling, business tools, sales optimication
1. 39-Still Plenty of Time
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Tags: sales productivity, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, sales management training, sales training, business tools, business planning, The Competitive Edge, november
The seasonal break of summer, and all of the years of going back to school in September always make me approach these four months not as the month of September, the end of the quarter and then Q4, but as the four month quarter. Nothing really changes except the measurement stick of Q3-critical only for quota benchmarking, but in the practicality of day-to-day, month-to-month selling, this four month period, if properly planned-can become the most rewarding of the year. All it takes is just a bit of short term planning.
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Tags: sales management, selling, sales training, business tools
