Derby Management's "Competitive Edge" Blog

Fingers in the dirt

Tags: Sales Best Practices, Sales Hiring Perfectly, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans, Derby Entrepreneurship Center

Although not the best snowboarding season, this winta' has been easy on the shoveling, my fuel bills and other than last weekend's frozen pipes (-33.1 F ambient at the top of Stratton) in the VT house, it's been a relatively smooth kickoff for the new year. 

Tags: Sales Best Practices, best sales practices;, 2022businessplansuccess, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts, 2023 Marketing Plans

Yesterday on Groundhog Day, it seems that Punxsutawney Phil declared six more weeks of winter.  Certainly, as I sit here in Vermont this AM with the temp at 5 at 8:00 with a forecasted -25 ambient tonight, winta' like Phil is going to stick around for a while.  On balance however, this has been a very mild winter, and although I'm looking out at 18" of snow in front of my office window, when I left Tufts yesterday, there's no sign of any snow in Boston.  

Tags: Sales Management Best Practices, Tufts Marketing, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

If it wasn't for bad luck, you know, I wouldn't have no luck at all

There's a superb classic blues song sung by R&B greats, Ray Charles, Albert King, Stevie Ray Vaughn and my personal favorite Joe Bonamassa, about luck...or in this case...bad luck. 

On Friday the 13th, I thought that it was appropriate to kick off today as we enter the season of 2023 sales and business planning meetings with a couple of thoughts about luck.

Bottom line: Never plan on luck, optimism or even best efforts!  What will happen, will happen only as a result of you and your team's personal involvement and rigid commitment to a planning process this year.

Tags: business plans, business planning meetings, Derby Entrepreneurship Center at Tufts, 2023 Business Planning

After graduating from BC, I went into the Peace Corps, and when I came back to the States, with little else than a degree in English and Biology, I was lucky enough to land a job at a large medtech corporation that was hiring interns based on attributes rather than skills and experience. 

Very quickly, I and a group of other rookies hired at the same time for a specific new product, were pushed into an intensive, week-long management training session simply on "planning".  

 

Tags: Sales Best Practices, Sales Management Best Practices, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

Dick Ardia is one of my closest friends!. He's a very successful NJ and NY real estate entrepreneur who has built more than a few companies.  A Vermont neighbor, Dick and I spent many years ATVing in the Green Mountain reserve that borders our land, and during those expeditions deep in the mud and winching out of rivers, I learned from him many of the management basics that I continue to apply in my own business and in my classroom.

Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans, Derby Entrepreneurship Center

• Leaving a wonderful Thanksgiving, we're now full speed ahead into the holiday season
• With 13-14-more real selling days in the Q4 season, we're updating forecasts daily. 
• After weeks of working on our 2023 business plan, we're deep in the season of budgeting.
  
  

And at Tufts, the reality of the seasonality of the last class of the semester, occurred this Wednesday after 12 weeks of content including 10 technical lectures from my alums and my TAs ranging from pricing to SEO, PR, research, competitive analysis, social ad buying, blogging, the art of presentations, budgeting and much more.  Added to this was one HBS case study, 36 individual value proposition presentations and Hubspot Inbound Marketing certifications. 

Then it all came to a close on Wednesday with a team lunch and a final presentation from another extraordinary marketing executive alum on her process of bringing together her own marketing plan.  Next week are the final 90-minute presentations to their host management of their team projects where 40% of their overall semester grade is decided by the management of their companies on the depth and quality of their marketing plans constructed over the semester.   For me, it's been an extraordinarily exciting semester which has resulted in strong academics and 18 new part-or full-time jobs generated from the course.  

Tags: Tufts university, Sales Hiring Perfectly, Teaching entrepreneurship, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, Derby Entrepreneurship Center

Last week, I noted with great pride that Pitchbook's annual university rankings of the top producers of U.S. venture capital-backed startup founders listed Tufts in its top 50 universities in the country!  Great to be listed alongside other MA-based universities like MIT, Harvard and BU, who also made the top 50. For me as a Tufts professor, this listing drives directly to the overarching mission of Tufts and its uniqueness to actively promote innovation and research across all of our 11 schools. 
 

Tags: how to write a business plan, Tufts Entrepreneurship, entrepreneurshipfortherestofus, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

Never a great math student in junior high school, I was shipped off by my parents to a math tutor every Saturday morning for my time spent in the 8th grade. No wonder I was never one of "the cool kids"...plus I played clarinet in the band.  I do wish now that I could thank them profusely for that decision to enlist Mr. Sampson for those fundamental lessons in the basics of math.  Today, in my love of "The Science of Sales" (the title of one of my Tufts courses at The Derby Entrepreneurship Center,) much of what I do in the world of improving sales productivity comes down to the math of understanding: 

Tags: HubSpot Tips, Derby Entrepreneurship Center@Tufts, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans

When I returned from a couple of years in the Peace Corps, it was relatively easy for me to find a job...even given the fact that I had zippo experience in business and only an undergraduate degree from BC with a major in English.  No one really cared about the degree or my skills; they just wanted to hear about the Peace Corps.  One of my primary takeaways from those early years working first at Honeywell in their newly launched memory chip initiative and then at Becton Dickinson in their medtech division was the criticality of time management.   

 

Maybe, it was my inherent drive to make sure that I could stay ahead of the curve working with really bright manufacturing and engineering types, or maybe it's just the way I'm wired, but I've become highly focused and highly protective of my own time and that of the teams I work with both in my consulting role and at Tufts.

Tags: Sales Best Practices, Sales Management Best Practices, Teaching entrepreneurship, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans