Millennials as Purchasing Decision Makers!!!

Every morning I'm up at 4:30. First, I ask Alexa to play WBZ 1030 Radio, so I get my "5 Things You Need to Know" with the local news plus what I really care about which is the traffic and weather to gauge my travel time from the NH beach to Boston.  The traffic is always wicked, so  I'm just listening for the big accidents like..."yet another truck got Storrowed early this morning", which if you live in Boston, you know what this means.


I then ask Alexa to "Play Bloomberg News", while I click into my newest edition of the WSJ on my iPad and comb through whatever appeals as interesting articles for the day. Last Tuesday, I stopped on this headline of "Millennials Are Changing What It Takes to Succeed in Sales".  

The next day, I was reminded of the same article when one of my most faithful blog readers and repeated entrepreneurs, Jerry Brecher, sent it to me. I'm going to link the article here, but my expectation is that by clicking on it, unless you're a WSJ subscriber, you will not get past their paywall. If you cannot, I would encourage you to hunt down the article and read it thoroughly.  


Me & Millennials

I began teaching at MIT 22 years ago and Tufts 17, so where I started in this wonderful profession was initially working with Xers and then mostly with Millennials.  Exciting, extremely smart, powerful in their statements and curiosity, very energetic, fast-paced and always questioning to move ahead and make an impact in the world!  Clearly in numbers, the largest generation: more than the Boomers who carried that badge since the 1940's.

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Tags: Sales Best Practices, Sales Management Best Practices, Derby Entrepreneurship Center@Tufts, 2022 sales planning, Teaching at Tufts University, 2023 Business Planning, 2023 Marketing Plans

Sales Success is about Sales Math

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" 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: 

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

Competition is always good!

This is going to sell by itself!

Too many times, inexperienced entrepreneurs of all ages will use that deadly phrase.  It reminds me of the old Ralph Waldo Emerson cliche of "Build a better mousetrap, and the world will beat a path to your door." 
In the cold reality of the science of entrepreneurship, most likely that path will be very narrow if it exists at all.  As professional marketers, what we all want is for that small path to become a four-lane highway, and what we know is that will occur only through consistent marketing that doesn't talk about the product at all but highlights the value that the product brings.   After all, we really don't need a better mousetrap; we just need to get rid of the mice quickly, efficiently and without looking at squished mice caught in an ugly trap.   

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Tags: Tufts marketing projects, branding plans, Making Tough Choices, Derby Entrepreneurship Center@Tufts, 2022 business planning, entrepreneurshipfortherestofus, Teaching entrepreneurship

Marketing is free tacos!

Tufts classes are now deep into their second week, and my Marketing students are equally deep into their projects with 5-6 students assigned to each.  In my consistent theme of "Marketing is Everything", which has been in my head, my writing, and basically everything I do in Sales and in Marketing, all my students are exploring and most importantly beginning to organize what will become fully developed marketing plans 10 weeks from now.  

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Tags: marketing projects, marketing effectiveness, sales culture, Tufts Marketing, marketing planning, Derby Entrepreneurship Center@Tufts, 2022 business planning, entrepreneurshipfortherestofus, Teaching entrepreneurship

Tufts Entrepreneurship births a Juice Company

In my 9 prior startups where I've been a founder/co-founder, they've all been in software or healthcare. Those are comfortable markets where I have backgrounds, plus I personally enjoy the complexities of building go-to-market marketing and sales plans in these demanding markets. My forays into consumer products have been limited to a medtech product sold in chain pharmacies and to outerwear apparel working with the genius of  legendary CB Vaughn at CB Sports.  

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Tags: how to write a marketing plan, jack derby professor at Tufts, marketing planning, Tufts Entrepreneurship, Derby Entrepreneurship Center@Tufts, 2022 business planning, entrepreneurshipfortherestofus, Teaching entrepreneurship, Derby Entrepreneurship Center at Tufts

Tufts Entrepreneurship at its best!

There are certainly more than a few universities both locally and across the country that feature entrepreneurship programs.  In fact, every university and most standalone colleges have an entrepreneurship program from the giants of Babson, where entrepreneurship is their DNA, to the halls of MIT, where I also teach, to excellent programs at BU, BC, UNH and across all the campuses of UMass.  Very simply, a university cannot be taken seriously without entrepreneurship studies in their program at some level since. in fact, entrepreneurship is not about tech startups.  Real entrepreneurship is about innovation and very few universities are as well-equipped as is Tufts, which is recognized as one of the top research universities in the U.S.  

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Tags: Tufts marketing projects, interns for marketing projects, jack derby professor at Tufts, Derby Entrepreneurship Center@Tufts, 2022 business planning, entrepreneurshipfortherestofus, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts

Gotta have Rhythm!

I've always loved music of any kind! I grew up on 1940's jazz, I love classic 60's rock (never missed a U.S. Stones concert), I tolerated disco, love early rap and have a special place in my head and heart for soul and funk.  

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Tags: sales effectiveness, sales enablement, sales tools, marketing effectiveness, how to close sales, sales success, how to write a sales plan, marketing planning, Derby Entrepreneurship Center@Tufts, 2022 business planning

The Vermont Roof & Trust

I'm on the NH beach this weekend for a couple of reasons:

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Tags: sales coaching, sales effectiveness, sales planning, sales tools, improving sales productivity, how to write a sales plan, writing sales plans, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess, entrepreneurshipfortherestofus

Successful Entrepreneurship = Successful Sales

Working at the intersection of what I do at the firm, what I do as a venture investor, plus I do at Tufts both as a professor and at the Center, I see, listen to, comment on and mentor 1,000+ business plans each year. 

As an example, as I write this, I just finished a 7:00AM call with one of my MIT alum entrepreneurs sorting through various business model options. 

BTW, when I asked him to define entrepreneurship for me, his response was... "creating something new that didn't exist before and building an organization around that".

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Tags: how to close sales, free marketing projects from universities, entrepreneurship, how to write a sales plan, sales management productivity, sales effectivness, Derby Entrepreneurship Center@Tufts, 2022 sales planning, 2022businessplansuccess

Don't just remember, do something!

Nothing I can write in my normal Friday blog about business, entrepreneurship or my even beloved Tufts is important today, as we head out for the long Memorial Day weekend and the kickoff of the summa of '22.  I would ask that all of us do something to not just remember, but to take some tiny action that brings reality to the lives of millions of veterans who have given us the freedom of democracy and protected the lives that we have today. 

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Tags: sales effectiveness, entrepreneurship, how to write a sales plan, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

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