It's not enough to Lean In...gotta Step Up!

For all of us, the last 16 months have been more than challenging in every possible dimension of how we spend both our personal and business lives.   The very positive news is that we've moved from abnormal to a new way of working, but we can do better...much better!

As we look toward the summer of '21...only a month away...it would appear that...

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Tags: how to close sales, sales success, racial and gender diversity, diversity, step up to inclusion, inclusion

...just plain ol' Vermont grit

Vermont is a tiny state with a very diverse grouping of residents.  I'm not talking here about the 13 "gold towns" inappropriately named by an infamous prior governor who overtaxed the flatlanders who came to VT to ski.  I'm also not talking about Burlington where 50% of the population lives. To know the real Vermont, one needs to get down into the dirt and understand their own grit and exceptionally hard work. 

When one takes a look at the stats, it almost defies logic of why the state even exists...except for grit.

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Tags: sales coaching, sales plan process, sales management boot camp, how to close sales, Tufts marketing projects, student intern marketing projects, how to write a sales plan, sales effectivness, Tufts Entrepreneurship Center

Gotta Love April!

Gotta love April !!!   

Hard to believe, but here we are, one year later in a very different spring of positive outlooks and what will become a roaring economy on the back half of this year.  Still a bit stressed, but much less so, and, as sales pros, we're always thinking through what the quarter ahead is going to look like. This is always the excitement and the challenge of being a Sales leader. Just like any  professional athlete, even with consistent training and exacting playbooks, we never exactly know what the end game or the final points on the scoreboard will be.    

Just ask either side on the women's final basketball championship last week between Arizona and Stanford.  

 

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Tags: sales coaching, sales management coach, sales enablement, closing sales, how to close sales, improving sales productivity, sales success, how to write a sales plan, planningsalestodayinacovidworld

2021 is not going to be the same; it'll be better!

Had a very exciting, stimulating and actively engaging discussion end of the day yesterday with 30 of our CEOs, presidents and senior leaders of our customers on the 2021 workplace, and I thought that I'd share with you this morning a few of the takeaways.

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Tags: sales coach, how to close sales, best sales practices;, how to write a sales plan, writing sales plans

What are you planning for tomorrow?

Every day, every week, I work through a series of mini-plans at least in my head and most often in writing.

-Days start early before the sun and begin with a fountain pen and new yellow-ruled sheet of paper.

-I bullet down in a word or two the tasks needed for the company and for Tufts in two columns

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Tags: Sales Optimization, sales effectiveness, sales planning, sales tools, closing sales, how to close sales, sales success, how to write a sales plan

So, you want to blog?  Here's 3 winning tactics from my students

 

Last week, I mentioned that Brian Bresee, an alum from our marketing course, and now Hubspot's North America's Director of Partnership Sales, provides a lecture every semester starting with an outline of Inbound Marketing. 

Brian and I met 11 years ago at Tufts, became friends with a common love of being on the Vermont snow.  After graduating, he worked for one of my companies as a BDR, moving to Hubspot 10+ years ago and has become a highly valued Tufts Lecturer in my courses for the last 8 years.  Brian provides content and Hubspot platforms for our course and has become a coach for numbers of my students who want to move into a sales role.  Same way that I coached Brian a decade ago, which is all about giving back to our Tufts students through our alums.

          

Brian masterfully brings the strategy of Inbound right down to the reality of teaching the specifics of blogging to junior and seniors who have marketing plans to deliver to real companies in just 10 weeks from now.

For me, having been a writer of books, newsletters, magazine and newspaper articles and now blogs, I know that blogging is one of the most important tactical tools in any marketer's toolbox. In fact, prior to 2018, when video content began to rise and then just exploded in use in 2020, blogs led the list as the most heavily used media tool

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Tags: sales coaching, sales effectiveness, marketing effectiveness, how to close sales, sales success, value propositions, effective blogging

Learning from my students...4 tactics for winning presentations

At Tufts where I'm a professor for two courses-"Entrepreneurial Marketing" and "The Science of Sales", a decade plus later, I have the luxury of bringing back our alums from these courses who are now experts in their own fields at their companies to teach portions of our 13 week semesters. 

The exciting results are...

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Tags: sales effectiveness, marketing effectiveness, business coaching, how to close sales, meeting networking, sales management productivity, delivering great presentations

just waiting for the spring this AM

With 30 years of skiing anchored firmly in my Vermont winta' roots, I've now spent the last 25 years only snowboarding gaining a new love for old trails and new woods and parks that I would have never explored on skis. I still remember the taunts and laughs from my skier buddies I left behind, but as with anything new, I've learned to find the best coaches and study harder and longer than others. 

This winta' morning, I find myself at the NH beach trading my Big Boy Ariens snowblower back in VT for shovels that fit NH winding paths and decks that overlook a very angry ocean.  It will actually be good to grab some fresh air and quick exercise today between six zooms and a board meeting. One of the benefits of WFH.

Love winta'...but cannot wait for March 20th, the official start of spring and leaving behind dark mornings and getting back out into the VT woods with my chainsaw or looking for seaglass on the NH beach.  I do love the rhythm and the variety of the NE seasons...most of the time

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Tags: sales coaching, sales effectiveness, closing sales, marketing effectiveness, sales management boot camp, business coaching, how to close sales, improving sales productivity, sales success, how to write a sales plan, planningsalestodayinacovidworld

ya gotta love what you do...

With Valentine's Day Sunday, I find myself once again in the woods of Vermont this morning with a -4 degree temp and "yet-another-dusting" of four inches.  Just enough that it will ice unless attacked by "Big Orange", my brand new 30" Ariens delivered by the superb sales guys up the road a piece at Brown Enterprises.   For variety, I work out of the NH beach Monday through Wednesday, drive to Boston following Wednesday's Tufts class, check on the now-vacant office, pick up the mail and then drive to VT. 

I work here in VT on Thursdays and Fridays...and then, depending on the weatha' for the weekend, stay or leave.  I love the variety of the rural VT woods and the NH sand.  It's my own
own stress-reducer keeping my head screwed on and the entire weekly process reaffirms my love of what I do.

 

After 30+ years of management consulting including 20+ of teaching at MIT and Tufts, I have the opportunity to work with the management of hundreds of companies every year and hundreds of both students and alums at both universities.  I love the work, the challenges, the extraordinary variety of both problem solving and creating new sales opportunities along with the inherent management coaching that goes along with it.  This is all I do, and I can't imagine doing anything else except a little snowboarding in the winta' (but not this year) and surfing in the summa'

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Tags: entreprenurial, marketing productivity, business coaching, how to close sales, sales success, sales effectivness

Zen & the science of snowblowing

The interesting and good news about selling in 2021...

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Tags: Sales Optimization, closing sales, how to close sales, improving sales productivity, best sales practices;, sales success, how to write a sales plan, sales effectivness, writing sales plans