Some rules don't change in the rhythm of business or being a professor at Tufts!
The 4 Rules of Jack to his students
Tags: how to write a business plan, how to write a marketing plan, how to write a sales plan, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
What it's like teaching Marketing & Sales.
Tags: Sales Best Practices, Sales Management Best Practices, how to write a business plan, HubSpot Tips, business planning meetings, how to write a sales plan, Derby Entrepreneurship Center at Tufts, 2025 Business Planning, 2025MarketingPlanning, 2025SalesPlanning
Activating Critical Thinking
I don't know about you and your college experience, but my undergraduate years at BC were largely focused on balancing classes, taking copious notes, prepping for exams, working part time jobs and commuting back and forth-rain or snow-on my $250 motor scooter. I was younger than most, wicked naive about what to expect and how to act, and very rarely got the opportunity to critically think. When I had the opportunity 22 years ago to teach at MIT, which I still do every fall, and I'm now in my 20th year at Tufts teaching Marketing and Sales, I structured everything around activating critical thinking among my students by working in teams around complex projects. In fact, that's exactly what we've been doing in our consulting practice so transferring that discipline of project-based critical thinking to the classroom has been very direct.
Tags: Sales Management Best Practices, how to write a business plan, business planning meetings, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts, 2025 Business Planning
The Rhythm of the Seasons
Surprise! Surprise!
The leaves are falling in Vermont!
When I was in in Vermont last weekend cranking up the leaf blower, I realized that the natural rhythm of the Fall was well underway. 30% early color in my woodlot and lots of buses full of leaf-peepers. Stratton's ad this morning featuring this picture marketing the fall festival next weekend and early discounts on ski passes made it official for me.
In the very unique state of Vermont, 25% of the annual tourism dollars happen in the next two or three weeks with busses from Ohio rolling in daily filled with seniors waiting to buy tiny, overpriced jars of maple syrup. Right now, the rhythm of the seasons in Vermont is all about marketing as it should be!
Tags: sales and marketing best practices, how to write a business plan, improving sales productivity, how to write a marketing plan, how to write a sales plan, Derby Entrepreneurship Center at Tufts, 2025 Business Planning
Entrepreneurship for the rest of us
Last Tuesday, I wrote about The Tufts $100K Business Plan contest and its upcoming semi-finals which occurred last Thursday night. 50 Plus solid teams of students and faculty who had completed detailed applications, provided business plans and videos were narrowed down to 15, who will now be moving on to the Finals to be held on April 13th 6:00-9:00 PM. I am looking forward to seeing you there! For more information on last Thursday and just superb examples of the reality of what true entrepreneurship is, please click here for our LinkedIn post.
Unfortunately, what has also occurred at exactly the same time is the very difficult situation caused by the mismanagement of the senior execs of Silicon Valley Bank, which continues to make waves in the tech market and will most probably cascade into the general banking community of small banks everywhere. Clearly a very tough situation, and for those of us who start and invest in companies, the reality of corrections we will now need to take will slow down what we should be doing at this time of year...which is figuring out how to better market and sell our products and services.
as managers, It's important to focus on what we can control
What we, as entrepreneurs, personally cannot control is the external banking environment and what will now assuredly result in in terms of tighter controls. For many weeks ahead, we'll listen to the histrionics of politicians, bankers and administrators pointing fingers at one another while mandating increased controls, and that, in turn, will hopefully reign in bad management.
In the meantime, what we can not only "control", but we can invest time and money into are a few of five business fundamentals of successful entrepreneurship. Success in entrepreneurship for the rest of us always ...especially in difficult times...comes down to intense leadership focus in markets, in product, and in selling value to real people and not allowing the team to be distracted.
https://www.brainshark.com/derbymanagement/vu?pi=zFGzu5funzFFz0
Just a few ideas to think about this morning while a different type of a wicked weatha' storm encompasses us here in Boston!
2023 SALES PLANNING
For more than a few ideas and real fingers-in-the-dirt details, take a look at our free Writing the Winning Sales Plan for 2023.
Or you can just email me, and I will send you a free copy, and, of course, you can connect with me at any time for questions, comments or just catching up.
CONNECT ANYTIME!
Connect with me at any time for some quick ideas and feedback.
There's never a cost for a call or two, plus I love listening and talking about Sales & Marketing.
www.derbymanagement.com
Derby Entrepreneurship Center@Tufts.
Tags: angel investing, how to write a business plan, Derby Entrepreneurship Center@Tufts, entrepreneurshipfortherestofus, 2023 Business Planning, 2023 Sales Planning, 2023 Marketing Plans
Entrepreneurship starts with Ideas
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
Everyone has a plan until you get punched in the mouth!
That phrase about planning comes from the infamous Mike Tyson decades ago, and it came immediately to mind over the last two weeks as I listened to the unfolding 5G fiasco after ten years of planning for a much-anticipated rollout.
Tyson's plan was always to be to be the brawler, the bruiser, the biggest and ultimately the baddest guy in the ring which he demonstrated to the extreme by biting off the ear of Evander Holyfield in a title fight. Not much of a plan, but maybe it was.
More importantly to the fiasco of the 5G plan...
Tags: sales and marketing best practices, how to write a business plan, marketing plans, how to write a marketing plan, how to write a sales plan, writing sales plans, 2022 business planning, 2022 sales planning
Come & write a book with me...
This past Wednesday, I started to see a few hundred downloads of my ebook on "Writing the Winning Business Plan", and then a few hundred more on Thursday, and already early this AM, lots of detailed questions from readers. Then I realized that it's that time of year that new students in the MITx course on business planning were gearing up, and this is a core read. The book is also used in my own teaching every fall at MIT in the ME course taught by Dr. Chun, who asked me 21 years ago if I could assist in teaching a few business principles to his undergrad and grad students. That exciting experience, which continues every fall at MIT, also led me to the opportunity to teach at Tufts 16 years ago.
Tags: marketing productivity, small business management, business coaching, how to write a business plan, marketing planning, writing business plans, 2022 business planning
I've been a student of marketing now for decades. I teach it, I practice it, I study it, and I always seem to be running fast just to keep up...which is exactly why marketing is so exciting today. So that I never overthink the subject, the profession or its complexities, I always come back to the simplicity of Regis McKenna's iconic February, 1991 HBR article, "Marketing is Everything", which still rings true today...maybe even more so today...as I re-read this morning just one paragraph from the article.
Tags: sales management effectiveness, sales effectiveness, marketing productivity, how to write a business plan, how to write a sales plan, marketing planning
Embracing healthy change in unhealthy times
Yesterday, I completed my virtual follow-up visit with my cardiologist, Dr. Michael at MGH. It's hard to even use those words, "my cardiologist" after being diagnosed with "massive heart disease" (another uncomfortable choice of words) five years ago with 100% of one artery blocked and 60% of another.
The only reason I lived was that I had grown two new arteries which "naturally bypassed" the two diseased arteries. Who knew? Not me! Not my Vermont country doc who had incorrectly diagnosed my shortness of breath as asthma and loaded me down with three different scripts for inhalers which I used for years before moving back to Boston and new docs at MGH.
Tags: Sales Best Practices, Sales Management Best Practices, sales effectiveness, sales enablment, how to write a business plan, sales planning meetings, 2020 business plans, 2020 sales plans