Just what is "Value Marketing & Selling"?

"We've spent a lot of money on consultants that have not come close to the value received from your Tufts students working with us this semester!"   

What's above is a direct quote this week from the VP of Marketing of a well-established healthcare analytics company with deeply experienced management and this was his comment to me and his project team upon completing their 13-week semester.  

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Tags: sales coaching, sales management coach, sales effectiveness, sales enablement, marketing effectiveness, how to close sales, Tufts marketing projects, interns for marketing projects, how to write a marketing plan, how to write a sales plan, sales readiness, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

5 things you need to know for your presentation success

This past Wednesday was the last class for the semester. 

What now remains are the final presentations from the six teams of juniors and seniors to the management of their respective companies.  This is a very demanding course in which I, my four TAs and seven outside lecturers, all alums from this course, provide deep technical content on the science of marketing structured around the student teams delivering full marketing plans based on the objectives provided by their companies.  The TAs and I provide 60% of the project grade while the senior management provides the remaining 40%.  For me, it's a perfect blend of introducing my students to the real world of business structured on the same sales and marketing principles of "Process-Tools-Technology-Math & People" that we use in our consulting practice.  If you're interested in participating in a marketing project for the fall semester, just connect with me.  All of this blends together perfectly with the added benefit that my students are able to select from 40-50 job offers each semester mostly from prior alums from this course.  

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Tags: closing sales, Tufts marketing projects, free marketing projects from universities, student intern marketing projects, how to write a marketing plan, marketing planning, writing sales plans, delivering great presentations, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

What the heck is marketing anyhow?

The end of the day on Thursday found me starting to write this morning's blog on a classic VT spring day:

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Tags: marketing effectiveness, marketing productivity, how to close sales, Tufts marketing projects, free marketing projects from universities, how to write a marketing plan, marketing planning, 2022 sales planning, 2022businessplansuccess

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...
 

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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

Are you Orvis or Carhartt?

Working in Boston, now back traveling to the offices of our clients, teaching at Tufts, hanging out in NH, and digging in the dirt and snow of Vermont, I go through lots of different clothes, boots, shoes and jackets.  Like you, I greatly appreciate quality, style and especially value in what I wear and the cars I drive, which is why I drive a Subaru Outback most of the time.  When it comes to clothes and shoes, being a Vermonter I love both the brands of Orvis (the headquarters is just down the road a piece) and Carhartt (the basic uniform of most Vermonters).  

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Tags: marketing effectiveness, marketing productivity, marketing plans, how to write a marketing plan

The problem is actually making the marketing choices!

Discussing marketing is fun, until we need to decide...

"Discussing" Marketing is exciting, challenging and lets our brains run free...at least that is until we need to make the choices of what we need to do in order to move ahead.  And today, given the hundreds of both strategic and tactical choices available to us in both Sales and in Marketing, the task often seems to be overwhelmingly difficult.  Actually, that's not the case compared to making choices about...for instance...milk.  

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Tags: marketing effectiveness, marketing management, Tufts marketing projects, how to write a marketing plan, Making Tough Choices, marketing planning, sales management productivity

end of semester & the 3 Rules of Jack


Drove late last night here to VT for a fully packed day today of normal Derby Management meetings and the first two of our seven final student presentations for the semester.

BTW, although snow is still on the ground here at the house in the woods, down in the big city of Winhall (pop.769) 2.8 miles away at the general store, our own VT version of outside dining at Starbucks, the sun is out although a brisk 50,

 

 

13 weeks after that first always-a-bit-awkward, full-tilt, information-packed start to the semester back in January, we're now down to the final 90 minutes of meetings with the senior management of our marketing project companies:

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Tags: marketing effectiveness, business planning, marketing, Tufts marketing projects, how to write a marketing plan, value propositions, whiteboardingmarketingsolutions

If it's April 16th, must be snowin' in VT

To a boring fault, I am all about planning...

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Tags: sales plans, business coaching, strategic planning, Tufts marketing projects, Tufts internships, student intern marketing projects, interns for marketing projects, how to write a marketing plan, how to write a sales plan, marketing planning

Tufts Stuff... Marketing projects & jobs opportunities


With teaching every Wednesdays at Tufts, I always have a process (should not be surprising to anyone who knows me) to making sure that everything is in place since I well know by now that both time and students are unforgiving.

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Tags: marketing effectiveness, marketing productivity, Tufts marketing projects, free marketing projects from universities, marketing plans, how to write a marketing plan, entrepreneurship, Tufts Entrepreneurship Center

I attended Tufts graduation last Sunday in the new normal...

Posted by Jack Derby, Head Coach on Thu, May 21, 2020

I attended the Tufts graduation this past weekend

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Tags: marketing projects, free marketing projects from universities, interns for marketing projects, how to write a marketing plan, marketing planning, Tufts Entrepreneurship Center, 2020 business plans