Derby Management's "Competitive Edge" Blog

Success in Sales is all about...TRUST

Posted by Jack Derby, Head Coach on Fri, Sep 30, 2016

As a sales pro, what am I really selling?

Is it my shiny new bag of beads? Maybe, assuming it's really, really shiny...at least for a while

1 Comment Click here to read/write comments

Tags: Sales Optimization, sales management boot camp, improving sales productivity

The Basics of Washing Your Hands...and Sales

Posted by Jack Derby, Head Coach on Thu, Apr 21, 2016

Over the years, maybe as a result of age, maybe due to my Peace Corps years living in Tanzania, or just maybe as a result of all of the stories about antibiotic superbugs in hospitals, I've been pretty careful about washing my hands. I mean, not compulsive-careful, but certainly I've become "highly aware" of the problem, and I never pass up a good buy at Home Depot for antibacterial soap or disinfecting Clorox wipes. Just good healthcare basics, plus I see, up close and personal every day, the debilitating affects of contracting hospital superbugs in my wife's Rheumatoid Arthritis, MRSA and auto-immune diseases which occurred as the result of a hospital-borne infection following a surgery 20 years ago.

0 Comments Click here to read/write comments

Tags: sales effectiveness, sales enablement, Sales quota, improving sales productivity, sales forecasting

Want to be One of the Cool Kids?...and Sales

Posted by Jack Derby, Head Coach on Wed, Dec 10, 2014

Ever been on the other side of the Team?

Not included by the Cool Kids?
Left out of the really important front-office activities?
Relegated to "those people back in the factory"?

How did not being on the Team feel?
...Not so good , I expect.

2 Comments Click here to read/write comments

Tags: Sales Optimization, Sales Best Practices, sales and marketing best practices, sales management, sales effectiveness, sales enablement, sales management training, sales training, sales producitivity, how to write a business plan, improving sales productivity

Strategic planning, business planning...and Sales

Posted by Jack Derby, Head Coach on Fri, Jul 18, 2014

Sometimes we make this strategic planning stuff much too difficult, too mysterious and too complex to be useful in the real, rough and tumble world of scaling a profitable growth business.

4 Comments Click here to read/write comments

Tags: sales and marketing best practices, sales management effectiveness, sales plan process, sales effectiveness, sales management training, business planning, strategic planning, improving sales productivity