Too often we business types roll our eyes to the ceiling when we think about academia. Our images of university life immediately flash back to our own college days, but that image has little to do with the reality of university life today.
Today, college students are wicked bright, very hard working and highly focused on jobs, careers and the social impact of making a difference in the lives of others. As a group, current students and alums for the past eight or ten year are a massive category with huge numbers, but they also have far less spending power due to the very high cost of housing in general and the massive student debt that they carry.
Read More
Tags:
sales productivity,
sales management,
improved sales management,
small business management,
management,
business coaching,
leadership
This morning BRINGS ME TO THE TOPIC OF RACE IN AMERICA.
As a professor of marketing, and a still struggling student of being a better sales professional, one thing I know is never to talk about race, religion or sex, but unfortunately, I need to to break that rule.
Enough is enough!
Read More
Tags:
sales,
sales management,
sales effectiveness,
management
I've been a student of the comics forever and well remember waiting dutifully for my father to come every night and hand me the Boston Traveler, which I then immediately thumbed to the funnies. Today, I'm still addicted to the comics although it's my iPad now that delivers my daily fix, since my daily download of BostonGlobe.com sadly does not include the comics. Dilbert continues to be one of my favorites for the simple reason that the parallels to daily business life are so close to reality that they either make me laugh or cringe.
Read More
Tags:
sales productivity,
Sales Optimization,
sales,
sales management,
sales management effectiveness,
sales plan process,
sales effectiveness,
sales enablement,
sales planning,
sales tools,
selling,
improved sales management,
sales management training,
selling skills,
sales optomization,
closing sales,
Sales quota,
sales training,
sales plans,
management,
business tools,
business planning,
business coaching,
strategic planning
With anxiety and the fear of the unknown, I headed to Vermont last Friday night for the first time since the floods to see for myself what had happened to our house. Since friends had already walked the property and checked things out, I knew that we were one of the lucky ones and had no damage. With our road now fully reconstructed, it was now time to venture into the bustling metropolis of Bondville, population 647, at the base of Stratton Mountain. After confirming that the house was okay, I drove to the general store in stunned silence shocked by the surrounding damage that our tiny river had caused ripping out bridges and tossing 100 pound rocks by the hundreds into our field which, at the height of the storm, had been under five feet of water.
Read More
Tags:
sales productivity,
Sales Optimization,
sales,
sales management,
sales management effectiveness,
sales effectiveness,
sales tools,
selling,
improved sales management,
sales management training,
selling skills,
closing sales,
Sales quota,
sales training,
management
Read More
Tags:
sales productivity,
Sales Optimization,
sales,
sales management effectiveness,
sales effectiveness,
sales tools,
selling,
sales training,
management,
business tools,
business planning
Walking along the beach this morning, I was asking myself “What’s it all about?” for a number of reasons. Is my master plan to be the best sales guy? Probably not-I’m good, but far from the best. Is it to be the best sales manager? It used to be, but time has passed me by on that, and I’ll never be as good as some of the people I coach. Then maybe, it’s to be the best coach? I think so, but I also realize that in many aspects, I’m still a student, not the Zen Master I want to be...yet. This actually drives me in a lot of what I do reading all of the time, studying harder, and it’s why I specifically teach at MIT and Tufts.
Read More
Tags:
sales productivity,
Sales Optimization,
sales,
sales management,
sales management effectiveness,
sales effectiveness,
sales tools,
selling,
sales management training,
selling skills,
Sales quota,
sales training,
small business management,
management
Read More
Tags:
sales productivity,
Sales Optimization,
sales,
sales management,
sales management effectiveness,
sales effectiveness,
sales tools,
selling,
improved sales management,
sales management training,
selling skills,
closing sales,
marketing effectiveness,
marketing productivity,
Sales quota,
sales training,
management
With The Perfect July 4th weekend tucked away, and while I was lost in the myriad of activities from watching 3 back-to-back nights of fireworks on the beach, to singing an enthusiastic “God Bless America” at Sunday mass to watching a group of red, white and blue painted teenagers loft a huge flag and lead hundreds of people on the very crowded beach to sing “Happy Birthday”, I got around to thinking about the signers of the Declaration of Independence.
Read More
Tags:
sales productivity,
Sales Optimization,
sales,
sales management,
sales management effectiveness,
sales effectiveness,
sales tools,
selling,
improved sales management,
sales management training,
selling skills,
sales optomization,
closing sales,
marketing effectiveness,
marketing productivity,
Sales quota,
sales training,
management,
marketing management
Tufts’ graduation is coming up this weekend, and many of my students over the years will make the big jump from student to wage-earner. For me, my most important metric as a professor is how many of my ex-students have I directly assisted in getting jobs, and it’s very rewarding for me to see them get offers this semester from Deloitte, HubSpot, Brainshark and IBS just to name a few.
Read More
Tags:
sales productivity,
Sales Optimization,
sales,
sales management,
sales management effectiveness,
sales effectiveness,
sales tools,
selling,
improved sales management,
sales management training,
selling skills,
closing sales,
sales training,
management
