The results are very positive and dynamically exciting from everyone involved
Tags: sales effectiveness, sales enablement, sales planning, marketing effectiveness, marketing plans, how to write a marketing plan, sales management plans, how to write a sales plan, marketing planning, sales management productivity
To scale your business, you have to turn a trickle of sales into a steady, predictable stream of revenue. But that’s much easier said than done.
Tags: Sales Best Practices, marketing effectiveness, HubSpot Tips, Inboound
I had the privilege of having David Meerman Scott come to my Tufts marketing class yesterday and talk about the future of marketing. Actually, to be truthful, his coming to the class had very little to do with me, and 99% to do with my students.
Tags: sales productivity, sales coaching, Sales Management Best Practices, sales coach, sales management coach, selling skills, marketing effectiveness, marketing productivity, sales listening, sales culture, marketing
I open each semester at Tufts by asking my students what my job is. After a couple of awkward minutes including... "to teach us about marketing", to which I respond, "That might be a problem because I don't know that much about marketing", my real answer is..."to make sure that you get the highest paying jobs that you're going to find to be the most rewarding". And, at the end of the day, that's really the most important result from any university.
Tags: sales productivity, Sales Optimization, sales management effectiveness, sales plan process, sales management coach, sales effectiveness, sales enablement, selling, sales management training, selling skills, marketing effectiveness, sales training, sales jobs, finding sales jobs, sales boot camps, strategic planning, Tufts university, Tufts ELS
...Derby Management, Professor at Tufts and Chairman of Common Angels. A perfect imbalance of lots of complex work, high emotional and intellectual involvement and demanding assignments and projects. And, most of all, I really enjoy both the stimulation and the satisfaction from teaching marketing at Tufts. It's complex, rapidly changing, and most importantly, real world work with great students who are eager to prove themselves. All of which blends perfectly both into our Derby Management clients and even into the exciting, crazy and imperfect world of early stage investing.
It’s final exam time in my juniors and seniors Marketing course, where for the entire semester, my students are grouped into six teams which solve complex assignments given to them a month before the semester begins by the senior management of small and middle market businesses.
All of the 13 weeks then get boiled down to a 50 minute presentation at which the team members present their findings, recommendations and implementation tactics to the senior management of their companies. After which, each of the team members need to send me their takeaways from their specific project. Three company presentations last Wednesday, and three coming up this week. Now the tough job of grading, which is always the most difficult part of my job as a professor...ugh!
I thought that Matt Guiness’ comments to me this morning on his takeaways were particularly sound for all of us setting out this week to turn our attention away from the tragedy and celebration of last week and back to focus on our various work assignments and projects:
Tags: sales coaching, Sales Optimization, sales management effectiveness, sales management coach, sales effectiveness, sales enablement, marketing effectiveness, marketing management, sales boot camps, Tufts marketing projects
Real dangerous for me to bring up a subject as far reaching as “personality” since that immediately brings to question my own personality (as in “none”), and I’m sure that we do not want to go there. No, this has to do more with the personalities that we and the members of our sales team portray in our online presence.
Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, sales optomization, marketing effectiveness, Sales quota, sales training, sales plans, finding sales jobs, marketing management
The last class of the semester was this past Wednesday. Actually, it was one of the two exam presentation days-this past Wednesday plus the prior week-when the management of the project companies returns to Tufts for their final presentations. 30 students organized into 6 teams, companies with complex, semester-long marketing projects and a ton of work over 13 weeks of lectures, field work, road trips and four HBS case studies. We do a lot of “real world” in my class, and, this year’s students in both semesters were outstanding.
Since much of the course focuses on not only the strategies and execution tactics of the rapidly changing world of marketing, but also on tying that content back into how the students need to be marketing themselves, one of my personal deliverables is to make sure that the graduating seniors end up with the best jobs. Good news is that I’m pretty well connected and can open a few doors so that my graduates can now be found in sales and marketing jobs at great companies like HubSpot, Brainshark, Brown Brothers, Fidelity, Monitor, Siemens, Digitas, Jones Lang LaSalle and numerous other businesses among our customers and friends in the community.
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, marketing effectiveness, marketing productivity, Sales quota, sales training, sales plans, finding sales jobs, marketing management, finding marketing jobs
My new iPad was delivered last Monday. On the marketing bell curve, I’m on the far left side of the “early adopters”, and although I’m no longer sleeping on the sidewalk waiting for the store to open, I always like the excitement of new toys. Most of the time the new toy syndrome plays out perfectly in products such as Apple’s, and sometimes it backfires like when I bought that piece-of-junk Touareg the week it was introduced. With computer products, back in the day, I would then block out the rest of the morning and afternoon to upload, download, plug in, plug out, reboot and reboot again after reading through inch thick manuals.
Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales planning, sales tools, selling, improved sales management, sales management training, selling skills, sales optomization, closing sales, marketing effectiveness, Sales quota, sales training, sales plans
Most people are wired to like consistency. Consistency represents a recognizable pattern, and in the way we run our crazy lives, patterns provide relative predictability. As a result, if I’m doing things in a somewhat consistent way, I know that I can naturally increase my percentage of predictability, which gives my brain a tiny shot of dopamine, which makes me “feel good”.
Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales plan process, sales effectiveness, sales enablement, sales planning, sales tools, selling, sales management training, selling skills, sales optomization, closing sales, marketing effectiveness, marketing productivity, Sales quota, sales training, sales plans
I was deep in my Vermont woodlot this past weekend picking up sticks. Low 30’s, crisp and eerily quiet. Not the smartest thing that I ever did considering Saturday was the start of deer hunting season, but details are details, and time is quickly running out. All it takes now is one deep snowstorm, and the kindling will continue to stay where it has rested all summer. Most of the wood tent has been filled by Tom the Wood Guy, but I still need to haul in a couple of cords I stacked in the woods last spring, and the weather looks like it will hold until Thanksgiving. Hopefully finish this coming weekend.
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, leadership, marketing management
