No such thing as bad luck

On Friday the 13th, and a beautiful spring day here in my tiny (p.769) town of Winhall (the state's name) or Bondville (the fed's name), the wake-up question for this morning is do we create our own luck?

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Tags: sales coaching, student intern marketing projects, how to write a sales plan, marketing planning, sales management productivity, Derby Entrepreneurship Center@Tufts, 2022 sales planning, 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

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.  

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Tags: marketing productivity, small business management, business coaching, how to write a business plan, marketing planning, writing business plans, 2022 business planning

Note today from the beach... Gotta love what you do!

Whenever I can, I start the day with a run on the NH beach. This is a picture from Wednesday morning.   Yea, I know!  Some of you right now are asking...

"Does NH really have a beach?"

And the answer is 14 miles of pristine ocean and sand with some of the best surfing in NE.  This is where I and my brothers grew up as kids, and when our mother wanted to get rid of us, she would tell us to go out and find beach glass and bring her back a present.  Decades later, I still look for beach glass.

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Tags: marketing productivity, Tufts marketing projects, how to write a sales plan, marketing planning, writing sales plans, writing your marketing plan

So, just what is marketing anyhow?

It's already the third week of my classes at MIT where I teach business planning and marketing, and at Tufts where I teach classes in Marketing and in the "Science of Sales". We're now ready this coming week to jump from knee-deep-testing-the-waters-concepts to full immersion in the reality of my methodology of teaching "Process-Tools-Technology-People & Math" and wrapping those mechanics into the practice of Sales and Marketing.  

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Tags: marketing effectiveness, marketing productivity, meeting networking, free marketing projects from universities, student intern marketing projects, how to write a sales plan, marketing planning, writing sales plans, Derby Entrepreneurship Center@Tufts

This year starts right now...

Summa's over, kids are back in school, vacation days are behind us until the end of the year, and we're back at it moving at 100mph, working hard, fingers in the crankcase oil, making sure the machine works perfectly between now and December.   Different from Red above, for me personally, September through December is always the most exciting part of any year, and especially this year:

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Tags: sales coaching, marketing effectiveness, sales management boot camps, improving sales productivity, Tufts ELS program, entrepreneurship, how to write a sales plan, marketing planning, writing business plans, freedom

For planning for '22, first enjoy this weekend!

Just before we jump into the deep end of the pool next Tuesday, it might be worthwhile to think about approaching this year's planning season by looking out over two horizons and dividing your business plan into both the first and second halves of 2022.

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Tags: sales planning, marketing effectiveness, business planning, how to close sales, marketing planning, writing sales plans, writing business plans, 2022 business planning

David Meerman Scott says it best about finding time

My relationship with David goes back a decade plus when I fell across his iconic The New Rules of Marketing and PR, which, for me and my students became our bible of change.  Now having written its 7th edition, David always continues to rapidly evolve and extend that misunderstood word "Marketing" from what we used to think about marketing and PR to now the the colliding worlds of Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking.  For me, I've always followed the most simple definition of Marketing, which I learned from my other folk hero, Regis McKenna, in his ageless HBR essay Marketing is Everything, which when one does not overthink this word, "marketing" is just an exceptional definition.

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Tags: marketing effectiveness, business planning, marketing plans, marketing planning

9 to 5 ???  Are you still using typewriters also?

I enjoy receiving the HBR's "Management Tips of the Day" around 7:00 AM every morning.  First, I've been an avid reader of everything HBR ever since my first job as a purchasing expeditor at Honeywell, and second, it's one of those instant pop-ups that takes 10 seconds to read and often stimulates an idea or two.  My initial reaction was the headline that I then wrote for this blog since most probably none of us have ever worked in a 9-to-5 environment... certainly not as salespeople,  certainly not as entrepreneurs, and most probably just never in any position at any company we've worked in.

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Tags: sales coach, sales effectiveness, marketing effectiveness, how to close sales, sales boot camps, sales success, marketing planning, Derby Entrepreneurship Center@Tufts