Just to light up your memory banks, way back in August, August 21st to be specific, it seemed that everyone in the U.S. was caught up in The Summer of 2017 Eclipse Fever, when for the first time in 99 years, we underwent a coast-to-coast phenomena. Pretty basic stuff, but having said that, just as one example, one million people traveled to Oregon for three day just to grab the first view of the first light. Small towns in the Midwest with populations below 1,000 welcomed tens of thousands of visitors. Tens of thousands of people overpaid for the special glasses and overnight deliveries.
And then...just as suddenly...it all ended. We packed up our telescopes and stowed our sleeping bags...and the special glasses...into our campers, and we just as quickly changed back into our workaday lives marking off April 8, 2024 on our digital calendars.
All of that craziness and hype just follows the predictability of the rhythm of eclipses. It will be the same in 2024.
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Sales Best Practices,
Sales Management Best Practices,
sales plan process,
sales planning,
improving sales productivity
There's no such thing as a born salesperson
As most everyone knows, I didn't come up the management ladder through Sales or Marketing, but through Manufacturing and Engineering, and then by luck...or mistake...got promoted to become president of a good size division of a major corporation. As a result, the first day of my being president was also my first day of running a sales organization.
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sales productivity,
Sales Optimization,
Sales Best Practices,
Sales Management Best Practices,
sales management boot camps
Forget "ABC" - "Always be Closing".
It's old school, offensive and counter to what we should be doing as salespeople, which is to sell value and create trust with our prospects and customers, and not force them to close.
According to Karen Penticost, VP of Strategic Development at Envision Technology Advisors, who was part of the management team working with us at our Sales Management Boot Camp at the MIT Endicott House last week, we should...
"always be interviewing"
When asked why, Karen's responses were...
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Sales Best Practices,
Sales Management Best Practices,
improving sales productivity,
Sales Hiring Perfectly,
Sales Hiring & Onboarding
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.
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Sales Best Practices,
marketing effectiveness,
HubSpot Tips,
Inboound
At Derby Management we are big believers in constant education and focused networking to refine your skills, learn new strategies and grow professionally. We strive to provide our clients superior service through our own knowledge and experience since all of our team has sat in the chairs-just like you-as CEOs, heads of Sales and heads of Marketing of both startups and middle market companies in a wide variety of industries.
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Sales Optimization,
Sales Best Practices,
sales training,
business tools,
business plans
Saturday morning found me at the Winhall General Store in downtown Bondville, Vermont (pop. 647) talking with Red, who was out reading the Brattleboro Reformer on the front porch bench, along with his yellow lab, Blue.
Another perfect day in paradise, and for me a perfect day to "get things done". "Getting things done", is what promoted me on Friday afternoon to load up the car with cats, equipment, bags of Home Depot garden rocks, and, most importantly cases of cheap red wine, and make the trek from the NH beach to the VT mountains.
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Tags:
Sales Optimization,
Sales Best Practices,
Sales Management Best Practices,
sales producitivity
It all comes down to 50 minutes
In life, in Sales, and in teaching, there are always deadlines.
Wednesday, one of those deadlines was evidenced in 50 minute final exam presentations days at Tufts. After 12 weeks of content in the brand new Sales course and in the nine-year-old Marketing course, Wednesday was the day when the first two teams of Sales students and the three teams of Marketing students presented their findings, reams of research and their detailed sales and marketing recommendations to the management of their project companies.
We'll do the same thing to the same rhythm next Wednesday, and then another semester will be over. During the summer, I'll spend a big chunk of time on the beach refining and re-calibrating for the fall semesters at Tufts and at MIT, where I've had the privilege of working with Professor Chun for almost 20 years. For me, all of this is a lot of fun, a fair amount of hard work and always some level of anxiety, which keeps me on the competitive edge, which is exactly why I teach...since I continue to believe that I'm just a student of the very exciting worlds of sales and marketing.
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sales productivity,
Sales Best Practices,
sales and marketing best practices,
sales training
Most mornings when I'm getting ready for the day at the gym after working out, I find myself shaving in the sink area near Dr. Steve, a world-renowned surgeon. Over the years, I've gotten to know him very well, and recently he's been a wonderful sounding board for me as I maneuvered my way through the maze of hospital procedures, protocols and processes.
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Sales Optimization,
Sales Best Practices,
Sales Management Best Practices,
sales management effectiveness,
sales effectiveness,
sales enablement,
sales management training,
sales optomization,
sales jobs,
sales management boot camp
Monday's Boston Globe: Just after 7 Sunday evening, with 2.9 more inches of fresh snow blanketing Boston, the National Weather Service announced that the city had notched its snowiest winter since records started being kept in 1872.
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Tags:
sales productivity,
Sales Optimization,
Sales Best Practices,
Sales Management Best Practices,
sales and marketing best practices,
sales planning,
sales management training,
sales management boot camp,
sales producitivity
