Just what is "Value Marketing & Selling"?

"We've spent a lot of money on consultants that have not come close to the value received from your Tufts students working with us this semester!"   

What's above is a direct quote this week from the VP of Marketing of a well-established healthcare analytics company with deeply experienced management and this was his comment to me and his project team upon completing their 13-week semester.  

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Tags: sales coaching, sales management coach, sales effectiveness, sales enablement, marketing effectiveness, how to close sales, Tufts marketing projects, interns for marketing projects, how to write a marketing plan, how to write a sales plan, sales readiness, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

the science & guessing of forecasting...

First, on what looks like a spectacular weatha' day here on the NH beach, I'm officially declaring today as "The End of Winta".  I'm Done.  It's Over.  Totally Finished! 

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Tags: sales coaching, sales effectiveness, sales enablement, sales tools, marketing effectiveness, how to close sales, sales success, writing sales plans, Derby Entrepreneurship Center@Tufts

Need to get on the other side of the table...

With a heat wave blanketing southern Vermont, it's 34 degrees out by the barn this morning at 7:00. 

Like you, I'm prepping for a busy day with two critical sales events on today's calendar to actually close deals I've been working on for two months.  Just need to get to that high five twice before 5 tonight.  Totally confident...almost

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Tags: sales coaching, Sales Optimization, sales coach, sales effectiveness, sales enablement, how to close sales, best sales practices;, sales success, how to write a sales plan, writing sales plans

It's January, it's wicked cold, and we gotta sell some stuff...

Minus 5 right now out by the barn this AM. 

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Tags: sales enablement, sales tools, how to close sales, improving sales productivity, sales success, how to write a sales plan, sales effectivness, planningsalestodayinacovidworld, 2022businessplansuccess

Just one '22 resolution for me

Back at it this AM

I've missed blogging for the past two Fridays, but since I have a pretty good understanding of my audience, I also clearly knew that I would be at the bottom of the list of interests compared to...

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Tags: sales coaching, sales coach, sales effectiveness, sales enablement, how to write a sales plan, Derby Entrepreneurship Center@Tufts, 2022 sales planning

Putting points on the board-Grades & Quota

Good Morning & Merry Christmas! 

First, and most importantly, I along with my Christmas friends here just want to wish everyone who tolerates me in my weekly outreaches from my work in Boston, my NH beach, my roots in VT and, of course, my beloved Tufts, a very, warm and wonderful Christmas and holiday break! 

Enjoy, relax and take a walk in the woods or on the beach while you hug your family and thank them and yourself for whatever has occurred in your life and your business this past year!  

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Tags: sales coach, sales management coach, sales enablement, how to close sales, Tufts marketing projects, writing sales plans, Derby Entrepreneurship Center@Tufts

Now, it's all about your closing tactics!

Including today, at the most, there's about 18 selling days left in the year...and that's assuming that your prospect is not leaving for the week after Christmas, which is, of course, classic family vacation time. 

With those precious 18 days on the calendar and with B2B sales cycles currently being what they are, whatever is going to happen between now and the end of the year, is going to occur after your "Discovery" step in whatever sales process funnel and CRM you're currently using.  Other than maximizing every hour you can in your calendar and consistently using your exacting value propositions, there's very little that you can do to collapse time given the need to now build your business cases with multiple stakeholders...except in the critical last step of closing the deal.  

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Tags: sales coach, sales management coach, sales enablement, marketing effectiveness, how to close sales, sales boot camps, improving sales productivity, how to write a sales plan, writing sales plans

The number is 40ish

Actually, the real number is 39, but I wanted to push, extend, and stretch it to 40, but in the real world of Sales, and more importantly in the world of our customers and prospects, it's impractical to think that we will actually have 40 selling days left in the year.  Definitely 39 but probably only 35 given travel and prep days before Thanksgiving and Christmas, and then no experienced salesperson would ever plan on any of those days between Christmas and New Year's as real selling days.  Even if all of the decision makers were working that week, experience has taught us that the forecasted probability of getting all the required signatures from the legal, finance and purchasing departments is lower than low!  

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Tags: sales coach, sales enablement, marketing effectiveness, sales management boot camp, how to close sales, sales success, how to write a sales plan, planningsalestodayinacovidworld

5 things you need to know about recruiting sales talent

The #1 or #2 issue we hear in all of our 2022 planning sessions this fall is the issue of the difficulty to find and retain talent. 

It is what it is, and we can debate for hours why it's occurring and the surrounding theories of the inflation impact on the economy. but the reality is that...

 

  • it's here, it's been here for 12 months, and we all see and read about it everywhere.
  • it's real, not a bubble, and it's not going away in 2022; maybe in '23 when the world flattens a bit.
  • this is a fundamental shift in the future of work, what represents "the office" and lifestyle
  • we need people now, onboarded and in place in Q1 if we're going to make out '22 numbers

From all of our 2022 planning sessions, what follows below are five non-prioritized tactics that you might want to think about.  Connect with me at any time, and I can walk you through any of the details, or just be a sounding board for best practices.

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Tags: sales enablement, sales tools, how to close sales, improving sales productivity, how to write a sales plan, sales effectivness, writing sales plans, hiring sales people

Bayer?  Beah?  Bare?  Bear?  Gotta use the same language!

It's been a superb summa' so far.  Rain or shine, I don't really care; all I know is that any day from May through September beats February in Vermont!

A typical week has me working from NH the first half of the week and then mid-Wednesday afternoons I take  the red summa' car to let the ponies run on the three hour drive to Vermont. I typically work from the VT house for the balance of the week returning to the NH beach at some point depending on the weatha'.

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Tags: sales coaching, Sales Management Best Practices, sales effectiveness, sales enablement, sales management boot camp, how to close sales, sales success, how to write a sales plan