It's bad enough that I think of almost everything in terms of processes, steps and the ROI of getting from one point to another with a high focus on the sales math of days and revenue from SQLs to closed deals.
Last Friday, I worked from my Vermont office and with an inside temp of 51, I succumbed to the requirement of lighting the wood stove for the first time of the season.
Tags: Sales Best Practices, Sales Management Best Practices, Making Tough Choices, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning
SAME WORD. THREE MEANINGS. ONE MISSED FORECAST.
Tags: Sales Best Practices, Sales Management Best Practices, HubSpot Tips, Making Tough Choices, Derby Entrepreneurship Center, 2026 Sales Planning, 2026 Business Planning, 2026 Marketing Planning, 2026 Sales Best Practices
Tags: Sales Best Practices, Sales Management Best Practices, Tufts Entrepreneurship Center, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning, 2026 Business Planning, 2026 Marketing Planning, The Marketing of Me, 2026 Sales Best Practices
In the profession of Sales, we always have a sharp eye on both the clock and the calendar. Measured by months, weeks and quarters, points go up on the scoreboard every day, and you can either fight time ... and be very unsuccessful...or fully embrace it and let the natural rhythms of both the seasonal and budgetary calendars work for you.
Since I spend time each month living in the tiny town of Winhall, VT (pop 1,133) where six generations of my family have lived in this valley of the West River, I know very well that Vermont has many more than the normal four seasons we all know. One of the most critical of those "extra" seasons is the four weeks of "Leaf Peeping" when the buses run up and down the state producing 25% of VT's annual tourismrevenue.
Tags: Sales Best Practices, Sales Management Best Practices, HubSpot Tips, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning, 2026 Business Planning, 2026 Marketing Planning, 2026 Sales Best Practices
My very gifted artist wife was on our NH beach Monday night taking pictures of theStrawberry Moon and was able to blend her photography expertise with the flag hanging from our deck. In my frequent commutes from the NH beach every week, I've not experienced for a very long time the spirit of celebration and the vibrancy of Boston blended together with the excitement of the World Cup games, the expectation of the Tall Ships and most importantly, the celebration of the 250th this week.
Tags: Sales Best Practices, Sales Management Best Practices, 4th of July, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning, 2026 Business Planning
Last Monday and Tuesday, I had the "opportunity" to visit the Emergency Room at Mass General Hospital.
Tags: Sales Best Practices, Sales Management Best Practices, Sales quota, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning, 2026 Business Planning, 2026 Marketing Planning
30 years ago, I was sitting in an MIT lecture hall on a Saturday morning, when I first heard the word "disintermediation" from one of the founders of what is now Silicon Valley. I did not attend MIT, but as an English major from BC, I was fascinated by the sound of the word and its alliteration. As a techy nerd, who at that time had already been using Arpanet for 5 years, I sat there fascinated by the potential scope of what was to come.
The evolution that did take place giving birth to the launch of the web, Mosaic and Netscape was glacially slow by today's AI standards, but the word itself (dis-in-ter-mee-dee-ey-shuhn) has stuck with me in my lifelong pursuit of the science of sales.
Tags: Sales Best Practices, Sales Management Best Practices, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning, 2026 Sales Best Practices
Tags: Sales Best Practices, Sales Management Best Practices, improving sales productivity, Tufts university, free marketing projects from universities, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning, How to find the perfect job
At 4:30 AM on my commute into Boston — an hour designed purely to outrun the city's infamously wicked traffic — I caught a radio headline that stopped me cold: "The job market is a disaster."
Tags: Sales Management Best Practices, Derby Entrepreneurship Center, 2026 Sales Planning, 2026 Business Planning, 2026 Marketing Planning, How to find the perfect job
Today, we're speeding down the highway with only 3 more days left in the Q to do everything that we can to get to the finish line. For those of you who are ahead in the laps, congratulations! Max out your time making sure that you still have gas in the tank to jump start Q2. For those of you who are behind where you need to be, there's still time enough time left to push on the accelerator.
Tags: Sales Best Practices, Sales Management Best Practices, Teaching at Tufts University, Derby Entrepreneurship Center at Tufts, 2026 Sales Planning, 2026 Business Planning, 2026 Marketing Planning
