Rule of "Just 3 Things"…and Sales

Posted by Jack Derby, Head Coach on Fri, May 18, 2012
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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, Sales quota, sales training, sales plans, sales optimication, marketing management

The Smell of Sales

Posted by Jack Derby, Head Coach on Sat, Oct 15, 2011

Last weekend at this time found me in Vermont deep in shoveling the debris and dirt left from the floods and repairing the ATV trails in my woodlot.  Filling one five gallon bucket at a time, hauling them to the tractor, driving into the woods and filling the holes in the trails, inches at a time, reminded me again of how lucky I am to have my day job which, although complex and pressure-driven, as my friend Bernie Gordon, CEO of Analogic, used to repeatedly tell me “doesn’t involve any heavy lifting.”

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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, selling skills, sales optomization, closing sales, Sales quota, sales training, sales optimication

Sales Effectiveness & Your Summer Sales Calendar

Posted by Jack Derby, Head Coach on Tue, May 03, 2011

End of one sales month, and the beginning of another. Just a turn of the page in the digital sales book, but a wakeup to the fact that the quarter is one third over and rapidly racing towards the end of June. I actually love the 2nd quarter since it still retains all of the excitement and energy of the new year kickoff...way back in January... plus we now have four months of real customer experience under our belts. Better to update sales plans and tweak selling tactics for the balance of the year.

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Tags: sales productivity, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, Sales quota, sales training, management, business tools, business planning, business coaching, sales optimication

So, You Think You're Sales Forecasting Job is Tough?

Posted by Jack Derby, Head Coach on Thu, Apr 28, 2011

Sales forecasting is always a tough requirement. After all, you’re forecasting the future, and, almost by definition, it’s going to be wrong. It’s merely a question of the degree of wrongness, which becomes the much vaulted new metric of “forecast accuracy”. When you’re in sales, it’s part of the badge, and anyone who complains that “it’s tough to forecast the future” should start looking for a job on the shipping dock.

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Tags: sales productivity, Sales Optimization, sales management, sales management effectiveness, sales tools, improved sales management, sales management training, sales optomization, closing sales, Sales quota, sales training, sales optimication, economic stimulus

Jack's Vermont - Hunters

Posted by Jack Derby, Head Coach on Fri, Apr 15, 2011

No, it's not hunting season in Vermont. That's in the fall last I looked, and I'm pretty sure about that since it's one of the few times of year that I don't venture too far into the woods. Largely because there are 21,000 guys out there every day stumbling around in clothes fashioned on the theme of "Mr. Deliverance goes to Wal-Mart" all with guns and live ammunition. Scares me just to think about it.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, sales management training, sales optomization, Sales quota, sales training, sales optimication, The Competitive Edge

Only 15 Left-Don’t Forget About “The Other People”

Posted by Lynton Web Team on Wed, Dec 08, 2010

Way too often as hard charging salespeople-especially now when we’re pushing for the close-we forget about what really has to happen to close a deal…and get the actual purchase order.

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Tags: sales productivity, sales, sales management, sales effectiveness, selling, sales optimication

16 More-Planning Ahead

Posted by Lynton Web Team on Mon, Dec 06, 2010

Hopefully you had a great weekend and took some of my advice and spent a bit of time thinking-even in the form of a rough outline-about your Q1 sales plan. This week is really Crunch Week in terms of making any significant selling impact on the prospects in your pipeline. Next week and the following are still very important but mostly for pulling and pushing everything that you can out of the bottom of the funnel. During this week, there’s still time to focus on your selling process.

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Tags: sales productivity, sales, sales management, sales effectiveness, sales tools, selling, business tools, sales optimication

17 More-A Task for This Weekend

Posted by Lynton Web Team on Fri, Dec 03, 2010

The month is moving ahead on plan. Things are reasonably in your control, and hopefully you can see how you’re going to glide this ship in for a safe landing by the 31st. We’ll pick back up on a few hints on Monday for the critical week of mid December.

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Tags: sales productivity, sales, sales management, sales effectiveness, sales tools, selling, sales optimication

19 More-Use Linked In-Be A Detective

Posted by Lynton Web Team on Wed, Dec 01, 2010

Ok, so we’re past the magic threshold of 20 and rushing on the downward slope to the close of the end of the year. Clearly not much time left, and yet, we still have those one or two big deals which are stuck somewhere between Champions and Decision Makers…and no one is returning your calls.

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Tags: sales productivity, sales, sales management, sales effectiveness, sales tools, selling, sales optimication

Movin' The Needle: Prep for the 57 Days Left in 2010

Posted by Lynton Web Team on Thu, Oct 07, 2010

1. Take this Weekend

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Tags: sales, sales management, sales management effectiveness, sales effectiveness, sales management training, sales training, business planning, business coaching, sales optimication