Streets, Not States...and Sales

Posted by Jack Derby, Head Coach on Fri, Apr 24, 2015

Every morning, I leave the beach very early and make the one hour trek into Boston so that I'm able to be at the club when it opens for my daily workout . Good to start the day off with a bit of structure, plus the drive gives me the opportunity to think through the day while listening to Bloomberg News from London.  For the last couple of days, a good portion of those news stories have been about the massive Greek debt problem which everyone, except the Greek government, seems to understand.  Pretty simple problem to understand-less than 50% of the population doesn't pay any taxes.  All I know is that this problem, created by a second-rate country 10,000 miles away, has had a negative effect on everyone's stock portfolio and is a speeding train wreck headed for the cliff.

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Tags: sales productivity, Sales Optimization, sales management effectiveness, sales management coach, sales planning, sales management training, sales plans, sales management boot camp

108.6...and Sales

Posted by Jack Derby, Head Coach on Fri, Mar 20, 2015

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

How do you Rank? ...and Sales

Posted by Jack Derby, Head Coach on Tue, Mar 03, 2015

Here we are at the beginning of the last month of the quarter, and as managers and sales professionals, we're consistently reviewing ....

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Tags: sales productivity, Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales, sales management, sales plan process, sales effectiveness, sales enablement, sales planning, sales management training, sales management boot camp

Weather Forecasting...and Sales

Posted by Jack Derby, Head Coach on Fri, Feb 20, 2015

 

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales plan process, sales effectiveness, sales enablement, sales planning, sales plans, sales boot camp, sales producitivity, sales management boot camps

What's Important...and Sales?

Posted by Jack Derby, Head Coach on Thu, Jan 22, 2015

What's Important?

Two weeks ago, I underwent bypass surgery at MGH. "Big Success" is all I wanted to hear, and those were the exact two words scribbled boldly across my discharge papers.  What's ahead are a few weeks of recovery and exercise, and then, just as I have heard from hundreds of blog readers and Facebook friends, "better than before".  That phrase by itself raises a lot more questions, and one of the most important of those to be answered is that of "What's Important?".

See, I thought that I was already "better than before", and have always exercised every day, and snowboarded and surfed on the weekends.  Couple those activities with relatively good diets, and I should be the postercild for "Healthy (older) Boy" of the year. 2014 didn't seem to end that way, but o
n the very positive side of all of this, 2014 is now way back in the rear view mirror.  

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Tags: sales productivity, Sales Optimization, Sales Best Practices, sales and marketing best practices, sales effectiveness, sales enablement, sales planning, sales optomization, sales management boot camp, sales culture

2015...and Sales

Posted by Jack Derby, Head Coach on Mon, Jan 05, 2015

Happy 2015!  


And, with the coming of this new calendar year...of life, of Sales, of relationships, of exploring, and, most importantly, of learning, also comes the requirement to take a look around and assess where you personally are in your sales and marketing career.  Part of this personal responsibility comes merely as a result of turning the page in the calendar and being able to broadly look out over the landscape of the next 12 months that are about to unfold...whether you're ready or not.   Make a few resolutions if you must, but, most importantly, place a firm stake in the ground now, and take control of where you want be and what you want to have accomplished at this exact time in January, 2016.  

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Tags: sales productivity, Sales Optimization, Sales Management Best Practices, sales management, sales effectiveness, sales planning, sales tools, Sales quota, sales training, sales plans, sales effictiveness

Punched in the face...and Sales

Posted by Jack Derby, Head Coach on Fri, Dec 05, 2014

“Everybody has a plan until they get punched in the face.”                   -Mike Tyson

If your last image of Iron Mike chewing off the ear of Evander Holyfield was a bit too graphic, then maybe some of the following highly positive quotes might be more representative of the reasons for careful planning...just so that you don't get punched in the face.

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Tags: Sales Best Practices, sales and marketing best practices, sales planning, sales plans, business tools, business planning, business coaching, business plans

Connections Should be Easy...and Sales

Posted by Jack Derby, Head Coach on Thu, Sep 25, 2014

3 Simple Tips for More Effective Sales Connections.

As a sales guy, I have no problem with making connections.  For my business associates.  For my MIT and Tufts students.  For our customers of the firm.  It's part of the process of living and working in a tight ecosystem like Boston...or in any other city for that matter.

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales and marketing best practices, sales, sales management effectiveness, sales effectiveness, sales enablement, sales planning, selling, sales management training, selling skills, sales training

It's all about my time...and Sales

Posted by Jack Derby, Head Coach on Fri, Jul 11, 2014

At the firm, we have the privilige of working one-on-one with hundreds of heads of sales and CEOs every year.  It's exciting and complex work that often comes down to discussing, assessing and implementing  a series of best practices that are heavily based in metrics and data.  From all of these interactions, there appear to be two or three priority concerns that these execs have in common regarding the management of their companies, and I've listed them below in priority order:  

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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales enablement, sales planning, sales management training

The Criticality of Time...and Sales

Posted by Jack Derby, Head Coach on Thu, Jun 05, 2014
  • -220 work days in the year
  • -"the best" sales people work 57 hours/week
  • -15%/week is the average time totally wasted
  • -only 57%/week spent on actual "selling"
  • -most deals take 6 calls & meetings to close
  • -most salespeople give up after 3 calls
  • -most salespeople create 65%+ of their own leads
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Tags: Sales Optimization, Sales Best Practices, Sales Management Best Practices, sales management effectiveness, sales enablement, sales planning, sales management training