Jack's 3 Rules to his students...

With our final marketing and sales plans now being presented to our six host companies last week and this, the semester is rapidly coming to a close with all that is left to be done is this weekend's final grading. 

As in my sales, marketing and business planning consulting work at the firm, grading also comes down to a very formulaic process: 

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Tags: Tufts marketing projects, Tufts internships, free marketing projects from universities, student intern marketing projects, how to write a sales plan, social entrepreneurship, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

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

5 things you need to know for your presentation success

This past Wednesday was the last class for the semester. 

What now remains are the final presentations from the six teams of juniors and seniors to the management of their respective companies.  This is a very demanding course in which I, my four TAs and seven outside lecturers, all alums from this course, provide deep technical content on the science of marketing structured around the student teams delivering full marketing plans based on the objectives provided by their companies.  The TAs and I provide 60% of the project grade while the senior management provides the remaining 40%.  For me, it's a perfect blend of introducing my students to the real world of business structured on the same sales and marketing principles of "Process-Tools-Technology-Math & People" that we use in our consulting practice.  If you're interested in participating in a marketing project for the fall semester, just connect with me.  All of this blends together perfectly with the added benefit that my students are able to select from 40-50 job offers each semester mostly from prior alums from this course.  

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Tags: closing sales, Tufts marketing projects, free marketing projects from universities, student intern marketing projects, how to write a marketing plan, marketing planning, writing sales plans, delivering great presentations, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

Entrepreneurship for the rest of us...

So, just what is entrepreneurship?

A very appropriate question this morning as we kick off at 10:00 the finals of the annual "Tufts $100K Competition".   As the largest non-athletic event at Tufts, the $100K finals today will feature 15 entrepreneur teams divided among three tracks of "General Technology", "Social Impact" and "Healthcare and Life Sciences" reflecting the diversity of research and innovation across all our 11 schools. 

Tufts is among the most highly ranked research universities in the U.S. covering every discipline of engineering, nutrition, social impact, medicine, dentistry, and veterinary science.  For me, this process beginning earlier this year with hundreds of submissions from students and professors, followed by mentoring sessions leading to quarter and semi competitions and now today's finals provides a perfect example of   entrepreneurship at its best!

In my years of having the privilege of teaching at Tufts, "The $100K" has always been a "must-attend" event often including my own students.  This year made even more so with the official dedication next week of the Derby Entrepreneurship Center at Tufts.  

Obviously, you have a fully booked day packed with zooms, sales discovery meetings and hopefully a deal closing or two, but if you have 30 minutes here and there, or just maybe a couple of hours, click on here and get a free registration for a virtual view.  

 

Entrepreneurship for the rest of us

If you've been reading this blog for a while, you may remember that my family history for generations has been filled with entrepreneurs. My GGF left rural Vermont in 1860 at the age of 17 to "Go West". My grandfather left that same VT village at 22 to open his first retail stores in Harvard and Davis Squares. My father rebelled from the family business by beginning a jazz band on the vaudeville circuit until his father put his foot down saying "enough, you're working in the stores!", which our entire family did for decades. 

Interestingly for me personally, the first time that I ever heard the word "entrepreneur" was not at BC, not in the Peace Corps and certainly never in my career at Becton Dickinson.  It was not until I attended a lecture at the then tiny volunteer-led startup of the MIT Enterprise Forum that I first understood what the word meant.  Becoming active myself as a volunteer and later as Chair of MITEF, I then began my love affair not just with the experiments of starting companies, but with understanding the science and the analytics of what it takes to succeed as an entrepreneur.  Years and years later, I think that I finally understand what it takes...I think!

  • In excess of 90% of non-restaurant startups are not tech-based as a product or service
  • Between 90% and 95% of startups fail
  • Most failures occur within 4 years 
  • Only 0.05% of non-restaurant startups seek organized angel or venture capital 
  • 75% of those companies that received formal angel or venture funding fail

The bottom line is that succeeding in any startup is wicked difficult, but having said that, today there are extraordinary support mechanisms in every community and especially in major cities which house universities, medical centers and have a rich history of entrepreneurship.  For any guidance, you can just connect with me...and countless others in Boston.

With that as background, I'm very excited about speaking on this theme I am developing on "Entrepreneurship for the rest of us" at next week's event being held by The Financial Executives International of Boston at their annual academic awards granting 10 scholarships to Juniors from area colleges and universities and recognizing an Outstanding Senior from each of the schools.  

With that, I'm off to today's $100K", but one more Tufts-related request!   

With this semester too-quickly winding down, I am already signing up companies for marketing projects for the fall.  If you are interested in knowing more about this unique process which provides teams of six juniors and seniors to create detailed marketing plans over the period of the 13-week semester, just let me know, and I will send you an outline and the instructions.   

IT'S TIME TO RE-FORECAST YOUR '22 SALES PLAN

Your well-planned 2022 Sales Plan that you architected in November, revised and got approved in December and rolled out perfectly at your January sales kickoff now needs a tune-up. 

As that infamous philosopher, Mike Tyson, once noted "no plan survives the first punch!".  It's time this coming week to spend a day with the team and walk through the details of your entire tactical plan for Q2 and Q3.     

Here's our 2022 guide to help or why not just connect with me anytime!  There's no cost to a call or two, plus I love listening and talking about sales. 

www.derbymanagement.com  
Derby Entrepreneurship Center@Tufts. 

 

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Tags: Tufts marketing projects, Tufts university, Tufts internships, entrepreneurship, jack derby professor at Tufts, social entrepreneurship, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

What the heck is marketing anyhow?

The end of the day on Thursday found me starting to write this morning's blog on a classic VT spring day:

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Tags: marketing effectiveness, marketing productivity, how to close sales, Tufts marketing projects, free marketing projects from universities, how to write a marketing plan, marketing planning, 2022 sales planning, 2022businessplansuccess

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

Note today from the beach... Gotta love what you do!

Whenever I can, I start the day with a run on the NH beach. This is a picture from Wednesday morning.   Yea, I know!  Some of you right now are asking...

"Does NH really have a beach?"

And the answer is 14 miles of pristine ocean and sand with some of the best surfing in NE.  This is where I and my brothers grew up as kids, and when our mother wanted to get rid of us, she would tell us to go out and find beach glass and bring her back a present.  Decades later, I still look for beach glass.

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Tags: marketing productivity, Tufts marketing projects, how to write a sales plan, marketing planning, writing sales plans, writing your marketing plan

The problem is actually making the marketing choices!

Discussing marketing is fun, until we need to decide...

"Discussing" Marketing is exciting, challenging and lets our brains run free...at least that is until we need to make the choices of what we need to do in order to move ahead.  And today, given the hundreds of both strategic and tactical choices available to us in both Sales and in Marketing, the task often seems to be overwhelmingly difficult.  Actually, that's not the case compared to making choices about...for instance...milk.  

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Tags: marketing effectiveness, marketing management, Tufts marketing projects, how to write a marketing plan, Making Tough Choices, marketing planning, sales management productivity

...just plain ol' Vermont grit

Vermont is a tiny state with a very diverse grouping of residents.  I'm not talking here about the 13 "gold towns" inappropriately named by an infamous prior governor who overtaxed the flatlanders who came to VT to ski.  I'm also not talking about Burlington where 50% of the population lives. To know the real Vermont, one needs to get down into the dirt and understand their own grit and exceptionally hard work. 

When one takes a look at the stats, it almost defies logic of why the state even exists...except for grit.

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Tags: sales coaching, sales plan process, sales management boot camp, how to close sales, Tufts marketing projects, student intern marketing projects, how to write a sales plan, sales effectivness, Tufts Entrepreneurship Center

end of semester & the 3 Rules of Jack


Drove late last night here to VT for a fully packed day today of normal Derby Management meetings and the first two of our seven final student presentations for the semester.

BTW, although snow is still on the ground here at the house in the woods, down in the big city of Winhall (pop.769) 2.8 miles away at the general store, our own VT version of outside dining at Starbucks, the sun is out although a brisk 50,

 

 

13 weeks after that first always-a-bit-awkward, full-tilt, information-packed start to the semester back in January, we're now down to the final 90 minutes of meetings with the senior management of our marketing project companies:

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Tags: marketing effectiveness, business planning, marketing, Tufts marketing projects, how to write a marketing plan, value propositions, whiteboardingmarketingsolutions