Derby Management's "Competitive Edge" Blog

As an "older" salesguy, I've seen it all:

Tags: sales coaching, sales tools, best sales practices;, sales success, how to write a sales plan, sales effectivness, writing sales plans, 2022businessplansuccess

• Let's celebrate the end of the Q!
• Let's give it up for finally moving into the official summa'!
• Let's celebrate the freedom that we have which is the true meaning of the 4th!
• Let's kick back this weekend and just relax and dial it down a bit!

Needless to say, it's been more than a bumpy ride over the past six months, and I could list 10 points below that we are all very frustrated with and are complaining about, but I won't since I want to leave you with just one thought this Friday AM which is to simply to celebrate our freedoms and have some well-deserved fun...at least for a day or three.  

Tags: sales effectiveness, sales tools, business coaching, how to close sales, best sales practices;, how to write a sales plan, writing sales plans, planningsalestodayinacovidworld, effective blogging, 2022businessplansuccess

I'm on the NH beach this weekend for a couple of reasons:

Tags: sales coaching, sales effectiveness, sales planning, sales tools, improving sales productivity, how to write a sales plan, writing sales plans, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess, entrepreneurshipfortherestofus

 

Some months ago, I was at my favorite Market Basket store here in NH, to respond to the refrigerator note: "when you're shopping, just pick up a quart of milk", when I realized that that simple task was actually wicked hard.  I don't normally buy milk and was not prepared for the 40 feet of space displaying various milk products that I took these pictures of.    

Tags: marketing effectiveness, free marketing projects from universities, branding plans, entrepreneurship, how to write a sales plan, writing sales plans, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess, entrepreneurshipfortherestofus

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.  

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

Maybe it's simply the spring after a too-long winter.  It could be the excitement that comes with the end of spring training and the opening game of the Red Sox coupled with the added excitement of Monday's running of the Boston Marathon.  But for whatever reason, everyone, everywhere is talking about starting companies, becoming an entrepreneur and experimenting with new ideas, and new innovations.

Tags: entreprenurial, entrepreneurship, social entrepreneurship, writing sales plans, writing business plans, Derby Entrepreneurship Center@Tufts

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! 

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

Every day, as part of my routine, before or after a sunrise run on the NH beach or on the VT dirt road, I take a look at LI and FB birthdays of the people I'm connected with. 

Tags: sales effectiveness, closing sales, sales management boot camp, how to close sales, sales success, how to write a sales plan, writing sales plans

"Plan A" this morning in Vermont-right at the start of school vacation week-would have been to have blue skies, six feet of snow already on the ground and morning freshies providing the perfect first runs.  Instead, we have...

Tags: Sales Best Practices, small business management, business coaching, how to close sales, best sales practices;, how to write a sales plan, sales effectivness, writing sales plans, Derby Entrepreneurship Center@Tufts, 2022businessplansuccess

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

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