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

It's a season of entrepreneurship everywhere!

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.

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

the science & guessing of forecasting...

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! 

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

Always good to have birthdays!

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. 

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

We all need a Plan B

"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...

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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

Need to get on the other side of the table...

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

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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

Everyone has a plan until you get punched in the mouth!

That phrase about planning comes from the infamous Mike Tyson decades ago, and it came immediately to mind over the last two weeks as I listened to the unfolding 5G fiasco after ten years of planning for a much-anticipated rollout. 

Tyson's plan was always to be to be the brawler, the bruiser, the biggest and ultimately the baddest guy in the ring which he demonstrated to the extreme by biting off the ear of Evander Holyfield in a title fight.  Not much of a plan, but maybe it was.

More importantly to the fiasco of the 5G plan...
 

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Tags: sales and marketing best practices, how to write a business plan, marketing plans, how to write a marketing plan, how to write a sales plan, writing sales plans, 2022 business planning, 2022 sales planning

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

Now, it's all about your closing tactics!

Including today, at the most, there's about 18 selling days left in the year...and that's assuming that your prospect is not leaving for the week after Christmas, which is, of course, classic family vacation time. 

With those precious 18 days on the calendar and with B2B sales cycles currently being what they are, whatever is going to happen between now and the end of the year, is going to occur after your "Discovery" step in whatever sales process funnel and CRM you're currently using.  Other than maximizing every hour you can in your calendar and consistently using your exacting value propositions, there's very little that you can do to collapse time given the need to now build your business cases with multiple stakeholders...except in the critical last step of closing the deal.  

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Tags: sales coach, sales management coach, sales enablement, marketing effectiveness, how to close sales, sales boot camps, improving sales productivity, how to write a sales plan, writing sales plans

Taint nothin'

After teaching yesterday and then attending a customer dinner, I drove here to Vermont late last night to run a 2022 sales planning meeting today.  Just stepping out of the car a bit before midnight with the headlights stretching to light up the barn between the dense fog, the rain and the pitch dark of November, I immediately sensed that in just the two weeks since I had been here last, it had become the Taint Season in Vermont. That very weird time between leaf peeping and skiing when it Taint Winta', Taint Summa', Taint Leaves. Taint Nothin'.

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Tags: sales effectiveness, how to close sales, value propositions, how to write a sales plan, writing sales plans, Derby Entrepreneurship Center@Tufts