Just completed Week 9 of the 13-week semester this past Wednesday

• Take out 1 week for a mid-term and Week 13 for the delivery of the final plans.
• The 11 "content" weeks, move from concept to detailed implementation tactics.
• My instructors and I provide "content" within the "context" of 6 complex projects.
• The projects come from senior managers at a wide variety of companies.
• We select 6 teams of 5-6 juniors & seniors who develop tactical plans.
• 3 hours in class each week; another 6+ hours outside class are expected.
• A Discovery meeting with management to begin, then weekly 1-hour updates.
• 40% of the semester's team grade is decided by company management. 

Strong Results 

• Approximately 55% of the students go on to Marketing or Sales jobs.
• Very strong referrals from companies with >30% returning for another semester.
• H Bar C  from alum, Cooper Stahl and his Dad, is back following last semester's success.
• Working with alum, Liv Hintlian, founder of WiggleButts, was a special treat with Maggie. 

What does Teaching Teach Me?

• A very strong belief in the future of our country based on my years of watching 1,200+ alums go through these courses and develop into fulfilling careers and promotions to senior managers.
• The hands-on practicality that real success today in the professions of both Sales and Marketing is about the execution of disciplines of formal multi-stepped processes embedded in technology with exacting tools built into each step coupled with the same level of discipline used in hiring and onboarding people.  "Process-Tools-Technology-Math & People" is the theme in the courses. 
• How much the sciences of both Sales and Marketing change every year.  More than 50% of what I teach every year is different, is augmented, or is reformatted from the prior year meaning I scrap 50% of what I had been teaching in a prior year.  That level of change underlies today's excitement of both Marketing and Sales in the real world. 

If you're interested in participating in this upcoming 2025 winter/spring semester, just let me know, and I will send you the instructions.  We have a number of companies already signed up and am always looking for more especially right now for the Science of Sales course where we develop sales plans, territory plans, and playbooks following Hubspot's principles of Inbound Sales in which all the students are certified, plus we use HubSpot's software in both this course and in the Marketing course.

Have a great day selling today!
I'm working out of Vermont office today in my least favorite month:

In the firm, the deal pressure is on to get to quota.
-Only 40 selling days left, but the pipeline is full.
-Sales activities are top of mind and updated every week.
-No longer about planning; it's now all about execution. 

In VT, the winta's wood is in. and the wood stove is cranking.
-Lots of work yet to do, and I still have a long list.

working on your 2025 Sales & Marketing Planning!

For a few ideas on your own marketing planning for 2025, click here for our Writing the Winning Sales Plan, and Writing the Winning Marketing Plan, outlining a few ideas on structure, models, process funnels, and productivity tools. 

Give me a call and let's discuss having us facilitate your 2025 planning process. I drive a ton of miles every week, and there's nothing better than having a call to talk about your current 2025 thinking as I challenge the wicked end-of-day commute out of Boston.

www.derbymanagement.com  
Derby Entrepreneurship Center at Tufts.