August, 2011

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A Very Good Optovue® E-blast gets a B+. Why not an A+?

Medical Device Success

Reading time: 4 – 6 minutes. OK, I am breaking a promise. In my last post…which was way too long ago…I said I would write about a Nidek e-blast that deserves a better grade. I thought I had one. I looked at about 10 Nidek e-blasts that I saved and decided not to write about them. It’s Friday. In the US we have had enough negative news and commentary over the last couple weeks.

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Post-Call Planning

The Brooks Group

We write a lot about pre-call planning here on the Sales Leader Blog. The reasons are many, but mostly because there’s immediate payoff. Put simply, if you prepare for a sales call, you increase your chance of success. There’s an equally important component to successful planning as it relates to sales. That’s the post-call planning. Before you end a meeting (or a phone call), it’s important to identify a definitive next step.

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Cold Calling is Stupid

The Brooks Group

Last May, my good friend and fellow sales trainer here at The Brooks Group, Tony Smith , wrote that Cold Calling 2.0 was really about making “warm calls.” But I’m going to take it a step further and say that… Cold Calling Is Stupid. Here’s why. Prospecting is the lifeblood of your sales career. Finding solutions to their problems is the lifeblood of your prospects.

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How To Minimize Resistance from Legal. 5 Do's and 3 Don't's.

The Brooks Group

Today, it seems like legal departments are playing an increasingly important role in B2B sales interactions. I could speculate on the reasons why ( A more litigious society? A larger population of lawyers? More cautious buyers? ), but I won’t. Instead I’d like to give you a few ideas about what to do if you've convinced everyone in the organization to buy from you, but legal suddenly gets involved.

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Roles and Responsibilities of Specialized Clinical Supply Experts

When selecting a clinical supply provider, consideration often focuses upon the manufacturing, packaging, storage and distribution capabilities available that will, at face-value, be sufficient to meet the needs of the sponsor and their trial. However, there are human-based and knowledge-driven factors that are often overlooked that go beyond these basic physical capabilities and are integral to the development and delivery of high performing clinical supply chains.

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Sales Techniques

The Brooks Group

The quest for sales techniques drives many amateur and experienced salespeople alike to seek a silver bullet, simple, no-frills, guaranteed, 100%, solution that magically lifts credit cards from customers' wallets and puts commission checks in theirs. Every time. Sorry. It doesn't exist. But there is some good news. Sales is a science that, with time (and proper practice), becomes an art.

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