Authentic Influence Group
MARCH 14, 2019
“If you are lucky enough to be Irish, you are lucky enough.” The Irish culture has always had a bit of luck associated with it. Although as a trained non-verbal communication buff I see it another way… Irish often possess these power traits: Optimism - Most born and bred Irish people have a very optimistic outlook on life. The glass is half-full or utterly full as they see it.
The Brooks Group
MARCH 12, 2019
Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether. Sales leaders can help their salespeople overcome a fear of rejection and build confidence in their ability to succeed despite it.
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CloserIQ
MARCH 22, 2019
Most SDRs work hard all day, every day. But that’s not the same thing as working efficiently. With so much to do, it can be difficult to take a step back and evaluate whether you’re working smart in addition to working hard. The highest-performing SDRs follow a set routine that maximizes their productivity. Here’s a typical (and productive) day: MORNING.
Integrity Solutions
MARCH 11, 2019
What are you doing every day to strengthen the culture of trust with your employees and customers? In our recent sales coaching research , 76% of the firms told us coaching is a critical driver of success. As Lou Cimini, Vice President of Human Resources at Samsonite, explains it , the power behind coaching is that it allows the leader and the salesperson to “arrive at a common path—an agreed upon output—and in some cases, the tactics to get there, and then the employee has what they need to go
pharmaphorum
MARCH 21, 2019
Rheumatoid arthritis (RA) has been a major growth driver for the pharmaceutical industry over the last 15 years, led by AbbVie’s blockbuster anti-TNF inhibitor treatment Humira (adalimumab). The emergence of low-cost biosimilar versions of Humira and the new janus kinase (JAK) inhibitors, are shaking up a once-stable market. Although there are only two drugs in this class available in the region – Eli Lilly’s Olumiant (baricitinib) and Pfizer’s Xeljanz (tofacitinib) – this is not likely to be th
MaBiCo
MARCH 10, 2019
Sales Force Effectiveness – A Path to Success Article by Evangelos Mantzafos – Business Development Manager – MaBiCo. The Growing Importance of Sales Force Effectiveness. For many years, Sales Force Effectiveness (SFE) has been an important subject of discussion among many pharmaceutical companies. That is because the largest costs for big pharma have to do not only with research and development for new therapies but mainly with sales and marketing.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
The Brooks Group
MARCH 22, 2019
Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team. Follow these 6 tips to evaluate the sales performance of your sales professionals and uncover where you can help them improve their sales productivity.
CloserIQ
MARCH 15, 2019
SDR performance reviews are essential for helping SDRs to improve their performance. They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. To that end, it’s helpful to use a standardized format for reviews. Use this template to guide the performance reviews. Here’s what to include—and how to be effective in each part of the review. 1) KPIs.
Integrity Solutions
MARCH 4, 2019
The truth is, now more than ever, everyone plays a part in delivering a superior customer experience. Who’s responsible for creating an exceptional customer experience in your organization? Customer Service? Sales? Client Relationship Managers? Marketing? Product Development? IT? Leadership? Don’t worry — it’s a trick question. The truth is, now more than ever, everyone plays a part in delivering a superior customer experience.
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Clinical trial data management is increasingly challenging as studies grow in complexity. Quickly accessing and analyzing study data is vital for assessing trial progress and patient safety. In this paper, we explore real-time data access and analysis for proactive study management. We investigate using adverse event (AE) data to monitor safety and discuss a clinical analytics platform that supports collaboration and data review workflows.
CloserIQ
MARCH 1, 2019
It happens at every sales job interview. Towards the end, the interviewer will turn to you and ask if you have any questions. This part of the sales job interview isn’t just a formality, and it’s certainly not a chance for you to just coast. The questions portion of the interviewer presents an opportunity for you. Your goal: to establish yourself as a serious sales professional who has the drive and intellectual curiosity to succeed.
CloserIQ
MARCH 17, 2019
One thing that nearly every sales team needs to prioritize is constantly improving their customer service skills. Of course, every team understands that its customer service is the voice and face for its clients. As such, inappropriate handling of clients isn’t acceptable as it can damage the reputation of a company. While small businesses expect to provide excellent customer service, only a handful of them train their workers to do the same.
The Brooks Group
MARCH 18, 2019
When executed effectively, channel sales can allow your company to grow and expand rapidly. But the approach doesn’t just mean shipping your products off to a third party and hoping for the best. In order to be successful, you must strategically build your distribution channel network and follow the right steps to develop a strong, ongoing relationship with each channel partner.
The Brooks Group
MARCH 4, 2019
Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Research from The Sales Management Association reveals that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. The first few months after a new rep is hired are the most critical to their retention, performance, and long-term success, so it’s important to get your sales onboarding process right.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
CloserIQ
MARCH 4, 2019
Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems , get the latest sales engagement software, purchase or enrich a lead database, invest in LinkedIn Sales Navigator, or otherwise, you’re making a major commitment. The business case for adopting these systems often overlooks a very important component – the positive impact on sales team recruiting, onboarding, and retention.
Integrity Solutions
MARCH 6, 2019
Two primary culprits lie at the root of why a salesperson stalls out. Here’s how coaching can help them get back on track and hit their numbers again. By Mike Fisher. Originally published on the SellingPower.com Blog. It happens to nearly every sales manager at some point. One of your most consistent salespeople reaches a plateau and just can’t seem to get past it.
CloserIQ
MARCH 13, 2019
The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. How to Write an Account Executive Job Description. Other organizations in your geographical area are competing with you for top talent.
CloserIQ
MARCH 6, 2019
The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 14 Questions to Ask Your Interviewer at a Sales Job Interview. It happens at every sales job interview. Towards the end, the interviewer will turn to you and ask if you have any questions.
Speaker: Dr. Ben Locwin - Biopharmaceutical Executive & Healthcare Futurist
What will the future hold for clinical research? A recent draft from the FDA provides valuable insight. In "Optimizing the Dosage of Human Prescription Drugs and Biological Products for the Treatment of Oncologic Diseases," the FDA notes that "targeted therapies demonstrate different dose-response relationships compared to cytotoxic chemotherapy, such that doses below the Maximum Tolerated Dose (MTD) may have similar efficacy to the MTD but with fewer toxicities.
CloserIQ
MARCH 20, 2019
The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 6 Tips for Improving Your Sales Team’s Customer Service Skills. One thing that nearly every sales team needs to prioritize is constantly improving their customer service skills.
Integrity Solutions
MARCH 6, 2019
Two primary culprits lie at the root of why a salesperson stalls out. Here’s how coaching can help them get back on track and hit their numbers again. By Mike Fisher. Originally published on the SellingPower.com Blog. It happens to nearly every sales manager at some point. One of your most consistent salespeople reaches a plateau and just can’t seem to get past it.
CloserIQ
MARCH 29, 2019
Sales and marketing…. The source of one of the greatest debates ever known to man. Ask any sales rep, and they’ll be happy to make it all-too-clear that they are completely, 100 percent distinct from their marketing counterparts. And ask any marketer, and they’ll give you ‘the look’ if you even think about suggesting that there’s some sort of overlap between the two departments.
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Planning on running clinical trials in Japan? How can you reliably supply these studies? Discover Catalent’s clinical supply packaging facility in Shiga, Japan. Strategically located between Tokyo and Osaka, and one of largest in Japan, this 6,000 square meter facility offers comprehensive services including primary and secondary clinical packaging and labelling, comparator sourcing, cold chain storage, local and global distribution, local language support and white glove service to support stud
Integrity Solutions
MARCH 22, 2019
A high-performance coaching culture can separate your firm from the pack and become a powerful differentiator when you’re competing for top players. by Terri O’Halloran. As the competition for top talent heats up, the need to recruit and retain high performers has become an urgent priority for the insurance and financial services industry. In its 2018 report on Building a High-Performance Business Culture, GAMA notes that agencies and firms continue to struggle with retention, and field le
CloserIQ
MARCH 8, 2019
It’s a known fact of recruitment: A mediocre job description will attract a mediocre candidate pool. When recruiting AEs, don’t just put up a standard-issue job description. Instead, craft a compelling AE job description that’s unique to your company. You will see an improvement in your candidate pool. So, how to do that? Follow these best practices: 1.
CloserIQ
MARCH 11, 2019
Like your home, your business could do with a good spring cleaning every now and then. Mountains of sales content pile up naturally from day-to-day operations. It’s a common strategy in sales , especially in early stage startups, to create more and more content. But if it’s not managed, the hordes of materials can overwhelm sales reps and hurt performance.
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