The Brooks Group

JUNE 7, 2016

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 indicates that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. . But actually getting new sellers performing at their highest potential is easier said than done, with one in three salespeople lacking proficiency in about a dozen skills by the time onboarding

Sales 58

Sales Sales process Sales Management Training 58

pharmaphorum

JUNE 28, 2016

In today’s competitive, highly regulated environment, product success is dependent upon data and fact-based decision making. More and more, Medical Affairs teams play a pivotal role in education pre- and post-launch, yet the explosion of big data in healthcare is changing how we make value-based decisions that are critical to success. This webinar will explore the challenges Medical Affairs teams have finding a repeatable, objective and compliant solution to identify and manage their strategic p

Medical 52

Medical Education Competition Healthcare 52

pharmaphorum

JUNE 27, 2016

The ASCO Annual Meeting, the largest global oncology meeting and increasingly the centre of a kaleidoscope of social media coverage each year. As a snapshot, 2014 saw 40,000 tweets and 140m+ impressions over the conference days, 2015 grew to 60,000 tweets and 250m+ impressions and the 2016 buzz is already louder and more plentiful than last year. This webinar will examine the conversation around ASCO 2016, its relationship with ASCO, value to and involvement from stakeholder groups and how it wi

Media 52

Media Medical Pharma 52

The Brooks Group

JUNE 29, 2016

Buyers are more in control of the sale today than ever before. With unlimited access to information and options, they’re more critical when selecting a provider, and they must be solidly convinced of value before they commit. Research from SiriusDecisions shows that the biggest problem facing sales teams isn’t education, skills, technology, or budgets, but an inability on the part of salespeople to communicate value to prospects.

Sales process 49

Sales process Sales Prospecting Competition 49

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The Brooks Group

JUNE 20, 2016

“ The key is not to prioritize what’s on your schedule, but to schedule your priorities.” -Steven Covey. Coaching your salespeople through important deals should be a priority, but that doesn’t mean it has to take up a great deal of your time. Deal coaching is frequently unstructured and that unfortunately leads to wasted time with reps updating the current situation—rather than focusing on the things that should be done to strengthen the strategy and compress the sales cycle.

Sales 49

Sales Sales process Sales Management Management 49

The Brooks Group

JUNE 3, 2016

Sales forecasts are by nature imperfect, but according to SiriusDecisions research, 79% of sales organizations miss their forecast by more than 10%. That inaccuracy has a tremendous effect on an organization’s ability to deliver high-quality products and services to customers. The most common reason sales managers can’t get sales reps to forecast more accurately is because there isn’t a common sales process represented in the pipeline stages.

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Sales process Sales CRM Prospecting 49