pharmaphorum
JULY 9, 2015
Understanding your customers is fundamental to effective communication. Current segmentation strategies draw on ever more detailed information about how patients, physicians and payers behave through the use of open source, social media and real world data. However, segmentation still lacks clear insight into why these stakeholders behave as they do – and therefore how best to change their behaviour.
The Brooks Group
JULY 17, 2015
Marketplace challenges have many sales teams struggling to meet performance goals, but even those teams that consider themselves healthy can stand to take their sales performance temperature every now and again. The first step in determining specifics around improving your sales team’s performance is to identify the metrics that are the most indicative of your team’s success or failure.
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pharmaphorum
JULY 1, 2015
Life sciences companies need to make better use of the insights that real world data (RWD) can provide in order to improve market access, sales and market growth strategies – and ultimately to improve the applicability of new and existing therapeutics for patients. Insights come not just from the multiple sources of RWD available, but from advanced analytics that highlight the effectiveness of a treatment by geographic area, and link healthcare providers, institutions and patients to relevant an
The Brooks Group
JULY 29, 2015
You Want Me to Sell How Much? Getting buy-in from your sales team for an aggressive target isn’t about selling an idea to them, but rather leading them through an executable plan for achieving it. If you want your salespeople to face a challenging sales goal with confidence and momentum, you have to change their perspective on it. Here’s how to do that: Step 1: Chunk It – Break Down Intimidating Sales Goals into Manageable ‘Chunks’.
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The Brooks Group
JULY 14, 2015
As I tell friends and acquaintances, there is nothing boring about my job. Getting to work with sales leaders for some of the biggest and most successful sales teams in the world brings plenty of action and adventure. Along the way, I’ve noticed that the best of the best managers and leaders do something that others do not— they inspire their teams.
The Brooks Group
JULY 14, 2015
As I tell friends and acquaintances, there is nothing boring about my job. Getting to work with sales leaders for some of the biggest and most successful sales teams in the world brings plenty of action and adventure. Along the way, I’ve noticed that the best of the best managers and leaders do something that others do not— they inspire their teams.
The Brooks Group
JULY 2, 2015
The importance of superior customer service in customer retention is not a new concept—as long as there have been customers, there has been a need to ensure their satisfaction. Yes, treating customers well and making them feel valuable is an obvious component to overall sales effectiveness, but why is it really so important? Sometimes the most fundamental concepts are worthy of taking a closer look, and in doing so, you will often discover what makes them so important in the first place.
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