January, 2018

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Identifying the 4 Buying Behavior Styles to Sell More Effectively

The Brooks Group

[Don’t miss the downloadable version of the Behavior Style Communication Guidelines at the end of this post!]. Today’s buyers are more informed and have less time to give to salespeople than ever before. Combine that with the increasingly complex decision-making process, and your salespeople are left with a very narrow opportunity to make a positive connection with a potential buyer.

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Winner Announced for the Holiday Elf Operation Apple Watch Giveaway

Infuse Medical

Congratulations to Joe M., the winner of the Holiday Elf Operation Apple Watch Giveaway contest! Joe’s entry was chosen by random from a complete list of entries. Thank you to everyone who downloaded and entered our Holiday Elf Operation Game. The response and support was incredible! In case you missed it, you can download the Holiday Elf Operation app here (Android) , or here (iOS).

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How to Uncover Buyer Needs with Sales Probing Questions

The Brooks Group

. Asking effective probing questions is critical to high sales performance. With the right questions, your salespeople can uncover the buyer’s needs and wants, as well as their budget and decision-making process. Here’s what you need to know to help your reps develop and master critical questioning skills. 1. Listen Actively and Deeply. Good questioning does not mean firing off a rapid series of questions to pry as much information out of the prospect as possible.

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How to Help Your Salespeople Nail Their Pre-Call Planning Process

The Brooks Group

Effective pre-call planning helps your salespeople convert more prospects, yet many salespeople either don’t do pre-call planning, or they don’t do it well. As the manager, you can help your salespeople win more deals by coaching them in these key pre-call planning skills. Skills to Master Pre-Call Planning . One: Research the Prospect and Their Company.

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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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The 5 Critical Guidelines for Sales Presentations that Close Deals 

The Brooks Group

There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have to think it over and get back to you.". In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the chance. That’s why it’s so important they feel confident delivering a convincing sales presentation. .

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The 5 Most Common Mistakes New Sales Managers Make (And How to Avoid Them)

The Brooks Group

The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Priorities must shift with the transition into a leadership position. Some sales managers struggle for the remainder of their management careers, until they return to a sales role—or worse—get burned out and leave the company.

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The 5 Most Common Mistakes New Sales Managers Make

The Brooks Group

The transition from salesperson to sales manager can be tough ( and doesn’t always work out in the end.) Overnight, someone who is used to being responsible for only their own performance, is suddenly responsible for the performance of an entire sales team. Priorities must shift with the transition into a leadership position. Some sales managers struggle for the remainder of their management careers, until they return to a sales role—or worse—get burned out and leave the company.