2018

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KOL Deliverables = KOL Budget

Medical Device Success

Reading time: 4 – 6 minutes. As you prepare to reach out to your prospective KOLs, you need to have in mind what you want to accomplish with their help and how much you have budgeted for this effort. Keeping in mind that this blog is primarily aimed at small to medium sized companies, I suggest starting off with a small budget. Just work with one doctor for 6 months to a year.

Doctors 100
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6 Ways to Make Your Sales Training Effective

CloserIQ

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer. A satisfied customer is more likely to spend more, refer your business and generally serve as a brand ambassador for your products or services.

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6 Steps to Create a Successful Sales Business Plan

The Brooks Group

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Unfortunately, many sales reps fail to prioritize planning. But with these 6 simple steps, your sales reps can identify their sales strategy and create a sales business plan that they can use to stay organized and crush their sales targets.

Sales 79
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3 Common Challenges in SaaS Sales

Integrity Solutions

The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. by Boris Zecevic. Anyone who’s been in sales will tell you: The job comes with some unique challenges. And any number of those challenges has likely contributed to the findings by The Sales Management Association that only 51% of salespeople across all industries made quota in 2017.

Sales 77
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Optimizing Clinical Supply Strategy: Navigating Challenges & Finding Your Ideal Model

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D Pharmacy Exit Exam Date, Syllabus and Related Important Update 2024

Teachntest

D Pharmacy Exit Exam Date, Syllabus and Related Important Update 2024 D Pharmacy Exit Exam Latest Update – Dec 2023 *Latest Update published by PCI on Dated 22/12/2023 As per the above circular, Diploma in Pharmacy Exit Exam will be held in July-September 2024 for Students who are going to passed out in 2023-2024 academic.

Pharma 52
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The devil’s in the e-detail: what HCPs really want from you

pharmaphorum

Overview: Communication; we all do it, it is a critical part of effective business practice and in this pharma is no exception. It is no secret that for pharma companies, face time with healthcare professionals (HCPs) has reduced drastically over the last 10 years while the cost of in person engagements has increased significantly. Like any customer their expectations for the content they receive have changed, with a focus on useful, succinct and easy to consume materials rather than the sales m

Pharma 52

More Trending

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Can Medical Science Liaisons Improve Pharma Sales Effectiveness?

Revosuite

The sales and marketing landscape for pharmaceuticals has been changing for some time thanks to the wealth of information now available online for doctors to access at their leisure – but face to face information and education is still as important as ever when exploring new pharmaceutical products. Medical Sales Reps have been on the scene since the year dot.

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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).

Medical 52
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CustomersFirst Now Wins 2018 Innovation Award for Customer Journey Mapping from Aragon Research

Clarivate

Denver, CO, December 6, 2018 – CustomersFirst Now (CFN), a leading provider of Journey Mapping software and Customer Experience consulting services, has been named the winner of the 2018 Aragon Research Innovation Award for Customer Journey Mapping. This award recognizes CFN’s continued innovation of its Customer Journey Management platform, CFN Insight.

Leads 49
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CHEERS TO LIFE SCIENCE INNOVATORS

Source Explorer

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How Machine Learning Drives Clinical Trial Efficiency

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.

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How To Gain The KOL’s Interest

Medical Device Success

Reading time: 3 – 4 minutes. Now let’s assume some of my ideas in the last blog post worked and you have some KOL candidates. How do you get them interested in working with you? Fortunately, you have ego, science and curiosity on your side. Medical professionals are scientists at heart. Furthermore, they have their patients’ best interest at heart.

Doctors 100
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8 Personalization Strategies for Boosting Sales

CloserIQ

For modern customers, there’s almost always more than one option when it comes to making a purchase. That makes it even harder for sales teams to close deals. But when customers are inundated by countless messages everyday, personalization can help. Buyers don’t want to feel like they are part of the herd. They want to feel special and taken care of.

Sales 89
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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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A Strong Why Will Fuel Your Salespeople’s How

Integrity Solutions

For Your Salespeople, Purpose and Success Are Directly Linked. Why do you do what you do? Why do you sell what you sell? What is the why of your life? What is your purpose? Salespeople might not consciously be asking themselves these questions on a daily basis. But the fact is, their purpose —the motivating force behind what they do—is influencing their results every day.

Sales 76
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How to Stay Competitive in the Evolving State of Martech

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

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How To Find Key Opinion Leaders (KOL) to Support Your Technology

Medical Device Success

Reading time: 2 – 4 minutes. In the last post we talked about the importance of KOLs to the efforts of medical device companies large and small. Yet, many small companies believe KOLs are beyond their reach financially. This is not true. In every medical specialty market there are the high level KOLs that everyone knows. They can be expensive to work with.

Doctors 100
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Improve Your SDR Team’s Performance by Fixing These Common Mistakes

CloserIQ

If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Hiring is time-consuming and expensive. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!) to help them become as successful as possible as fast as possible. You’ll train them on your product and sales process, then put them on the phones.

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8 Follow Up Sales Strategies to Boost Your Referrals

CloserIQ

Do you have a sales strategy to capture all your referral business ? With a follow up system in place, you’ll know exactly when and how to ask your clients for referrals and actually get them. Because if you’re only asking clients for a review once after your sale and never again, you’re not tapping into this massive sales and growth engine. And unfortunately, it’s costing you serious revenue.

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How to Improve Diversity and Inclusion in Your Sales Team

CloserIQ

The research is very clear: more diverse sales teams do better. According to an article written by sociologist Cedric Herring and published in The American Sociological Review , companies with the highest levels of diversity brought in 10-15 times as much revenue as compared to companies with the lowest levels of diversity. Diverse companies tend to have greater revenues, market share, and customers.

Sales 81
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What the FDA's New Dosage Guidance Means for the Future of Clinical Research

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.

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8 Tips for Salespeople When Email Prospecting

CloserIQ

What’s your biggest challenge in sales? It very well could be converting, hitting quota, retention, qualifying, or any of the other 724 tasks you have to juggle each and every day. All of those are crucial, and none of them are particularly easy. That said, would it surprise you to learn that prospecting is considered the biggest challenge by 42% of salespeople , followed by closing (36%) and qualifying leads (22%)?

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Switching Verticals as an Enterprise Sales Representative

CloserIQ

As an enterprise sales representative, you may reach a point in your career when you want to switch verticals. Your interests have changed, the market has shifted, or maybe you just want to try something new and different. The good news is that it’s entirely feasible to change verticals. If you plan your transition carefully, and put work into executing your plan, many new opportunities will open to you.

Sales 80
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Our Favorite Sales Blog Posts From 2018

CloserIQ

2018 has been an amazing year for all of us at CloserIQ , and we can’t believe we’re just a few days away from welcoming another one. One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. Every week we compiled our favorite posts on everything from sales strategies to hiring plans.

Sales 79
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Tools Every Account Executive Should Have

CloserIQ

The most successful Account Executives (AEs) aren’t just smart and driven. They also know how to make efficient use of their time, and stay on top of client relations. Of course, using the right tools makes these tasks a lot easier. Here are seven indispensable tools every AE should try out. 1) Remote presentations/video conferencing applications. The ability to communicate with prospects and clients remotely is critical for sales success.

CRM 76
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European Clinical Supply Planning: Balancing Cost, Flexibility and Time

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Organizations Pay a High Price for Poor Communication Skills

Integrity Solutions

Effective communication skills isn’t a “soft” issue; it’s a real business challenge with significant consequences. Effective communication skills — it sounds like a “soft” issue, right? Hardly. In fact, the inability to communicate clearly and productively with a diverse audience is creating serious business consequences for organizations every day.

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Choosing Between Multiple Job Offers

CloserIQ

So you’ve landed multiple job offers. Congrats! You are now in a great position to determine your professional future—but the choice can definitely feel overwhelming. Although you may be tempted to flip a coin on this one, we don’t recommend it. To make a decision that’s right for you and your career, evaluate each option in terms of these six key factors: 1.

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The Fastest Growing Companies in Boston Hiring For Sales

CloserIQ

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. With so many companies in the neighborhood, looking for a new job can be pretty overwhelming as well as exciting. Here are the companies you should consider to jump-start your job search. These companies are all backed by venture capital and are currently hiring in sales roles.

Sales 76
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9 Tips for Settling into Your New Sales Job

CloserIQ

So, you’ve landed a sales job. Mazel tov! Now, it’s time to start working. If you want to succeed in your new position, you’ll need to do some early legwork so you get off to a strong start. Here are nine items for your to-do list: 1. Find a mentor and take advantage of their knowledge. An internal mentor is critical for helping you to get accustomed to company culture.

Sales 76
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Unlocking Excellence: How Catalent Is Transforming Japan’s Clinical Research

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

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How to Become a Sales Networking Superhero

CloserIQ

A large part of being a great sales professional is having a strong network. The network can be used to not only make more sales, but it can help you grow in your field by connecting you to mentors or other business opportunities. These connections don’t happen overnight. It takes time to build an authentic relationship that is beneficial to both parties.

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What makes Millennial Salespeople Want To Join Your Company?

Integrity Solutions

Many companies have aspects that appeal to this generation, and there are three critical factors you can focus on to attract and grow millennial salespeople. By Boris Zecevic. Now totaling roughly two billion people, the millennial generation plays a dominant role in how organizations operate today and what they will need to do to remain successful going forward.

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How to Coach Salespeople to Leave Sales Voicemails That Get Callbacks

The Brooks Group

Love it or hate it, voicemails are a standard feature of a salesperson’s day. Whether your sales reps are cold calling or following up with warm prospects, they’re likely encountering voicemail boxes and answering machines many times each day. Unfortunately, many of these voicemails are never responded to. In fact, the problem is so bad that some professionals advocate not bothering to leave voicemails at all.

Sales 74
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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.

Sales 74
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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.