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. Then you can decide if you want to scale up.

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. Just think about how much of your workday involves communication.

6 Ways to Make Your Sales Training Effective


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.


Source Explorer



A Hate/Hate Relationship: Salespeople & CRM


Salespeople rarely agree on anything. The comp plan is good, the comp plan is bad, quota is too high, it’s not enough for me to make enough money, and the list goes on and on. The one thing they all seem to agree on: The CRM my company makes us use SUCKS. And here we […].

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Can Medical Science Liaisons Improve Pharma Sales Effectiveness?


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.

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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!

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


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. CFN Insight is a SaaS platform for companies that want to become more customer-centered by delivering market-leading customer experiences.

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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. They use medical devices day in and day out…surgical instruments, surgical devices, therapeutic devices, implants and diagnostic devices.

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. Furthermore, they are extremely busy and may be difficult to engage in meetings and phone calls.

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. Of course, when you think about salespeople and their motivations, your mind might immediately go to one place: money.

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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. According to an Ernst & Young study , millennials will comprise 75% of the global workforce by 2025.

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.

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Ten Workplace Trends Shaping the Future

Integrity Solutions

The fight to keep top talent. Millennials in leadership roles. Addressing the skills gap. And more 2019 workplace trends we’re watching. By Mike Esterday. The notion of work is changing in America. The idea of “going to work” and being “in the office” are being redefined in the workplace for 2019. Here are some of our top choices for changes happening around us that will have long-term implications for training and development in the workforce. Business transformation is escalating.

Why Salespeople Fail to Reach Their Sales Goals

Integrity Solutions

Our research has shown that there are five factors that affect whether or not someone achieves their sales goals. New Year’s resolutions. They’re a January ritual that is almost always followed by the February ritual of abandoning them. Statistics show that each year, just 8% of people will be successful in keeping their resolutions. Another 24% have never succeeded and fail on their resolutions every year.

How To Recruit for Your New Sales Enablement Team


Sales Enablement is swiftly gaining recognition as a vital business function. But how do you hire the right people for your team? In this article you’ll learn the signs that indicate the right attitude and aptitude for sales enablement. You’ll get tips on how to evaluate candidates, and how to make sure they thrive once you hire them. If you want to bring sales enablement best practices into your organization, this is the right time to do it. Look Beyond Selling Skills.

Three Reasons Your Sales Pipeline Opportunities Fail to Convert to Revenue

Integrity Solutions

Why a “healthy” sales pipeline isn’t always what it seems. And specific questions sales leaders should ask to get a more realistic view of what’s really going on. By Bruce Wedderburn. Originally contributed as a guest blog to SalesPop.net. As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and sales pipeline.

Coaching is a Matter of Priorities, Not Time

Integrity Solutions

When you have the confidence, comfort level and commitment, it’s a lot easier to make coaching a priority. By Mike Esterday. A few weeks ago, we had the opportunity to present a session at the HCI Learning & Leadership Development Conference with Sharon Stahr, Chief Communications Officer at Cobalt Credit Union. The session focused on Developing a Coaching Culture for Higher Performance and offered a deep dive into our new research on coaching.

8 Personalization Strategies for Boosting Sales


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. Working to fulfill that need can help your team stand out. There are a variety of ways to personalize pitches and approaches.

4 Ways to Adapt Your Coaching Style to the Needs of Your People

Integrity Solutions

No two people on your Sales team are the same. Coach accordingly… You’ve been coaching one of your salespeople and you think you’ve made good, clear points. You explained what needs to come next. And you’ve discussed what they need in exactly the way you understand it. Yet they’re still not following through. They’re still not growing. They’re still not executing on the plans, and they’re still not getting the results you expected.

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


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.

How to Set a Compensation Plan for SDRs


Formulating a compensation plan for SDRs is one of the most important tasks sales VPs perform, one which will play a major role in SDR recruitment and retention. It also impacts your SDRs’ motivation, and how they spend their time on a day-to-day basis. What behaviors do you want most to incentivize? How are you defining poor, average, and excellent performance? The compensation plan largely determines all of this.

How to Write an SDR Job Description


When it comes to hiring new SDRs for your startup, writing the job description seems like it should be one of the easiest parts of the process. But it’s not so simple, and it certainly shouldn’t be something that you attempt to start and finish in five minutes’ total. Think about it. At any given time, there are thousands of sales job descriptions on sites like Glassdoor and ZipRecruiter. Candidates must be selective about which jobs they apply for.

How to Navigate a Career Change in Enterprise Sales


It’s a great time to be in enterprise sales. Many industries—including SaaS products, cybersecurity, and healthcare—are poised for growth. Companies in these industries will thus need skilled salespeople to work on enterprise sales. So if you want to enter enterprise sales , there are many opportunities available to you. The same is true for professionals who are already in enterprise sales, but want to enter a new industry or role.

8 Follow Up Sales Strategies to Boost Your Referrals


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. Why Most Salespeople Fail At Referral Marketing.

How to Improve Diversity and Inclusion in Your Sales Team


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.

8 Tips for Salespeople When Email Prospecting


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%)? Probably not.

Switching Verticals as an Enterprise Sales Representative


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. Your current company might sell to multiple verticals.

Our Favorite Sales Blog Posts From 2018


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. Here are 20+ of our favorite sales blogs from 2018. 1) Navigating a Career in Sales.

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Can Better Questions Lead to More Wallet Share?

Integrity Solutions

by Mike Fisher Every week, a customer comes into the bank branch to make his business deposits. It’s a routine he’s been doing for years. And then one day, after exchanging the usual pleasantries, the teller asks him if he’s familiar with the bank’s mobile deposit solution. The customer is floored. He didn’t even know the bank offered remote deposits. The teller doesn’t want him to think she’s trying to push him into it, but the customer is thrilled to learn about this option.

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Tools Every Account Executive Should Have


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.

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Choosing Between Multiple Job Offers


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. Compensation.

The Fastest Growing Companies in Boston Hiring For Sales


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. While not every company will be a cultural fit, all 40 have an average rating of at least 3.5

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9 Tips for Settling into Your New Sales Job


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. Your immediate supervisor might be able to serve as your mentor.

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