10 Tips To Help Your Sales Team Meet Their Full Potential
James Meincke
SEPTEMBER 27, 2019
Medical Device Success
DECEMBER 5, 2019
Reading time: 5 – 8 minutes. Ever heard of Yazoo Mills? Probably not. Yazoo is a specialty tube manufacturer not far from Philadelphia that specializes in tubes for shipping, winding, tape cores, etc.
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Authentic Influence Group
APRIL 16, 2019
Have you ever heard the story of the millionaire financial advisors whose clients didn’t trust them? Me neither! Trust is a critical part of getting more clients as a financial advisor.
Integrity Solutions
JANUARY 14, 2019
Any company can put words on paper and talk about what their values are. But if people aren’t living business integrity in everything they do, it won’t matter what you say. “If If you have integrity, nothing else matters. If you don’t have integrity, nothing else matters.” – Former Senator Alan K. Simpson. Integrity is important for businesses and individuals alike.
Speaker: Dr. Ben Locwin - Biopharmaceutical Executive & Healthcare Futurist
This webinar will go over the FDA's guidance on pharmacological and toxicological considerations for optimizing doses for prescription drugs.
The Brooks Group
MARCH 12, 2019
Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether. Sales leaders can help their salespeople overcome a fear of rejection and build confidence in their ability to succeed despite it.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
pharmaphorum
DECEMBER 3, 2019
Research from Ashfield Meetings & Events clearly demonstrates that face-to-face meetings and events form a major part of continuing medical education (CME). National and international congresses have been identified as the primary event to attend by HCPs.
MaBiCo
OCTOBER 30, 2019
How to Build a Successful Sales Team. Learning how to build a successful sales force is critical for every pharmaceutical company in order to achieve profits and win significant market shares. Without a profit generating sales team every company is destined to fail and be overtaken by competition.
Revosuite
OCTOBER 27, 2019
Customer relationship management (CRM) is a crucial element for business growth, but the processes involved can be quite mind-numbing, which is why a lot of organizations are investing in CRM software.
ProSellus
JUNE 24, 2019
What’s the most valuable relationship you can have as a medical device rep? If the first thing that comes to mind is the “good ol’ boy” surgeon you’ve been great friends with who uses your products you may want to go ahead and dust off your resume. I have a friend who comedically refers to […].
Clarivate
JANUARY 29, 2019
We’ve recorded over 75 videos and webinars over the last three and a half years here at CustomersFirst Now. These videos are a valuable resource and have covered many interesting insights, trends, and best practices on Customer Experience, Journey Mapping, Employee Experience, Voice of the Customer, and Customer Success. Many of the videos are recordings of our consultants, or our CEO Kerri Nelson, or are a webinar where we had a customer as a special guest presenting their case.
Medical Device Success
SEPTEMBER 6, 2019
Reading time: 4 – 6 minutes. Does Snail Mail have a place in today’s medtech internet and email dominated marketing world? I have to admit that for the longest time I have emphatically said, “No!”.
Authentic Influence Group
MARCH 14, 2019
“If you are lucky enough to be Irish, you are lucky enough.” The Irish culture has always had a bit of luck associated with it.
Integrity Solutions
APRIL 10, 2019
Clients may not currently view you as a partner, and that’s because success in the past didn’t depend on it. But clients’ expectations have changed, with the choice being evolve or risk being left behind. By Donna Horrigan. Over the past few years, CPAs have seen a dramatic change in the way they run their businesses, particularly as evolving technologies reshape traditional accounting.
The Brooks Group
MAY 14, 2019
Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach. Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way. On the flip side, when your reps don’t adjust their own style to match, they risk overwhelming, bulldozing, or simply annoying the buyer—and losing a potential sale.
pharmaphorum
NOVEMBER 28, 2019
Pharmaceutical companies spend a huge amount of time and resources on creating valuable brand strategies, but when they come to life there’s often a disconnect.
MaBiCo
MARCH 10, 2019
Sales Force Effectiveness – A Path to Success Article by Evangelos Mantzafos – Business Development Manager – MaBiCo. The Growing Importance of Sales Force Effectiveness. For many years, Sales Force Effectiveness (SFE) has been an important subject of discussion among many pharmaceutical companies.
Revosuite
AUGUST 19, 2019
Just over a decade ago, the job of a medical sales representative was desired by healthcare professionals.
ProSellus
MAY 29, 2019
The healthcare sales industry is changing as rapidly as the ER moves on a Saturday night. Pushed forward by the many technological advancements of the past several years, we’re now in what’s called the 4th Industrial Revolution, or Industry 4.0.
Clarify Health
DECEMBER 2, 2019
In December 2019, CMS released the long-awaited details on its Direct Contracting program, the most advanced risk-sharing arrangement to-date. Below is an overview of Direct Contracting, the program’s rationale, challenges, and what it means for the market. What is Direct Contracting ?
CloserIQ
MAY 7, 2019
The sales paradigm has drastically changed. Businesses are expected to be more customer-centric. The buyers are well-informed and cautious with a vast amount of information flowing on the web. Sales reps who are just interested in customer’s money are doomed to failure. Customers want to deal with companies who understand their business pain points and challenges to growth. A strong sales strategy is essential for winning the trust and loyalty of modern buyers.
Sales Talent
NOVEMBER 23, 2019
Make it impactful!! Highlight accomplishments: awards, percent to quota, rankings, large accounts won, success stories, etc. Use bullet points, a minimum of text and clean spacing so that your accomplishments are dead easy to notice. This is the most important of our sales resume tips.
Authentic Influence Group
MARCH 14, 2019
There is a vital ingredient that salespeople often overlook. While they are so exacting about what the pitch will be, how to communicate it from a verbal perspective, often they miss the non-verbals. Recently, I presented at a company sales conference.
Integrity Solutions
APRIL 19, 2019
Coaching Sales Teams and the Link Between Expectations, Beliefs and Performance. The truth is, all of us need coaches. Most people will not work, learn and extend themselves, by themselves, to the extent that they will with the help of a coach who sets high expectations for them. Think about it. In the world of sports, no successful coach ever says to the players, “Okay, you go out and learn whatever you can and practice whatever you want to, and be sure to show up for game day.”
The Brooks Group
APRIL 3, 2019
As the marketplace shifts, your sales organization should also evolve to meet buyers where they want to be met in the sales cycle. This requires an intentional sales hiring strategy. Afterall, your sellers represent your company and what it means to do business with you. Make sure that the sales team you build this year positions you in the right way by hiring for the competencies that translate to high sales performance. . What are Key Competencies?
pharmaphorum
SEPTEMBER 2, 2019
Overview With pricing of drugs at the centre of political and social debate, the market access and pricing environment in Europe has become increasingly challenging over the years.
Salesforce
OCTOBER 21, 2019
You might think that customer relationship management (CRM) software is a solution for sales teams only, but in my experience, CRM can be incredibly valuable to many different teams, especially within the healthcare and life sciences industries.
Revosuite
JULY 15, 2019
For pharma companies, an incentive can mean higher sales and a more motivated sales force.
ProSellus
JANUARY 25, 2019
ProSellus, one of the fastest growing healthcare tech start-ups, recently released a significant upgrade to their Marketing & Sales Acceleration Platform.
Clarify Health
DECEMBER 2, 2019
In December 2019, CMS released the long-awaited details on its Direct Contracting program, the most advanced risk-sharing arrangement to-date. Below is an overview of Direct Contracting, the program's rationale, challenges, and what it means for the market. What is Direct Contracting?
CloserIQ
JANUARY 3, 2019
Succeeding in sales is all about developing the right habits. But not all habits are sales-generating. The industry has changed a lot in recent decades, moving towards a consultative approach. Now, some once-hallowed practices will actively hinder your ability to connect with prospective customers and close deals. If you’re still doing these things, you’re not offering real value to your customers: 1) Trying to sell to everyone.
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