2019

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What can Yazoo teach med tech companies about eNewsletters?

Medical Device Success

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. I only know about them because I needed a very long rugged tube to ship a large printed graphic to a medtech trade show. I was going crazy trying to find a supplier with such a tube.

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Financial Advisors and Body Language

Authentic Influence Group

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. There are a ton of variables in the process of building a relationship with clients in the financial service sector, but none come close to the importance of trust. Becoming a Better Financial Advisor with the 80/20 Rule Vilfredo Pareto, an Italian economist in 1896 found that around 80% of effects come from 20%

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5 Steps to Building a Successful B2B Sales Team

CloserIQ

As founder and CEO of a B2B SaaS startup , I realized fairly early the importance of a team-driven approach to sales. The fast-paced nature of our industry leaves a small margin for error, with constant iterations for improvement being a mandatory practice. While persistently iterating for optimal solutions, I’ve also noticed the opportunities for improvement with counterparts in the B2B space.

B2B Sales 101
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How do your clients view you today?

Integrity Solutions

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.

Sales 98
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European Clinical Supply Planning: Balancing Cost, Flexibility and Time

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Overcoming Rejection in Sales: 7 Secrets Your Sales Reps Need to Know

The Brooks Group

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.

Sales 96
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Top 10 CX and Journey Mapping Videos

Clarivate

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.

More Trending

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6 CMS Direct Contracting Questions Answered

Clarify Health

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. 1. What is Direct Contracting ? CMS’ most advanced risk-sharing program yet. ACOs take risk on the total cost of care for their Medicare FFS beneficiaries each year.

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Top Ten Sales Resume Tips

Sales Talent

1. 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. 2. Make it (extremely) easy to read. Recruiters spend an average of seven seconds reviewing each resume they received.

Sales 52
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How to Build a Successful Sales Team

MaBiCo

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. Therefore, all organizations who take themselves seriously must master the art of successful sales team building and sales force development.

Sales 52
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5 Reasons Why Your Business Should Use CRM Software

Revosuite

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. Excellent customer service can reduce customer churn, boost client satisfaction, and increase revenue. CRM solutions can help achieve all of these as business objectives, thanks to its many tools.

CRM 52
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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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40% response rate to Snail Mail in Medtech?

Medical Device Success

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!”. However, under special circumstances and executed correctly, you may get an excellent response rate. The key words here are “under special circumstances and executed correctly”.

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The Luck of the Irish!

Authentic Influence Group

“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. Although as a trained non-verbal communication buff I see it another way… Irish often possess these power traits: Optimism - Most born and bred Irish people have a very optimistic outlook on life. The glass is half-full or utterly full as they see it.

Training 130
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5 Terrible Sales Techniques That Are Costing Your Company

CloserIQ

Salespeople have a bad reputation. Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off.

Sales 100
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People Rise to Their Belief of Your Belief in Them

Integrity Solutions

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.

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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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4 Customer Personality Types Your Sales Reps Must Be Able to Recognize

The Brooks Group

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.

Sales 87
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The most important relationship a successful medical device rep can have…

ProSellus

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 […]. The post The most important relationship a successful medical device rep can have… appeared first on ProSellus.

Medical 52
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How to apply global brand strategies to every customer interaction

pharmaphorum

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. Strategy and execution can easily drift apart when tactics come to life, making it harder for them to drive business and deliver on the long-term action plans to engage with healthcare professionals.

Pharma 52
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6 CMS Direct Contracting Questions Answered

Clarify Health

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. 1. What is Direct Contracting? CMS’ most advanced risk-sharing program yet. ACOs take risk on the total [.].

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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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Pharma R&D’s Big Challenge: Speeding Up Clinical Innovation

Salesforce

The outlook for the pharmaceutical R&D sector hasn’t been quite so bright in recent years. The industry has faced numerous headwinds: pricing pressures, patent expirations, longer development cycles, and increased regulatory scrutiny. By one measure, a recent study from Deloitte indicates that pharmaceutical R&D ROI is at its lowest level in nine years, a paltry 1.9%.

Pharma 52
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Tips from Infuse Medical: Working with a Digital Agency

Infuse Medical

Finding and establishing a strong relationship with a digital agency can play a vital role in how you can differentiate your company from your competitors. Here are four tips and benefits of working with a digital agency. 1. Benefits of Working With A Digital Agency. • Focused skill set. A digital production agency specializes in areas not commonly found with an in-house marketing team.

Medical 52
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How to optimize access to HCPs

Revosuite

Just over a decade ago, the job of a medical sales representative was desired by healthcare professionals. Direct to physician advertising did most of the heavy work while all was required from a rep is to finish the job, because there were less competition and fewer sources of convenient information access. Physicians enjoyed welcoming sales reps in their offices for.

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Sales Force Effectiveness – A Path to Success

MaBiCo

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. That is because the largest costs for big pharma have to do not only with research and development for new therapies but mainly with sales and marketing.

Sales 52
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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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What Most Sales People Miss

Authentic Influence Group

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. This conference brought together various sales representatives to train them on a variety of issues.

Sales 130
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How to Onboard New AEs

CloserIQ

New Account Executives are coming to your company with more sales experience than SDRs. So it’s tempting to think that the onboarding process just isn’t that important. In fact, it is still critical for AEs’ long-term success. According to a study conducted by Click Boarding , new employees who go through a formal onboarding process are 58% more likely to remain with the organization for three years or more.

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Does Your Company Keep Its Promises?

Integrity Solutions

All healthy, long-lasting customer relationships are based on trust, integrity and mutual respect. In our private lives, keeping a promise is seen as something sacred. We swear to cross our hearts, hope to die, and stick needles in our eyes before breaking that trust. But what about in the business world? Do customers have faith that companies will keep their promises?

Sales 86
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Key Competencies for Sales Representatives in Today’s Complex Marketplace

The Brooks Group

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. .

Sales 85
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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 “Must Have” skills of the Medical Device Salesperson are changing… Are you?

ProSellus

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. The Old vs. New With this turning of the tides, medical device salespeople need to redefine themselves and […].

Medical 52
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Innovative contracting in Europe – a Trojan horse?

pharmaphorum

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. Innovative contracting has since become a common route to overcome these challenges and ensure timely access for patients. Focus Join us on Monday 2nd September from 15:00-16:00 BST as we discuss the future of innovative contracting with our panel of European payers.

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Direct Contracting: CMS takes its next bold step in value-based care, but the clock is ticking

Clarify Health

After months of waiting, the Center for Medicare & Medicaid Innovation (CMMI) released details on the Direct Contracting Payment model options on Monday via a Request for Application. The 100-page document tells us many details about the model but leaves several key questions unanswered. Below, we share a summary and first reactions. We’ll be following up in the [.].

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Starkey Hearing Technologies Wins Manufacturing Leadership Award through an Effective Customer Journey Mapping Program

Clarivate

CFN Customer, Starkey Hearing Technologies, has been recognized as a leader in the manufacturing industry by the National Association of Manufacturers because of their operational excellence. . Starkey is committed to understanding their customers’ experiences and acting to constantly improve the interactions that matter most to their customers. They knew they needed a way to identify what mattered most to their customers and a way to drive their own focus and actions to improve those customer i

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Accelerating Clinical Supply Through Integrated Drug Development

As the development pipeline for new drugs continues to grow, biopharmaceutical companies are re-evaluating how to best manage and balance resources across an increasing number of development projects and complex clinical trials. There are two approaches that can be used to speed a drug from development to clinic faster: timeline compression and parallel processing, but only one that considers the benefits of integrating clinical supply into the overall drug development process.