2019

10 Tips To Help Your Sales Team Meet Their Full Potential

James Meincke

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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.

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.

Seven Principles of Business Integrity

Integrity Solutions

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.

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.

The Importance of Protecting PI’s Prior to Launch

Source Explorer

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More Trending

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.

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.

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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 […].

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.

11 Tips for Improving Your Sales Process in 2019

CloserIQ

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!”.

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.

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? Just how strong is that bond of trust?

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.

When to use War Games in Life Sciences

Source Explorer

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Resigning From Your Sales Job

Sales Talent

Resigning from your job is never easy. Whether you love your job or despise it, you should always leave on a high note and resign tactfully. Sometimes this is hard to do, but if you keep it simple and professional, you shouldn’t have any issues or “burn bridges” In addition to resigning with your boss in person; you should follow up the conversation in writing.

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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.

How to optimize access to HCPs

Revosuite

Just over a decade ago, the job of a medical sales representative was desired by healthcare professionals.

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.

Why CRM in Healthcare and Life Sciences Makes Sense

Salesforce

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.

CRM 52

8 Ways CRM Data Can Boost Your Sales Strategy

CloserIQ

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.

CRM 83

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. Benefits of Working With A Digital Agency. Focused skill set.

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.

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.”

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. . What are Key Competencies?

New Commercial Models in the Pharma Industry

Source Explorer

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What is a Moment of Truth?

Clarivate

What is a Moment of Truth and How Does It Impact Revenue? A Moment of Truth, (MOT) is a “make or break” in a relationship with your customer. It is not just something that bothers or irritates your customer – it is an interaction that really matters to your customer. Did you get their bill correct? Did you answer their customer service question accurately? Do you say “thank you” for their business at renewal time?

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Romantic Influence

Authentic Influence Group

"We accept the love we think we deserve” [i] said Stephen Chbosky. When I was in high school, I had two friends. One, Sarah was absolutely gorgeous, the kind of girl that makes us all jealous. My other friend, Amanda, was not as attractive, although she was the life of the party.

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Thriving in open space as an introvert

Authentic Influence Group

Most of us cut our teeth in a business world where you at least had a cubicle wall between you and your co-worker. Picture it: you finally reach the point where you are about to get your own office, you’ve watched others get an office, you’ve pined for an office.

Five Things CEOs Want Their Sales Leaders To Know

Integrity Solutions

When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO. But it’s not just because the sales organization is out there closing deals.

Sales 82

5 ways leaders can increase a culture of trust

Integrity Solutions

What are you doing every day to strengthen the culture of trust with your employees and customers? In our recent sales coaching research , 76% of the firms told us coaching is a critical driver of success.

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 82

9 Bad Sales Habits Every Rep Should Avoid

CloserIQ

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.