Medical Device Success

DECEMBER 17, 2010

Reading time: 4 – 6 minutes. This is the seventh post in the series on Strategic Planning. Note that you can subscribe to the blog postings by completing the form in the “Subscribe Free” tab. Or, you can link with an RSS feed. Now it is time to set Key Goals with your team. You want to be sure that your destination….Point E….is very clear. A picture of the landscape ahead of you on the road from A to E should be relatively clear.

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The Brooks Group

DECEMBER 21, 2010

. The Brooks group is developing a new book, High IMPACT Selling. We're completely revising the original (first published by The Brooks Group in 1988). It'll probably be out by March 2011. Right now, everything is set except for the Introduction. That's where you come in. Sales 2.0 is a thread that runs throughout the book, but I want to frame up our discussion on the front end.

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Medical Device Success

DECEMBER 8, 2010

Reading time: 5 – 8 minutes. This is the sixth post in the series on Strategic Planning. Note that you can subscribe to the blog postings by completing the form in the “Subscribe Free” tab. Or, you can link with an RSS feed. If there is a SWAT team nearby, then you know there is a crisis of some sort. That is what we are trying to avoid with some good planning.

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Medical Device Success

DECEMBER 3, 2010

Reading time: 3 – 4 minutes. Fifth post in the series on Strategic Planning. There is an old saying that to “assume” makes an “ass out of you and me”. For my international readers this is a play on the word “assume”. If you break it up, it looks like this “ass u me”. However, in strategic planning a set of assumptions is important. It is especially important if you have delegated some of the planning to other people in your team.

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Distribution

Medical Device Success

NOVEMBER 29, 2010

Reading time: 4 – 7 minutes. The best place to start strategic planning is with DATA….data that is as accurate as possible. Data is factual. Data forces intellectual honesty. And, good data sets the groundwork in determining your starting point as you map out your strategic journey for the next year. You may know where you want to go….”Achieve 20% growth in our SuperDuper Surgical Instrument”.

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Competition Sales Marketing Medical 100

Medical Device Success

NOVEMBER 17, 2010

Reading time: 2 – 4 minutes. This is the first in a series of posts about creating a Strategic Marketing and Sales plan for your company. “A goal without a plan is just a wish.” Antoine de Saint-Exupery, French Aviator and Writer. Fact is that people, businesses, athletes and teams that have a detailed plan about how they are going to achieve their goals are more successful than those that don’t.

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Medical Device Success

NOVEMBER 17, 2010

Reading time: 2 – 3 minutes. Welcome back – this is the third of a series of posts on Strategic Marketing and Sales Planning. A good strategic plan consists of the following elements in this order: Data. Assumptions. SWOT Analysis (Strengths, Weaknesses, Opportunities and Threats). Key Goals. Key Strategies. Tactics that support the Key Strategies.

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Medical Device Success

NOVEMBER 9, 2010

Reading time: The post Welcome to Medical Device Success! appeared first on Medical Device Success - Ideas You Can Put To Work Today!

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Medical Consulting 100

The Brooks Group

DECEMBER 17, 2010

We're pleased to announce that in the first-ever Top Sales Awards, our founder (and my father), the late Bill Brooks, was inducted into the Sales Hall of Fame. He was included for his amazing contributions to Professional Selling. Although he passed away in 2007, his books, audios, and speeches continue to inspire salespeople all over the world. Yesterday's announcement was recognition for his great work.

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The Brooks Group

NOVEMBER 30, 2010

Yesterday, I had the opportunity to speak to a group of Wartburg College students about Professional Selling. Since we’re in the business of elevating the sales profession, I jumped at the opportunity. During the presentation, one of the students – Nathan Welsch – asked about the ethical dilemmas that arise during the course of selling. Nathan’s question got me thinking about the ethics for the sales profession.

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Safety

The Brooks Group

OCTOBER 18, 2010

Part of our mission statement at The Brooks Group is to help our clients build Sales Cultures. And, often, when we’re sharing that goal, we get asked….” What’s a sales culture.” Here’s my take. It’s adapted from my father’s 2004 best-selling book, The New Science of Selling and Persuasion. 1. The sales department must be or have the potential to be profitable.

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The Brooks Group

OCTOBER 4, 2010

You hear the word “ solution ” a lot. Everyone offers some kind of a solution. Whether you sell a complex piece of computer equipment or a handkerchief, you have a solution. The problem is that when everyone says the same thing, it becomes background noise… For example, “ we offer the best customer service ,” is really meaningless because everyone says it.

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The Brooks Group

SEPTEMBER 24, 2010

For 10 years, The Brooks Group has been helping Air Force Reserve recruiters perform their work in a professional, applicant-focused way. It's work we enjoy because it allows us to help men and women who do so much for our nation. Earlier today, I was talking to Kevin Reinert , the Vice President of Military and Government Services here at TBG and he shared some fantastic news.

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The Brooks Group

SEPTEMBER 3, 2010

Sales can be a great career. But, like anything, there are benefits and drawbacks. If you're considering a career in sales, maybe this will be a good place to start. I hope the list will grow over time. Pros. Flexibility. Potentially unlimited income. Customer interaction. Meet many different people. Relative level of control over your destiny. Transferrable skills.

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Competition

The Brooks Group

AUGUST 24, 2010

It's a question we hear a lot: Should I spend my time with top performing salespeople or bottom performers? Aren't you better off investing your time with responsive salespeople? After all, a good coach brings value to great players and sub-par ones. The same is true in sales management. However, if the salesperson you're coaching won't heed your advice, it's a waste of everyone's time.

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The Brooks Group

AUGUST 13, 2010

There's a fine line between confidence and arrogance. Here's what I mean. Confidence is the feeling or belief that someone can rely on you. Arrogance is having or revealing an exaggerated sense of one's own importance or abilities. Here are some differences between the two. Arrogance is exaggerated, meaning it's "larger" than reality. Confidence is a suitable dose of reality.

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The Brooks Group

JULY 9, 2010

Do these 21 Characteristics from the 1930s hold true today? The ingredients required for success in sales haven't changed much in the last century. At least that's my thought. Here's what I mean. We have an old poster hanging in our office. It's from the 1930's, I think. And, granted, it's a bit out of date, but I like it for the lessons it teaches.

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The Brooks Group

JUNE 29, 2010

The most powerful word you can learn in any sales negotiation training program is this: "." That’s right! Say nothing. Nada. Zilch. Zero. Silence! When a prospect says, for example, "You’re price is WAAY too high.". Respond with, ".". You might feel awkward. But your prospect will have to say something. And that means they’ll tell you why they think it's too high.

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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.

FDA

The Brooks Group

JUNE 28, 2010

If you decide to upsell or market another product to people who have already bought something from you, make sure your offering is in alignment with what they actually need. The other day, I opened a fortune cookie and discovered a sales blunder. " Did you remember to order your take out also " failed because I was already sitting on my couch, having just finished my takeout.

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The Brooks Group

JUNE 23, 2010

It turns out that there are a few of you out there who watch our blog, but aren't sure what we do here at The Brooks Group! Please let me fix that! We help organizations improve their sales performance. We do that by providing sales and management assessment, training, and retention tools. The customer-focused sales process we tailor to our clients is called IMPACT Selling ®.

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The Brooks Group

JUNE 18, 2010

The other day, I had a great telephone conversation with Anthony Iannarino from The Sales Blog. As an aside, it's a lot of fun to connect with someone offline after getting to know them online - especially given what we talked about. In the interest of full disclosure, he and I have no connection other than that we both manage sales blogs. I will say that, because his content is so interesting, I'm hoping he'll bring a guest post to us here at Sales Evolution.

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The Brooks Group

JUNE 14, 2010

I have been thinking a lot about sales questions lately. Here at The Brooks Group, we teach salespeople how to use nine, different types of sales questions. Here they are: Problem-Resolution Questions. Agitation Questions. Solution- and Feeling-Based Questions. Needs-Based Questions. Feature-Benefit Questions. Objection-Testing Questions. Yes/No Questions.

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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.

Specialization

The Brooks Group

JUNE 4, 2010

Here's a magic formula: > as trust in you and > confidence in the value of what you're offering rises, > fear of buying disappears. I'd like to say a few things about building confidence in the value of what you're offering. Price objections occur when you haven't built enough value for what you're offering in the minds of your prospects. However, that shouldn't be a problem because.

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Education Sales Competition Training 40

The Brooks Group

MAY 25, 2010

I was on LinkedIn the other day, and came across a question about whether Sales 2.0 has killed Cold Calling. I decided to share my answer with our blog readers, too. To me, a cold call has three basic elements: You have never spoken to the individual you’re calling. They’re not expecting your call. They didn’t request for you to contact them through some form of marketing material like a website or a newsletter.

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The Brooks Group

MAY 19, 2010

It’s easy to become discouraged in sales. Constantly staring rejection in the face can be unpleasant. So that means it’s important to stay motivated. But, by now, everyone knows that you can’t motivate anyone but yourself. That's because motivation has to come from within. Motivation is an intrinsic sense that can’t be created by an extrinsic force (a sales manager).

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The Brooks Group

MAY 14, 2010

Yesterday, in an impressive value-building move, our bank sent us a 40-minute video of a recent speech by bestselling business author Jason Jennings. He spoke about his research on top-performing companies. It was a great presentation, but one thing he said really caught my attention…. Great Companies Turn What They Do Into a CAUSE. A cause, he said, is more than a mission statement or vision statement.

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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.

Management

The Brooks Group

APRIL 26, 2010

No matter how you look at it, people buy from other people. In sales, the term Business-to-Business refers to transactions between two or more corporate entities (and their employees) interacting in a complex manner to exchange value. These transactions can appear impersonal, highly-technical, and lengthy. Generally speaking, the term Business-to-Consumer refers to quick sales between a business (or its agents) and individual consumers in simpler interactions.

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The Brooks Group

APRIL 22, 2010

Earlier this week, I was in Las Vegas for Selling Power Magazine 's Sales Leadership Conference. It was for sales leaders who wanted to create more effective sales teams that yield higher productivity, sales, and customer satisfaction. If there was a thread running through the conference, it was that we -- as Sales Leaders -- need to listen. We need to listen to our customers.

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The Brooks Group

APRIL 9, 2010

Nothing is quite as important when you’re talking to a prospect as the questions you ask. Here are 37 customer-focused, non-manipulative, open-ended sales questions. I've included a mix of problem-resolution questions, agitation questions, solution questions, needs-based questions, feature-benefit questions, objection testing questions, and even a few feeling questions.

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The Brooks Group

MARCH 15, 2010

“The only thing about change is that it changes things.” - Yogi Berra We’ve been hosting Sales Buzz Radio -- our free monthly internet radio show -- for a couple of years. We always get excited about the shows and this month’s (12:00 p.m. Eastern Time this Thursday, March 18) is no exception. Our guests will be John Sullivan and Jude Acuff, partners in SalesVision, a sales development and sales management coaching consulting practice.

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Advertisement

The global landscape of clinical trials is rapidly changing as studies become more complex. An increasing number of sponsors are seeking enhanced flexibility in their supply chains to address a variety of clinical supply challenges, including patient demand and reducing delays. Demand-led supply and direct-to-patient distribution are next-generation solutions that are helping to meet these growing needs, allowing for more streamlined processes and patient-centric studies.

Patients