Medical Device Success
SEPTEMBER 2, 2013
Reading time: 5 – 8 minutes. Like I said in a recent post, it is September. There are only four more months remaining in the year. If you are a medical device sales manager, are you getting the most out of your team? If you are a salesperson, are you getting the most out of yourself? How are you going to optimize the rest of the year? A Sales Plan is a good start.
pharmaphorum
DECEMBER 5, 2013
Join a cross-stakeholder panel, including the CEO of Doctors.net.uk, a pharmaceutical industry digital engagement expert and two doctors, to understand areas of mutual interest for doctors engaging with pharma online and the specific types of information and dialogue they are seeking.
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The Brooks Group
JULY 16, 2013
“Give a man a fish, you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”. ~ Lao Tzu. What does this rather overused Chinese proverb have to do with sales process or sales techniques? Let me explain: By providing your team with sales process training , you’re teaching them a methodology which – if the sales process is proven and taught correctly – they can fall back on time and time again regardless of the selling situation in which they find themselves. .
Medical Device Success
AUGUST 20, 2013
Reading time: 3 – 5 minutes. If you are in charge of sales at a small to medium sized medical device company, have you taken a hard look at your sales team and how they are performing? It’s August. You have four more months left in the year. Is this team going to get you successfully through the trade show season and to the end of the year?
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Medical Device Success
AUGUST 7, 2013
Reading time: 4 – 6 minutes. In the last post “50% of sales success is showing up” , the concept of sales as a science was discussed. If you can motivate a sales person to show up more often and more consistently, then how can you influence him/her to be more productive and effective with the customer? The Field Sales Evaluation is one sales management tool that can help make sales people more productive.
Medical Device Success
JULY 23, 2013
Reading time: 2 – 4 minutes. There is an old saying that is still true today. “50% of sales success is showing up.” It is a great quote because it reflects the science of sales. “Showing up” has nothing to do with being persuasive or charming or handsome or pretty. It is part of being methodical. It is about being in front of a prospective customer.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
The Brooks Group
DECEMBER 13, 2013
The Brooks Group is changing and growing, and it’s for the better. We’re growing in terms of revenue and staff size. We’re streamlining our systems and processes to make absolutely sure that our clients have a best-in-class experience with us at every touch point. And the best part of all of this? Because we’re getting more opportunities to engage larger clients on a deep, deep level (conducting much more robust pre-training sales team analyses, deeper content customization, and longer-term sa
The Brooks Group
SEPTEMBER 24, 2013
Moments ago, I experienced an intense flashback. Well, it was as intense a flashback as a guy who spends most of his time in Class-A office space can get. Anyway, let me explain. Ever the believer in personal and professional development, I attended an intensive, four-day leadership workshop several months ago in Wilmington, NC. For me, the most difficult aspect of the program was the requirement that I turn off my cell phone for four days.
The Brooks Group
SEPTEMBER 16, 2013
Last week, we hosted our quarterly IMPACT Selling® public sales training seminar at our conference center in Greensboro, NC. While most of our sales training work involves private programs for client organizations, we really enjoy hosting the public, open enrollment version of this sales training program. Why? Because it allows salespeople representing different products and services from a wide variety of different companies to mix.
The Brooks Group
AUGUST 12, 2013
The other day, I attended a Vistage speaker presentation delivered by a guy by the name of Michael Allosso. Allosso has a fascinating background in show business – among other things – and the main takeaway from his talk was we always need to be “on” and aware of how we’re coming across to others. A particular aspect of his presentation about the concept of “micromessaging” caught my attention.
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The Brooks Group
AUGUST 5, 2013
Several years ago, I met a man who sold insurance. He handed me a Round-Tuit. You may have seen one of these things. It's a wooden coin that says, "Tuit" on it. Aside from being a clever gimmick for a man selling insurance, it provides an important lesson for the rest of us. A Round-Tuit is of those things – a project, an email, a phone call, a conversation – that you’ve been putting off.
The Brooks Group
JULY 23, 2013
Wow! We've earned another spot on Selling Power Magazine's prestigious list of the Top 20 Sales Training Companies. As you can imagine, we're all honored. We believe it's a reflection of two things: 1. Our clients' results. 2. The strong group of people that make up The Brooks Group's team. According to Selling Power , they ranked companies based on five criteria: 1) Depth and breadth of training offered.
The Brooks Group
JULY 19, 2013
The vast majority of the programs we put together are in-house sales training programs. After 36 years of creating these programs, we've learned a lot! So, if you're building an in-house sales training program, avoid the mistakes we've made. Not every program we deliver is at a client's location, though. Every few weeks or so, we get the opportunity to host a group of salespeople or sales managers at our training center in Greensboro, NC.
The Brooks Group
JULY 9, 2013
Is Sales Training a wise investment in your sales team or a complete waste of money? Well. That all depends. Hiring an outsourced sales training provider to conduct a sales training initiative can either be one of the most successful investments you can make in your sales force, or it can be an enormous – and embarrassing – waste of your company’s time, money and resources.
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The Brooks Group
FEBRUARY 20, 2013
This post is the second in a series by Mark Ippolito. Mark is a Sr. Manager with Lenati and leads Lenati’s Sales Optimization Practice. Lenati’s solutions for sales strategy and design, segmentation, account planning, field enablement, partner channel development and sales measurement have been deployed at leading technology, software, and telecomm companies including Adobe, Google, T-Mobile, WebTrends and many more.
The Brooks Group
FEBRUARY 8, 2013
This post is by Mark Ippolito. Mark is a Sr. Manager with Lenati and leads Lenati’s Sales Optimization Practice. Lenati’s solutions for sales strategy and design, segmentation, account planning, field enablement, partner channel development and sales measurement have been deployed at leading technology, software, and telecomm companies including Adobe, Google, T-Mobile, WebTrends and many more.
The Brooks Group
JANUARY 30, 2013
We all become enamored with a new concept every now and then. It's practically predictable that a buzzword will come along and grip everyone in an industry for a year-or-so. Right now, in our line of work, the "hot" concept is gamification. Our industry has fallen in love with the concept of Gamification. When I say our "industry," I'm talking about the network of consultants, sales trainers, speakers, and software developers serving salespeople, sales managers, sales leadership, and sales dep
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