Medical Device Success
JANUARY 29, 2014
Reading time: 4 – 6 minutes. What will you be doing to increase your marketing acumen and ROI in 2014? Observing the marketing efforts of small and medium sized medical device companies; I continue to be amazed at how poor and misdirected the majority of these efforts are. One problem for these companies is that they may not be able to afford true marketing and product management talent.
pharmaphorum
DECEMBER 8, 2014
With challenges to highly priced rare disease medicines and the Cancer Drug Fund evolving again – what is next, what are the ramifications for high priced/innovative treatments delivering beneficial outcomes to defined patient populations in the UK and how can pharma navigate seemingly choppy waters of access for rare disease treatments and orphan drugs?
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The Brooks Group
OCTOBER 9, 2014
Lots of companies seem to struggle with job titles for their salespeople. For some reason, many seem leery of our favored, simple descriptor: “sales professional.” In a few circles people go to even greater lengths to hide their real function behind an innocuous name (think “real estate agent.”). So I set out to create a list of every euphemism I could think of.
pharmaphorum
OCTOBER 29, 2014
Non-adherence to self-management regimens in diabetes is globally a widespread, costly and ultimately life threatening issue. Reasons for non-adherence are complex as the nature of the condition involves adherence to lifestyle, medication and diet changes, which individuals at times can find difficult to accept and adjust to. It is important to consider that the factors that influence each individual's ability to self manage are often very different and can equally affect patient outcomes, makin
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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
pharmaphorum
OCTOBER 22, 2014
A pharmaceutical industry multi-stakeholder interactive discussion on some of the unique challenges faced today in marketing pharma brands effectively to exploit areas of unrealised opportunity, plus what is required from both strategic marketing and research to deliver in view of this.
The Brooks Group
SEPTEMBER 30, 2014
Selling is both a talking and listening art and science. You have to be able to listen to verbal communication as well as detect non-verbal clues. During your sales presentation, there must truly be an absolute balance in communication. The interesting thing is that the most common error in sales falls on the side of talking too much instead of listening too much. 6 Tips for Improving Your Sales Listening Skills.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
The Brooks Group
SEPTEMBER 23, 2014
Nepotism is a fact of life in the business world. In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family. Sometimes, however, nepotism can be a plague to a business. This is especially true when nepotism manifests itself in the form of underperforming salespeople who only keep their position because they are personally close to the founders of the company.
The Brooks Group
SEPTEMBER 11, 2014
There are many interpretations of what sales success "looks" like. But what are the specific characteristics of the most successful salespeople? There are many. Do the characteristics of the most successful salespeople include: Having an above-average closing ratio? Consistently meeting or exceeding quota? Make more contacts than are required? Spending more time out in the field than most?
The Brooks Group
SEPTEMBER 9, 2014
In the world of professional selling, particularly when selling to the purchasing department, it's commonplace for buyers to do their best to commoditize your product or service. When prospects are comparing your proposal to the competition in an attempt to create a bidding war, the buyer is working to further put themselves in the driver's seat and get the lowest price they can.
The Brooks Group
SEPTEMBER 2, 2014
While the world of professional selling can be full of uncertainty and adversity, having some baseline rules for sales success can be a huge time saver. The following 7 rules for sales success are based on principles that have proven themselves successful with hundreds of thousands of salespeople worldwide. Here they are: The 7 Universal Rules for Sales Success. 1.
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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.
The Brooks Group
AUGUST 27, 2014
Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering. The challenge? Many technical salespeople tend toward "feature dumping" instead of building value in the mind of the buyer.
The Brooks Group
AUGUST 14, 2014
Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won't cut it anymore. Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end.
The Brooks Group
AUGUST 12, 2014
In the face of a rapidly shifting marketplace, companies - and sales teams - are having to change focus.fast. Oftentimes, the reason for such a shift involves a "go to" market going away. This often means moving your focus into a new, untapped market. . When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. .
The Brooks Group
AUGUST 5, 2014
All parts of a business are important. From customer service to marketing to accounting, a company needs to be able to handle responsibilities across several fields in order to succeed. However, for businesses that want to maintain long-term success, the most important area to be strong in is sales. Mark Cuban, billionaire entrepreneur and owner of the NBA’s Dallas Mavericks , told Reddit recently that sales are the most important element of small businesses.
Advertiser: ZoomInfo
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
The Brooks Group
JULY 31, 2014
. Our research tells us that only 41% of senior sales leaders have confidence in their organization's ability to attract, hire and retain top sales performers, yet many front-line hiring managers rush to fill open sales positions. To make sure the sales hiring process inside of your organization ensures you only hire top-performers, senior execs must provide a multistep roadmap for hiring.and hold managers accountable to it.
The Brooks Group
JULY 22, 2014
One of the most common misconceptions about the world of sales is that salespeople are born, not made. It is true that some people are more naturally inclined to be successful salespeople than others. However, the important thing to remember as a sales manager is that almost anyone can sell in the right environment. These tips will help you learn how to train anyone on your sales team to be successful at selling.
The Brooks Group
JULY 17, 2014
Identifying, interviewing and hiring the right salespeople is one of the most difficult elements of a sales manager’s job. One of the easiest ways to separate the poor sales performers from the good ones is to ask the right questions during their initial interview. Solid, proven interview questions to ask sales candidates will help you understand what kind of person they are and how well they will fit into your company’s culture.
The Brooks Group
JULY 8, 2014
Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves. There are three elements of success that sales managers must incorporate into their work if they want a high level of performance from their sales team. 3 Reasons Your Sales Manager
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.
The Brooks Group
JUNE 26, 2014
Are members of your sales team communicating 15 different messages? Here’s how you can go about improving consistency in sales organization messaging. Having a consistent sales message is one of the most important elements of success for your sales team as a whole. You need consistency in sales organization messaging so that your customers get the same message from everyone at your company with whom they interact, thereby creating a strong impression of your brand. 5 strategies for improving con
The Brooks Group
JUNE 24, 2014
It's not unusual to find salespeople who think price is more important than other factors when it comes to a customer making a purchase decision, especially when that salesperson is a price-buyer in his or her personal life. 2 Reasons Why Price-Buying Salespeople Will Kill Your Margins. 1. Price-buying salespeople project their feelings onto their customers.
The Brooks Group
JUNE 12, 2014
A Strong Sales Coaching Culture Starts at the Top. The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training. Allowing the sales managers the time and latitude to get into the field and. Communicating that sales coaching is all about growth and improvement performance, not eliminating people.
The Brooks Group
JUNE 11, 2014
Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you're experiencing exorbitantly high sales turnover, it's even worse. Sales organizations, like any other organization made up of human beings, will experience personnel change. With people changing not only jobs, but entire careers multiple times in their lives, this is to be accepted, anticipated and factored into the equation.
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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.
The Brooks Group
JUNE 10, 2014
Perhaps the most common error made by organizations trying to fill sales management slots is the tendency to promote a strong sales performer into a sales management role. In some cases, the salesperson who is appointed to be sales manager is the last one standing after the smoke has cleared. In organizations with high turnover this is far more common than in ones with a lower loss of personnel.
The Brooks Group
JUNE 5, 2014
. Salespeople must be hired with caution, launched with clarity and the under-performing ones replaced with dispatch. The essence of this rule lies in the speed of hiring and the speed of firing. They both need to move at their own proper speed. The correct speed? Hire more slowly and fire more quickly. The real-world? Sales organizations hire too fast and fire too slow.
The Brooks Group
JUNE 3, 2014
Sales success is ultimately based on achieving a set of pre-determined sales goals or objectives within a prescribed time frame. The most successful sales leaders understand that they and their salespeople must jointly work together when setting sales goals that salespeople will be committed to achieving. Old school sales leaders have a tendency to tell salespeople what they are supposed to do when setting sales goals.
The Brooks Group
MAY 27, 2014
Sales reps are typically not the most popular people in the world. It's not their fault, but is rather the result of years of built up social stigma in society. Nobody likes to be sold to, so people tend to be on their guard around salespeople. They're naturally distrustful, if not openly hostile. This makes it difficult enough for your team to do their jobs successfully, but their job is to overcome such adversity, so they soldier on.
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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.
The Brooks Group
MAY 19, 2014
No matter what industry you're in, if you have customers, then customer relationship management software is an essential tool. But having CRM is only half the battle. Your sales reps need to know how to use it if you're going to have a successful CRM implementation. So here are some tips for how to execute CRM successfully. 4 Tips For A Successful CRM Implementation.
The Brooks Group
MAY 8, 2014
As a sales leader in your company's sales department, you're ready to implement a CRM platform. You've heard great things about what it can do, how it can help you keep better track of your customers and streamline your workflow. You're thrilled with the opportunities it presents. But you know who isn't thrilled? Your salespeople. A recent research study we conducted told us: Only 43% of salespeople report that their organization's CRM solution is helpful to their sales efforts, and. 60% of sale
The Brooks Group
MAY 6, 2014
How Sales Leadership Can Prevent A Sales Culture Shift. You're planning a major shift in your sales culture and all the details are carefully planned out. Your new strategy is designed to ensure you're hiring and retaining the right people, enabling sales coaching, building your customer base, and ultimately increasing sales. It will help your company significantly.
The Brooks Group
MAY 1, 2014
I recently interviewed Kathleen Steffey, CEO of Naviga Solutions , one of the top sales placement firms in the US. Naviga is good, so if one of our clients is looking for a sales placement firm, we typically connect them with Kathleen. I had a great interview with Kathleen about the state of sales talent acquisition today. Below are the insights she shared with me.
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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.
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