2017

Why you need Key Opinion Leaders?

Medical Device Success

Reading time: 2 – 3 minutes. Key Opinion Leaders (KOLs) can be a very powerful component of the marketing plan for medical device companies of all sizes. Every day we see numerous advertisements where various types of celebrities are supporting products, services or charitable causes.

Vacancy Management for Pharmaceuticals

MaBiCo

Vacancy Management for Pharmaceuticals. Coping with sales force attrition and its effects is a major challenge for many pharmaceutical companies in Greece and in Europe.

Selling to Physicians from a Physician’s Perspective

MedCepts

Doctors are natural skeptics. Remember, doctors were educated in scientific communities.

7 Must-Have Time Management Tips for Salespeople

The Brooks Group

As the old proverb says, “time is money.” No one knows how true this is more than sales professionals. Every minute your salespeople spend not engaging in high-gain selling activities represents lost opportunities—and lost revenue. . Success in sales involves juggling many different tasks—some are tedious and time consuming, but simply cannot be avoided. That’s where solid time management comes into play.

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CX 1st Steps: How to start your Customer Experience for the biggest impact

Clarivate

Executive Overview. Are you new to CX (Customer Experience)? Trying to help your company understand what CX is and is not? Want to link CX to what matters to your CEO? Not sure where to start? Answering these questions as a new or experienced CX leader is not only a common starting point but a very useful way to reflect on how things are going with your CX efforts. First, let’s begin with “What is CX?” A lot of companies with CX tools and point solutions are jumping on the CX bandwagon.

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Sales Rep and Physician Relationship from a Physician’s Perspective

MedCepts

This article deals on the psychology of selling to physicians. Selling involves skills and traits which improve the possibilities of getting a sales concluded. In the medical trade, it is normal for the physician to interact with numerous medical representatives.

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Tips on Social Networking in the medical and healthcare industry

MedCepts

Tips and Benefits of Social Networking. Social networking is powerful when you understand the benefits (and recognize potential negatives) to investing your time and efforts across social sites.

MedCepts Recruiting Division rated #2 (of 6,000 firms) for 2013 Most Influential Sales Recruitment Firms

MedCepts

MedCepts Receives Top Recruiter Award as recognition of being in the top Most Influential Sales Recruitment firms across America.

Tips on Starting, Developing and Building a Job Board in the Medical and Healthcare Industry

MedCepts

Starting a niche job site or a networking community in the medical and healthcare industry can be extremely rewarding. Likewise, this holds true for building a job board or networking community beyond the niche industry of medical and healthcare.

Selling with a Start Up Company over a Big Brand Company

MedCepts

Rep Survey Insight: Independent 1099 Medical Device Reps prefer selling with a Start Up Company over a Big Brand Company. A sample survey was conducted by targeting multiple divisions of our medical sales rep network with 5,751 total qualifying respondents.

First Impressions Matter in the Medical and Healthcare Industry

MedCepts

Many of us can agree, first impressions are very important. The first impression made can be a crucial factor to your success as an individual, business, team, healthcare provider, sales professional, website or brand. A first impression is made within 50 milliseconds to 7 seconds.

Selling to Dentists

MedCepts

Five (5) Tips for Selling to Dentists, from a dentist’s perspective. These are Tips formulated by a dentist from their own dental practice experiences and working with experienced dental sales reps.

4 Step Action Plan for Sales Target Achievement

The Brooks Group

Step Action Plan for Sales Target Achievement . As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end revenue goals we’ve set for them. Maybe your team has veered slightly off track since the target was set? By assessing your current situation and creating an updated action plan, your team will have a roadmap to follow and a renewed motivation for achieving the quota.

What Can Independent Manufacturer Sales Reps Expect From Manufacturers, Suppliers, Vendors & Service Providers

MedCepts

What Can Independent Manufacturer Sales Reps Expect From Manufacturers, Suppliers, Vendors & Service Providers. When working directly with Manufacturers, there are several things that can but should never be expected of them by independent sales reps. Initial discussions should be inclusive to identify the roles and expectations of the other. Review the following examples. Product or service – does it meet the needs in your territory or fit within your niche call points?

Should Your Sales Managers Be Selling?

The Brooks Group

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.

5 Creative Ways Your Sales Reps Can Connect with Clients and Prospects This Holiday Season

The Brooks Group

The holiday season can be a challenging time to connect with clients and prospects. While everyone is busy with family and wrapping up year-end activities, they’re also buried in automated holiday greetings. . Skip the mundane, and teach your salespeople these five creative ways to wow their important contacts. Hand Written Holiday Cards. During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!” greetings.

Highly Effective Prospecting Techniques for Your Sales Team in 2018

The Brooks Group

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year. First Things, First: Define a Qualified Prospect.

5 Ways Your Salespeople Are Wasting Time

The Brooks Group

Part of your job as a sales leader is to stay connected to your sales team’s daily habits. That doesn’t mean micromanaging, but it does mean checking in to see if they’re wasting their time—or making the most of it. If you believe time is money, you’ll want to be sure your salespeople aren’t falling into these 5 common time-wasting traps. They spend too much time chasing unqualified prospects.

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The 10 Blog Posts Sales Leaders Found Most Helpful in 2017

The Brooks Group

The end of the year can be extremely busy for salespeople who are trying to close up last minute deals to meet their Q4 target. With many clients and prospects out of the office, however, there are opportunities for your entire sales team to assess what’s going well and where there’s room for improvement. Make the most of any downtime your team has this month to focus on improving sales effectiveness to hit the ground running in the New Year.

The 5 Characteristics of a Qualified Prospect

The Brooks Group

One of the challenges we hear come up over and over again with sales professionals is time management. There are only so many hours in a day to get everything done, so your salespeople have no room for wasting time. What’s the number one way your sales reps can start using their time more efficiently? Getting hyper-focused on the characteristics of a qualified buyer. Understanding the characteristics of a legitimate sales opportunity is a core principle of IMPACT Selling —and for good reason.

5 Tips for Breaking the Monotony of the Annual Sales Meeting

The Brooks Group

The annual sales meeting is a crucial part of setting the tone for the upcoming year with your sales team. It can be rare to get all of your salespeople together in one place, so use the time as productively as possible to communicate strategy, set priorities, and generate excitement for the upcoming year. If you’re intentional about the planning of your annual sales meeting, your salespeople will be more engaged and will walk away prepared to hit their goals in the New Year.

7 Tips for Using Storytelling in Sales Presentations

The Brooks Group

Storytelling in sales is a skill—that when used correctly—can be an incredibly powerful way to convince your prospects of the value of your solution. As humans, it’s in our nature to be drawn to stories. A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story.

Should Sales Managers Sell?

The Brooks Group

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.

Why Corporate Culture is Unbelievably Important for Industrial Distributors

The Brooks Group

Companies in any industry will benefit from having a healthy culture among its employees. But for industrial distributors today, the culture that exists inside of your company can make or break the success of the business. Corporate Culture Plays a Big Role in Employee Branding . We’re hearing from many clients that as baby boomers retire they’re having a really hard time filling their open sales positions.

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17 Creative Sales Incentives (Other than Money) to Motivate Your Salespeople

The Brooks Group

What Is a Sales Incentive? . A sales incentive is money or some other type of reward offered to salespeople for selling a particular amount of goods or services. . Part of being an effective sales leader is understanding exactly what motivates your salespeople. Typically, salespeople go into the profession because they are motivated by money, and the ability to control their own income level.

4 Tactics for Moving Stalled Deals Through the Pipeline

The Brooks Group

Every salesperson has been there; the frustrating experience of a stalled deal in the pipeline. Should your sales reps spend their time trying to revive the sale, or should they cut their losses and move onto the next opportunity? First things first, confirm that the stalled deal is actually qualified. Have your sales reps check if the opportunity meets all the following 5 criteria: . Has a need and is aware of it. Has the legitimate authority and ability to buy or commit.

Should Your Salespeople Have Pricing Authority?

The Brooks Group

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. It can be tricky to find the sweet spot for an offering’s pricing, however. Those in the organization in charge with business strategy should set a price based on market research. But should that price be set in stone? Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)?

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Where Should Sales Managers Spend Their Time Coaching?

The Brooks Group

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? Which salespeople should sales managers spend time coaching? On most sales teams, you will find: Sales strugglers – reps who consistently lag and struggle to make quota each month.

9 Basic LinkedIn Lead Generation Tips for Salespeople

The Brooks Group

Social media has become so much a part of our everyday lives, that it often crosses the line between business and personal. Of course, you don’t want your salespeople spending their time scrolling through Facebook videos of dancing gorillas or goats doing yoga, but LinkedIn is another story. LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads.

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How Brand, UX, and CX work together for Customer Success

Clarivate

Every business delivers a customer experience, and whether this is done with intention or by default, this experience is your brand brought to life. Your challenge is to deliver an intentional customer experience in such a compelling way — whether through the User Experience (UX), through interactions with colleagues (such as Customer Service), or through systems and processes — that this experience drives positive customer attitudes and behaviors.

Connecting Corporate Silos through Journey Mapping

Clarivate

Connect Your Silos. Organizational silos exist, and we will likely never get rid of them, but they are not great for Customer Experience. Silo-thinking prevents effective communication, collaboration, and decision-making. And worse, by its nature silos are inward-focused, and that is the root of many problems when it comes to achieving great CX.

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5 Questions Your Salespeople Should Ask After Every Win

The Brooks Group

The deal is signed and sealed and your salesperson is ready to celebrate the win and move onto the next opportunity. But in order to grow your business and set your sales team up for future success, you should hit pause after a win and analyze what went right. In fact, sitting down and figuring out why you won a deal is just as important as assessing why you lost one. Get intentional about your win reviews, and commit to using the information to make strategic advances over time.

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4 Sales Team Motivation Ideas for the Summer Slump

The Brooks Group

Summertime is officially here. Warmer weather and kids out of school means vacation mode for your prospects—and unfortunately—slowed sales growth for your team. Summer can bring sales slumps in many industries, but the slowed pace of business doesn’t mean your sales team can’t be productive. Amping up sales team motivation in the summer is as important (or more) than any other time of year.

The Top 10 Things a Sales Rep Should Never Say to a Sales Manager

The Brooks Group

My brother and I were chatting in the Atlanta airport on our way to a meeting in Phoenix a few weeks ago and I jokingly asked him, “What are the top 10 things a sales rep should never say to a sales manager?” We laughed and then he suggested I post the question to LinkedIn and see what we get. It was a Saturday, so I chose to watch a movie rather than open my laptop on the flight. By the time we’d landed, there were some great responses.