Contrarian Sales Techniques

DECEMBER 5, 2023

Did you know that a well-trained pharmaceutical sales rep can be the driving force behind a healthcare provider's decision-making process? Welcome to the world where sales training isn't just a formality. In this post, we’re diving deep into the realm of pharmaceutical sales training. That’s right.

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Spotio

OCTOBER 7, 2023

If you’re a sales manager, you must dedicate yourself to sales performance management. Fortunately, there are a bunch of solutions you can use to make the process easier! You just need to choose the right tool… What To Look For In Sales Performance Management Software Every sales performance management tool is different.

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Quantified

MAY 22, 2023

Chief sales officers and other sales leaders across the B2B and B2C industries are struggling to find sales professionals with the skills to achieve organizational revenue goals. An action plan to improve leadership skills can also improve company culture, reduce turnover, foster better client relationships, and increase sales.

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Quantified

JANUARY 30, 2023

You may have a vision of ideal sales coaching sessions: the trainer relays product updates and cutting-edge tactics. The trainer takes copious notes, provides feedback and suggestions throughout the simulation, and then offers an insightful, objective assessment immediately afterward. How Does Effective Sales Coaching Look?

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Map My Customers

AUGUST 10, 2022

Why are successful businesses willing to put so much money into mobile sales enablement tools? Because they know it works — according to statistics from G2’s LearnHub , 76% of organizations see an increase in sales between 6% to 20% due to the use of sales enablement tools.

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Quantified

MAY 11, 2022

Communication Skills for Sales Representatives Have Evolved. And when the channels change, the critical skills for sales representatives also change. As a Chief Sales Officer (CSO), you should: 1) Plan and prepare for virtual customer engagement. There is no doubt that selling changed forever following the pandemic.

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Spotio

NOVEMBER 18, 2022

Looking to level-up your door to door sales process in 2022? There is a stigma around door to door sales and that it’s an antiquated way of selling. As the next generation of outside sales reps join the workforce, the majority are unaware just how powerful door to door selling can be. Pillars of the D2D Sales Process.

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The Brooks Group

JANUARY 13, 2020

How you manage your lowest performing sales team members has a significant impact on the overall effectiveness of your sales organization. Are there particular stages of the sales process they’re struggling with? Co-create a Solution. Check out this post for tips to build a positive feedback culture on your sales team.

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Quantified

NOVEMBER 3, 2022

A sales team is the heart of the revenue engine for any business, but only a well-trained sales team can provide the level of growth your organization needs. G2 puts the importance of sales training in much starker terms: “Effective sales coaching can improve win rates by as much as 29%. Let’s take a look.

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Quantified

JULY 27, 2023

Your sales team is underskilled—especially when going up against the competition. According to a recent report from McKinsey , 55% of surveyed sales leaders said only half of their sales force has the required capabilities. A tried and true solution—the battle card—can be a helpful tool for training new employees.

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Integrity Solutions

MAY 24, 2023

What Is Sales Training? Sales Training – at its heart – should be about learning to uncover and identify customer needs, thus creating value and providing service. Successful sales people know is about doing something for the customer – not to the customer.

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The Brooks Group

MARCH 4, 2020

Today, however, the buddy system is all but dead in the consultative sales process. An uber-competitive marketplace, pressure to cut expenses, and a desire to choose the right solution the first time, have truly changed the game. Truly Understand the Problem Utilizing Sales Probing Questions.

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CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

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The Brooks Group

JANUARY 19, 2020

Writing emails using DISC will give your sales reps: Better response rates. Faster movement through your sales process. DISC is a behavior assessment tool that classifies behavior into four personality types with common behavioral characteristics and attitudes. Don’t push the sale. Owner, ATCOM Business Telecom Solutions.

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The Brooks Group

JANUARY 19, 2020

While many of us are currently working remotely and social distancing, sales emails are more important than ever for communication with your clients and prospecting. Sales emails can be challenging to navigate. Writing sales emails using DISC will give your sales reps: Better response rates. Don’t push the sale.

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The Brooks Group

JULY 17, 2015

Marketplace challenges have many sales teams struggling to meet performance goals, but even those teams that consider themselves healthy can stand to take their sales performance temperature every now and again. Turnover in the sales department may also come into play here. Develop a Culture of Sales Coaching Excellence.

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Rep-Lite

OCTOBER 31, 2023

Rep-Lite provides everything you need to level up your medical sales, clinical, and service teams. So you can focus on achieving your sales goals. With over 30 years in the medical staffing and recruiting industry, we have learned how to bring you a modernized solution. We’ll find you high-quality talent quickly.

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The Brooks Group

SEPTEMBER 5, 2018

Sales emails can be challenging to navigate. Writing sales emails using DISC will give your sales reps: Better response rates. Writing sales emails using DISC will give your sales reps: Better response rates. Faster movement through your sales process. Don’t push the sale. What is DISC? David Finch.

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Spotio

NOVEMBER 1, 2022

Just mentioning it in passing has the potential to make even the most seasoned sales professional nervous. Below we look at some of the most common challenges businesses of any size face in a recession: Reduced Sales. Your business will likely find it more difficult to generate its usual sales so you’ll need to adjust accordingly.

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Rep-Lite

OCTOBER 5, 2023

Get A FREE Talent Assessment Today! However, it’s not just about outsourcing the mundane tasks; it’s a partnership that aligns with your company’s goals and culture. Let’s delve into the key aspects of RPO solutions: 1. RPO providers are adept at finding cost-efficient solutions.

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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.

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PM360

SEPTEMBER 7, 2023

Inequity within healthcare overall has been a long-standing issue in need of solutions. Forming synergistic partnerships and working with communities can help create sustainable change because when we “meet” patients where they are, we’ll see the solution probably lies there, too. Challenge the insights being used to make decisions.

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Sales Talent

FEBRUARY 15, 2023

Discover the top 26 sales interview questions, both for beginners and experienced sales professionals. Learn the key insights behind each question, what the interviewer is looking for, and how to answer confidently and successfully. When it comes time to interview, most sales professionals show up to the meeting under-prepared.

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Quantified

DECEMBER 7, 2022

That’s why more and more organizations are switching to sales team evaluations that look at multiple different metrics. But by using the right analytics and sales coaching solution that can deliver reports about the ‘why’ just as easily as the ‘what,’ you can transform your sales teams.

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Quantified

OCTOBER 27, 2022

Sales agents’ roles are continually evolving. As eCommerce sales turn to self-service models and B2B marketing efforts turn toward hyper-personalized account-based marketing efforts, it can feel like the path to a successful sale is getting narrower and narrower. 3 Modern Sales Trends That Sales Teams Need to Know.

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Quantified

JUNE 28, 2022

On the one hand, patient need for access and business need to restore and accelerate sales and prescription momentum have never been more critical. So, as a Sales, Medical, Commercial Excellence, Enablement, or Training Leader in Pharma, what solutions do you have today to do that? 6 Steps to Improving Pharma Sales.

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Integrity Solutions

DECEMBER 31, 2018

By Will Milano At Integrity Solutions we remain committed to providing insights and perspectives to our clients and partners they can apply on the job- immediately- that can help change the way they sell, coach, and lead. For the 2nd year in a row we conducted original research in partnership with The Sales Management Association.

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Integrity Solutions

JUNE 18, 2021

Being a coach for sales teams has never been more important. Here are 10 sales coaching articles that can inspire new thinking, motivate your sales leaders and ultimately move the needle on your sales team’s performance. When your sales leaders hear the word “coach”, what comes to mind for them?

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Star OUTiCO

FEBRUARY 18, 2022

True transformation of digital capability, for us as a partner to both pharma and the NHS, comes not from rebranding and ticking off a few SEO-friendly keywords on our website, but from taking a revolutionary approach as a data-driven company through our culture, instilling streamlined processes, and investing in the talents of our teams.

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