Evolve Your Success

MAY 23, 2023

Virtual reality is not just a game-changer for medical sales, but a life-changer for all of us. In this episode, Samuel Adeyinka interviews David Howe to explore the world of virtual reality training for medical device sales reps. I love talking about medical devices, software, sales and business. How about you?

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The Brooks Group

MAY 13, 2020

Indeed, as sales professionals, it’s becoming painfully apparent that the limitations of virtual selling stem largely from the inability of our virtual landscape to effectively replicate the real world. If you are looking to get connected with sales leaders like yourself, consider checking out one of our Sales Leadership Forums.

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The Brooks Group

APRIL 22, 2020

For a workforce that is used to earning more immediate dividends on their work, most sales professionals have been deeply affected by the COVID-19 pandemic. Today, their sales progress is measured in spoonfuls, rather than wheelbarrows. The sales cycle has been extended, and the traditional sales playbook, for many, has been torn up.

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The Brooks Group

MARCH 22, 2020

Virtual Sales Management. In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees productive and engaged? 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices.

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Integrity Solutions

MARCH 11, 2021

Virtual Engagement For Remote Selling. While salespeople across industries are settling in to a world of hybrid and remote sales , most are still working to adapt to the nuances and variables that can affect success in a virtual selling environment. Virtual Sales and the Distracted Customer. By Bruce Wedderburn.

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Quantified

FEBRUARY 26, 2024

In the realm of sales enablement, training, and learning and development, the advent of cutting-edge technologies like Apple’s Vision Pro heralds a transformative era. Vision Pro simply offers the opportunity to make that cockpit, or sales experience, even more realistic – and therefore more effective.

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Medical Device Success

MARCH 7, 2021

MedTech sellers have rapidly been trained to adopt new tools, new platforms and fresh messaging they need to succeed in a virtual world. Because a recent survey of C-suite hospital executives showed that 75% believed that virtual interaction with vendors would stay the same in 2021 as 2020 or increase. Sales Presentations for Dummies.

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Rep-Lite

MARCH 4, 2024

As remote work becomes increasingly prevalent across industries, its impact on medical sales professionals is significant. Navigating the challenges and seizing the opportunities presented by remote work in medical sales requires adaptability and strategic approaches.

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Rep-Lite

MAY 10, 2024

The world of medical sales is bursting with change. This presents a dynamic environment for whether you are an aspiring and seasoned medical sales rep. By understanding the evolving landscape, both parties can ensure they’re equipped to navigate the exciting future of medical sales.

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Integrity Solutions

DECEMBER 4, 2020

As customers get more comfortable with buying virtually, their expectations are going to continue to go up. And that means, when it comes to remote sales, your team needs to keep raising its game. Remote sales is the reality for most companies now, and likely will be for the foreseeable future. Others have struggled.

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Quantified

MAY 2, 2024

Pharmaceutical sales opportunities are notoriously high stakes. With current trends suggesting that healthcare practitioners (HCPs) will continue to cut back on the amount of time devoted to one-on-one meetings with sales reps, every nuance of each interaction carries significant weight. That’s a lot of information.

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Medical Device Success

AUGUST 9, 2020

Reading time: 2 – 4 minutes How does a life sciences company succeed in a world of virtual congresses and tradeshows? In this first part: We show examples of virtual shows and how they work. We rank the virtual show platforms. We review Pros and Cons of virtual exhibiting. We rank the virtual show platforms.

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Medical Device Success

JANUARY 2, 2021

Initially, I had put together a complex outline for episodes on MedTech leadership, sales and marketing. Needless to say, a MedTech audience would need new guidance to help rise to the sales and marketing challenges posed by the pandemic. 2 Ep 6 – Selling in a Covid-19 Word – New Sales Practices, April 26, 2020.

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Quantified

JANUARY 15, 2024

Sales kickoff (SKO) events address many different objectives, such as energizing the sales team, communicating goals, and keeping everyone up to date on product releases. However, conventional sales role-play exercises have other challenges ranging from low engagement to the time demands they place on trainers.

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Quantified

APRIL 10, 2024

But whether your sales reps are participating in virtual meetings, uploading pre-recorded content to social media, connecting through video voicemail, or posting personalized invitations to conferences, webinars, or product launches, they have less than 10 seconds to make a good first impression.

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World of DTC Marketing

JANUARY 18, 2021

Of the 75% of physicians who preferred in-person visits from Medtech representatives prior to Covid-19, 47% now prefer virtual exchanges or less-frequent visits. Before COVID-19, 64% of meetings with pharma sales reps were held in person. During the pandemic, this shifted to 65% of meetings held virtually.

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Contrarian Sales Techniques

DECEMBER 31, 2023

Highlights of the Year 2023 has been a transformative year in the world of sales, marked by significant advancements and innovations. On this blog, we've explored and implemented cutting-edge sales strategies and techniques that have redefined how we approach selling.

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Zymewire

OCTOBER 5, 2021

A few weeks ago, we launched a series of posts here on the Zymewire blog that encapsulate some of my favorite sales parables. In a pre-COVID world, I used to tell these stories to colleagues on the road as a way to encourage us to think differently about how we approach sales and marketing.

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Integrity Solutions

SEPTEMBER 1, 2020

In the past, getting top-level buy-in for virtual training was often an uphill battle. It wasn’t easy to convince leaders that training, particularly in soft skills areas like sales and service, could be conducted effectively without everyone being in the same room together. But with virtual, it’s built in.

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Integrity Solutions

SEPTEMBER 8, 2020

Virtual selling has changed the way that customers are choosing- or not choosing- to interact with salespeople, often in significant ways. While the fundamentals of selling aren’t different in a virtual setting, the dynamics are, and many salespeople are struggling to adapt. The Shift To Virtual Selling. by Bruce Wedderburn.

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Integrity Solutions

MAY 25, 2021

To ramp up sales performance and strengthen your sales pipeline, you have to develop your salespeople’s confidence; inspire them to be more proactive; improve their ability to build trust and rapport in an increasingly digital world; and equip them to engage in buyer-centric, results-driven conversations.

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Storyvine

JANUARY 19, 2023

As a sales representative, connecting with healthcare professionals (HCPs) is an important part of your job. Let's take a look at the reasons why Sales Reps should add video to their toolbox: 1. Video can also be a valuable tool when it comes to virtual meetings and events. Don't get left behind!

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World of DTC Marketing

JANUARY 11, 2022

In response, pharma companies had to train their sales force to use digital channels and help them have valuable discussions with HCPs virtually. Given the critical connection of the sales force between the industry and HCPs, companies who do not prioritize this stand to lose out on their ability to engage physicians.

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Integrity Solutions

AUGUST 10, 2020

Virtual training is here to stay, and to get the full advantages of it, your facilitators need to go beyond knowing the material and having classroom experience to develop an entirely different skill set (and mindset). Virtual training is finally stepping out from the shadows and onto center stage.

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Training Sales Leads 105

The Brooks Group

MARCH 22, 2020

Virtual Sales Management. In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees productive and engaged? 5 Virtual Sales Management Best Practices. 5 Virtual Sales Management Best Practices.

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The Brooks Group

MAY 15, 2020

So, too, is the case with sales training: Though many providers are encouraging you to use this temporary pause to invest in upskilling your team – as my elders used to say – there’s a right way, and a wrong way. So, how can you make your virtual training dollar work best for you and your sales team? Is It Really Virtual?:

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Medical Device Success

SEPTEMBER 17, 2020

Reading time: 2 – 3 minutes Kelly Clark and Relentless Recruiting conducted a survey with 60 life science executives and sales executives to better understand if there is an overall recruiting and hiring issue in obtaining Super Star Sales Reps. . How valuable are super stars reps to sales leaders? Now Go Win Your Week!

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Quantified

SEPTEMBER 19, 2023

Driven initially by pandemic needs and then by the need for enhanced flexibility, the shift toward more effective sales operations might have been inevitable—but its implications are still significant. According to Gartner research, 60% of Chief Sales Officers expect their sales teams to remain primarily virtual in the long run.

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Zymewire

SEPTEMBER 17, 2021

The pandemic has cost us many things, including, for too many of us, the ability to connect with our colleagues in person. At Zymewire, we recognized that risk early on and have made a concerted effort to preserve our culture and community despite the lack of in-person collaboration.

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Integrity Solutions

MARCH 20, 2020

Virtual learning is one way to maintain connection to business goals- and each other. Our Virtual Learning Keys To Success. Last year, a healthcare client requested that we translate our flagship Integrity Selling program – traditionally an in person event – to a virtual program spaced out over multiple days. Join the club!

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Medical Device Success

SEPTEMBER 27, 2020

Reading time: 2 – 4 minutes Jeff Howell, Director of Growth, AlayaCare, shows us how he uses embedded videos to enhance his prospecting, qualifying and relationship building in his sales process. It is impressive. He compares it to “pulling up in a Ferrari”. Link to Ted’s contact page. It is impressive. Now it is even more difficult.

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Copyright Clearance Center

NOVEMBER 7, 2022

Get It Now is used by hundreds of academic libraries around the world to help expand their virtual collections. Expand the library’s virtual collection with articles from more than 19,000 journals and tens of millions of articles. “The

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Management Sales 136

Integrity Solutions

NOVEMBER 13, 2020

The important skills that contribute to sales success are constant, regardless of disruptive external events, but they’ll need to be sharpened and tailored to the changing healthcare environment. Healthcare sales has gone through a number of rocky transitions and disruptions over the past decade. Sales managers are key to that.

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Medical Device Success

DECEMBER 13, 2020

Reading time: 2 – 3 minutes For MedTech sales to succeed in this new environment, you need Demand Generation. MedTech is leaving money on the table and starving their sales funnels!! We have over 8 hours of content on selling in the virtual world. MedTech is leaving money on the table and starving their sales funnels!!

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World of DTC Marketing

AUGUST 9, 2021

SUMMARY: A survey of more than 4,000 physicians showed that virtually every physician uses social media for personal reasons, while two-thirds use it for professional reasons. Millennials value engagement over sales talk and want to build relationships with pharma companies that return their trust.

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Integrity Solutions

OCTOBER 2, 2020

Most selling today is done virtually. Some sales teams have the right mindset and preparation tactics that set them up to execute well, while others are struggling to adapt. Virtual selling strategies and techniques are in some ways similar to F2F selling, and in other ways quite different. How does your team stack up?

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Medical Device Success

JUNE 14, 2020

Reading time: 2 – 2 minutes The Covid era has completely upended the sales process. The process is going virtual. Meanwhile, 82% of buyers think sales reps are unprepared. The Covid era has completely upended the sales process. The process is going virtual.

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