Selling Essentials RapidLearning Center

NOVEMBER 22, 2023

Reciprocity kicks in In one study , researchers looked at the prescribing patterns of several thousand American doctors who had accepted modest lunches from pharmaceutical reps. When salespeople were calling on a prospect for the first time, the free samples actually hurt sales. To see what that means, let’s consider those two studies.

Pharmaceuticals 52

Pharmaceuticals Customer Study Incentive 52

SBI

NOVEMBER 27, 2012

The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects. When they are updating their forecasts, they are not talking with prospects. No more keyboard!

CRM 133

CRM Wireless SalesForce Commission 133

Steven Rosen

OCTOBER 22, 2011

This year was tough; next year’s sales prospects look even tougher. Create a better incentive plan. Your boss comes to you and says how can you sustain the sales force? What can you do? The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Hire only top sales reps.

Hiring 179

Hiring Remedy Incentive Incentives 179

Pipeliner

FEBRUARY 15, 2019

When you prospect a C-Level executive for the first time, always make it seem that you’ve had an earlier conversation with them.”. Pressure from prospects: “We haven’t made a purchase decision yet, but if you can promise a better price, I will share [Competitor X’s] proprietary proposal.”. “We Customers don’t read them anyway.”.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Paul Cherry's Top Sales Techniques

NOVEMBER 9, 2010

Pharmaceutical Sales Training. Prospecting (9). But the incentive isn’t the balloons themselves, it’s what they symbolize: the outward recognition of their accomplishments. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us.

System 49

System Pharmaceuticals Incentive Incentives 49

Hubspot Sales

NOVEMBER 6, 2019

Just like you target specific prospects who are the best fit for your product, you should identify the type of reps who have the ideal skills, experience, and background for your company — and pursue them aggressively. Curious: Interested in learning more about prospects; willing to ask probing questions. Build a hiring profile.

Hiring 83

Hiring Salary Scale Referrals 83