Zoominfo

APRIL 21, 2021

For this exercise, pretend you work at a digital marketing agency that helps healthcare organizations digitally transform their practices to improve patient satisfaction. ICPs help you to segment your total addressable market (TAM) within the healthcare and medical industry, because they won’t all be a perfect fit for your solution.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

SBI Growth

MAY 24, 2013

Ingrid was a successful pharmaceutical rep. At the start, the buyer is “Not in the Market.” Customer-focused onboarding sequences the content to deliver value to the customer. Using standard sales training for new hires is a sure-fire recipe for long ramp times. Ingrid Inward – She Struggles Selling Software.

Hiring 324

Hiring Customer Telecommunications Pharmaceuticals 324

Steven Rosen

AUGUST 11, 2017

Many companies have highly sophisticated rigorous marketing processes, resulting in strong brand plans and marketing strategies. Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives. Yet, statistics show that 60%-90% of companies fail to execute their strategies.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Sales and Marketing Management

FEBRUARY 18, 2019

For companies serving B2B markets, a properly run sales force that executes the seven activities outlined above is the most effective (and cheapest) loyalty program you can find. In the B2B world, your sales force is actually your loyalty program. They develop a broad network of trust-based relationships across the customer’s organization.

Loyalty 290

Loyalty Airlines Banking Discount 290

Steven Rosen

MARCH 4, 2011

The Pharmaceutical Industry has undergone enormous cha nge. Many companies have realised that in order to better understand and meet customer needs they have had to evolve from a centralised/marketing focus to a customer centric model. The number of sales reps has declined significantly over the last 4 years. The survey says….

Pharmaceuticals 120

Pharmaceuticals Territories Survey Sales Management 120

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Zoominfo

DECEMBER 11, 2020

A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. Other industries with strong funding in 2020 included the pharmaceutical and energy fields. These businesses outstripped mid-market firms when it comes to product launches over the past three years.

Nonprofit 130

Nonprofit Hiring Marketing Face-to-face 130

Sales and Marketing Management

MARCH 7, 2018

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with.

Pharmaceuticals 174

Pharmaceuticals Incentives Incentive Motivation 174

Hubspot Sales

MARCH 8, 2023

Average compensation for the role is expected to grow as well Pharmaceutical and medical sales is a massive industry with many opportunities for sales reps. Most Hireable Sales Jobs Right Now 1. In fact, the US Bureau of Labor Statistics predicts a 9% increase in medical sales roles between 2021 and 2031.

Decision Maker 122

Decision Maker Pharmaceuticals Salary Travel 122

Sales and Marketing Management

JULY 26, 2017

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? One company that has recently expanded into new markets, including the U.S.,

Incentives 209

Incentives Incentive Retail Loyalty 209

Sales and Marketing Management

SEPTEMBER 17, 2017

Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Tim Houlihan is an evangelist of applied behavioral economics with more than 25 years of experience in product development, training, sales leadership and marketing strategy.

Incentives 184

Incentives Incentive Salary Pharmaceuticals 184

Sales Training Connection

APRIL 14, 2013

And with the ever-changing healthcare market space , selling to physicians is increasingly more difficult. Personal preferences, communication styles, level of disease understanding, practice setting, local formulary control, disease specialty, and patient demographics, among others, shape the physician’s preferences for interaction.

Health Care 112

Health Care Pharmaceuticals Journal Demographics 112

Sales Training Connection

JANUARY 27, 2012

Over the last dozen or so years, we specialized in sales training for the health care market. In which segment of the health care market did we have zero clients? Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. Given that short background, let’s do a one-question quiz.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

Sales and Marketing Management

JULY 19, 2018

Despite the fact that most contemporary sales teams use CRMs, marketing automation systems, lead scoring tools, and any number of related solutions, they still consume an inordinate amount of their time on manual, inefficient and unproductive tasks.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Bernadette McClelland

JANUARY 28, 2018

‘Adelaide-based artificial intelligence software vendor Complexica secured a software deployment contract with pharmaceutical company Pfizer Australia’ and launched the artificial intelligence engine, Larry, the Digital Analyst. A milestone was reached in the world of selling recently.

Pharmaceuticals 223

Pharmaceuticals Sales Leadership Lead Rank Software 223

Sales and Marketing Management

MARCH 8, 2018

Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm in revamping its sales incentive trips. “But the moment they sense deceit or feel belittled, those same employees can turn into your biggest liability.”. Applying the 4-Drive Model.

Incentives 198

Incentives Incentive Lead Rank Pharmaceuticals 198

Sales and Marketing Management

SEPTEMBER 17, 2017

Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Tim Houlihan is an evangelist of applied behavioral economics with more than 25 years of experience in product development, training, sales leadership and marketing strategy.

Incentives 166

Incentives Incentive Salary Pharmaceuticals 166

Allego

FEBRUARY 9, 2021

We’re proud to welcome Fannie Mae , Johnson Health Tech , and Recordati Rare Diseases as new customers of our market-leading sales learning and enablement platform. The post Finance, Pharmaceutical, and Manufacturing Leaders Choose Allego For Smarter Virtual Selling appeared first on Allego. Learn More.

Pharmaceuticals 62

Pharmaceuticals Scale Sales Enablement Distribution 62

Awarathon

APRIL 30, 2024

Unique offerings and features Unlimited call Recording and transcription AI analytics Sales Coaching Market Intelligence Access a call library of the best sales calls Enable data-driven sales coaching The verdict In conclusion, AI sales training is a game-changer for Pharma.

Pharmaceuticals 52

Pharmaceuticals Industry Training Ideal Customer Profile 52

Sales Training Connection

JULY 8, 2013

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

APRIL 30, 2014

The question at hand is what is the right “go to market” strategy in order to capture significant market share as an uncertain future unfolds. As the authors noted, hospitals and healthcare systems are taking another look at their structure and mission so they can remain viable going forward.

Pharmaceuticals 102

Pharmaceuticals Health Care Maximizer Study 102

Increase Sales

FEBRUARY 8, 2012

Some days business marketing seems exciting and ripe with opportunity. Take the thrilling wonderland of social media marketing, for example. In this post we’ll share some of the secrets of good content marketers. Start with Goals and a Plan for Your Content Marketing ROI. Push marketing is over. But it works.

Social Media 107

Social Media Marketing Referrals Facebook 107

Sales Training Connection

FEBRUARY 24, 2014

Specifically, regarding, the medical technology market, the BCG report emphasizes – “MedTech companies, like all health-care operators, will be assessed on their ability to deliver value to patients and providers, rather than just superior technology.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

DiscoverOrg Sales

JUNE 6, 2017

I also name-dropped a couple of my prospects competitors, thinking he might be interested to know that they were also using my product: Hey Kyle, When you accepted the position as COO for N–, you said , “I’m excited to be part of N– as we play a pivotal role in helping large companies adapt their sales and marketing organizations.”

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Sales Training Connection

APRIL 25, 2014

Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. Technorati Tags: medical device sales , medical sales , medtech sales , pharma sales.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. Share your thoughts in the comments below!

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. Share your thoughts in the comments below!

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Sales and Marketing Management

MAY 6, 2019

Emotional – stress polls and energy audits, mental health-related claims, absenteeism rates, employee assistance programs usage rates, pharmaceutical usage. Career – engagement survey results, turnover rates, employee referrals, number of employees taking advantage of professional development opportunities, rate of internal promotions.

Pharmaceuticals 120

Pharmaceuticals Social Media Energy Compensation 120

Hubspot Sales

JUNE 29, 2020

Pharmaceutical Sales. Missionary selling is a common practice in pharmaceutical sales. Whether you are a competitive seller or take a missionary approach to selling, the techniques that help you succeed in your role will depend on your unique organizational structure and the market you serve.

Examples 109

Examples Pharmaceuticals Education Competition 109

Partners in Excellence

OCTOBER 5, 2021

If my various inboxes are any indicator, the majority of sales and marketing people do no targeting other than, “Do we have an email? We aren’t a healthcare company and don’t buy medical devices/pharmaceutical products. A phone number? A LinkedIn ID? We don’t buy industrial machinery.

Ideal Customer Profile 138

Ideal Customer Profile Customer Pharmaceuticals Microsoft 138

Alice Heiman

MARCH 31, 2022

Personalized medicine—designing custom therapeutics for each patient to cure diseases like cancer—is a whole new terrain in the pharmaceuticals industry. In this episode of Sales Talk for CEOs, Amy talks about what it takes to become a trailblazer in a new market, including the role of passion, storytelling, networking, and referrals.

Biotechnology 87

Biotechnology Pharmaceuticals Scale Marketing 87

Sales and Marketing Management

MARCH 7, 2018

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with.

Pharmaceuticals 120

Pharmaceuticals Incentives Incentive Motivation 120

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. Since many traditional vendors also have such poor data accuracy, there is still much to be desired.

Transportation 100

Transportation Chemicals Automotive Marketing 100

SalesFuel

NOVEMBER 3, 2024

Growing up in Western Kansas, John Marvin initially pursued a career in marketing and advertising and shares his journey from being fired to adopting a new mindset, then transitioning to pharmaceutical sales at the suggestion of his father, a family physician.

Pharmaceuticals 104

Pharmaceuticals Hiring Licensing Twitter 104

Zoominfo

APRIL 21, 2021

For this exercise, pretend you work at a digital marketing agency that helps healthcare organizations digitally transform their practices to improve patient satisfaction. ICPs help you to segment your total addressable market (TAM ) within the healthcare and medical industry because they won’t all be a perfect fit for your solution.

Ideal Customer Profile 130

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 130

Zoominfo

MAY 11, 2021

While there’s no magic recipe to achieve perfect results, you need to be relevant and targeted in order to have an efficient digital marketing program. Implement these three tips to get the most bang for your buck and elevate your marketing program to the next level. Get rid of everyone you don’t want to target. Here’s how it works.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130

Zoominfo

MAY 11, 2021

While there’s no magic recipe to achieve perfect results, you need to be relevant and targeted in order to have an efficient digital marketing program. Implement these three tips to get the most bang for your buck and elevate your marketing program to the next level. Digital marketers often overlook this step.

Top of Funnel 130

Top of Funnel ROI Campaigns Maximizer 130