Sales and Marketing Management

FEBRUARY 18, 2019

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. In the B2B world, your sales force is actually your loyalty program. You just need to recognize one simple fact: Your sales force is your loyalty program.

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Loyalty Airlines Banking Discount 290

The Sales Hunter

APRIL 10, 2012

And if you aren’t really listening to your customer, you could miss vital information that not only will affect your sales success, but more importantly will affect your relationship with that customer. Not long ago, I was doing some consulting work for a pharmaceutical company. ” Sales Motivation Blog.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Motivation Follow-up 211

Sales Training Connection

FEBRUARY 19, 2014

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 125

Health Care Pharmaceuticals Training Promotion 125

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. For savvy sales and marketing professionals, these are selling opportunities as well. For sellers, context is everything.

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Company Prospecting Oracle Transportation 156

Sales and Marketing Management

MARCH 8, 2018

Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Furthermore, it’s been successfully tested on some of the world’s largest sales forces. Kurt Nelson, president of the Lantern Group, a sales incentive and communication consultancy, has modified the 4-Drive Model for sales.

Incentives 198

Incentives Incentive Lead Rank Pharmaceuticals 198

Sales Training Connection

APRIL 14, 2013

So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. Understand why the physician is using the current medical product – personal financial gain, comfort level, relationship with sales rep, opportunities with vendor for practice building. ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Pharmaceuticals Journal Demographics 112

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

Decision Maker 122

Decision Maker Pharmaceuticals Salary Travel 122

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. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

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Pharmaceuticals Training Collateral Face-to-face 52

Steven Rosen

AUGUST 11, 2017

Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives. Successful strategy execution is the key to crushing sales numbers. Steven brings over 25 years of Executive Leadership and Coaching experience in the Pharmaceutical, Biotech, OTC and Medical Device sectors.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Sales Training Connection

JANUARY 27, 2012

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. sales force by 24%. Sales strategy. Doctor’s perspective.

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Pharmaceuticals Training Strategy Health Care 94

Allego

APRIL 30, 2019

The Vice President of Sales at a global pharmaceutical company needed to certify the sales force on a new indication (read: usage) for one of the company’s drugs. The sales director would then review the finalists. That’s why video sales practice is one of the best ways to improve. Chris Gish had a problem.

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Case Study Pharmaceuticals Study Video 67

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. However, word on the street is the sales force is getting aligned behind the new trips, engaging in the team aspects of the rewards and setting their sites on the new awards.

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Pharmaceuticals Incentives Incentive Motivation 174

Zoominfo

APRIL 21, 2021

Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads. Understanding hyper-specific terms and key performance indicators is the first step — then you should incorporate prospects’ pain points into your sales strategy.

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Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Sales Training Connection

JULY 8, 2013

Pharma sales. Pharma sales reps in the U.S. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. There are a number of reasons why these companies are reducing the size of their sales forces. ©2013 Sales Momentum ® LLC.

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Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

JULY 28, 2014

MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. Technorati Tags: biotech sales , biotech sales training , medical capital equipment sales , medical sales , medtech sales , medtech sales training , orthopedic sales training , pharma sales.

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Pharmaceuticals Health Care Training Sales 93

Steven Rosen

MARCH 4, 2011

The Pharmaceutical Industry has undergone enormous cha nge. The number of sales reps has declined significantly over the last 4 years. Declining sales has not only forced the industry to reduce the number of sales reps calling on physicians but has also created the need to better focus on customer needs. The survey says….

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Pharmaceuticals Territories Survey Sales Management 120

Sales Training Connection

JUNE 17, 2014

Now you can – Getting MedTech Sales Strategy Right – is available on those formats. To access the Getting MedTech Sales Strategy Right – download here: iTunes (iBook) (free). Technorati Tags: biotech sales , healthcare sales , medical device sales , medtech sales , pharma sales , sales training.

Health Care 108

Health Care Pharmaceuticals Strategy Training 108

Sales Training Connection

MARCH 27, 2014

Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business. Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

JANUARY 8, 2013

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

Sales Training Connection

FEBRUARY 24, 2014

Medtech sales. ” The BCG report goes on to suggest that MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. Sales Process. All sales, to all buyers, will be viewed through an economic lens. . ©2014 Sales Momentum ®. Buying Process.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Awarathon

APRIL 30, 2024

In today’s competitive Pharma landscape, the significance of AI in transforming sales training cannot be overstated. AI-driven solutions empower sales teams with predictive analytics for informed decision-making and enhance customer engagement by analyzing behavior and preferences.

Pharmaceuticals 52

Pharmaceuticals Industry Training Ideal Customer Profile 52

Sales Training Connection

JUNE 6, 2014

MedTech sales. What does all this mean for MedTech sales? . This impacts various components of the sales process from the background information required for sales call planning, to whom will be required to participate in the sales cycle from the selling organization, to what the value discussion will look like.

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Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

APRIL 30, 2014

MedTech Sales. On the sales side of the table that means you have to be aware of the change, understand the business and financial consequences of new value proposition, and most importantly adapt your selling process accordingly – that means in most case sales training needs to be invited to the party. ©2014 Sales Momentum LLC.

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Pharmaceuticals Health Care Maximizer Study 102

Sales Training Connection

DECEMBER 19, 2012

Medical sales. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day. After all, physicians aren’t looking to be sold to – which is why they’re great at fending off medical sales reps. ©2012 Sales Horizons, LLC.

Health Care 105

Health Care Pharmaceuticals Face-to-face Training 105

Sales Training Connection

APRIL 25, 2014

MedTech sales. But what are some of the new specific skill sets that will define the superior sales team? Take a look at our new free white paper – Getting MedTech Sales Strategy Right – download here. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

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. 1. ‘ Will I stay or will I go? 1. ‘ Will I stay or will I go?’

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Pharmaceuticals Sales Leadership Lead Rank Software 223

Allego

DECEMBER 13, 2022

In this episode, ResMed’s Senior Learning Strategist Emily Mason discusses the beauty of being a disruptor, the value of “throwing weird things out in the marketplace,” and how to make sales training hyper-personalized. Emily Mason is a senior learning strategist specializing in sales training at ResMed. From This Episode.

Training 117

Training Pharmaceuticals Face-to-face Google 117

Sales and Marketing Management

JULY 19, 2018

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. And why is that?

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Sales Qualified Lead Lead Rank Lead Scoring Leads 185

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. Prior to using Allego, It became clear we needed to modernize our sales enablement strategy. Virtual Selling Success.

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Pharmaceuticals Scale Sales Enablement Distribution 62

Sales and Marketing Management

SEPTEMBER 17, 2017

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Example : A national discount clothing retailer decided to recognize top sales associates by giving them a 2-liter bottle of soda at their monthly team meeting.

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Incentives Incentive Salary Pharmaceuticals 184

Steven Rosen

SEPTEMBER 25, 2022

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? The packages for each sales rep that is being laid off (severance letters and outplacement service offerings etc.) Five Steps to Leading Sales Force Change. They have lost colleagues, sales reps, and friends.

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Lead Rank Leads Marketing Qualified Lead Face-to-face 156

Zoominfo

DECEMBER 11, 2020

Other industries with strong funding in 2020 included the pharmaceutical and energy fields. Faced with declining bookings due to the pandemic, the company cut 25% of its workforce in May and also decreased its sales and marketing spend by more than 50% from January to September. Want to work for an innovative company?

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Nonprofit Hiring Marketing Face-to-face 246

Hubspot Sales

APRIL 28, 2020

Sales is, in large part, the art of capturing and keeping attention. I'm talking about sales aids. Sales aids are most commonly associated with healthcare and pharmaceutical sales, but the concept isn't necessarily specific to those industries. How to Create Sales Aids. Lead with that in your sales aid.

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Pharmaceuticals Direct Mail Lead Rank Case Study 123

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. On the other hand, there is the issue of actually shifting organizational values and goals.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. On the other hand, there is the issue of actually shifting organizational values and goals.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Sales Training Connection

AUGUST 16, 2013

Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. Those tips work with all B2B sales. ©2012 Sales Horizons, LLC. Make it personal.

Health Care 110

Health Care Pharmaceuticals Training Relationals 110

Bigtincan

SEPTEMBER 3, 2021

According to Gartner, by 2025, 80% of B2B sales interactions will occur in digital channels. Hear what experts from leading pharmaceutical companies like AMGEN, Pfizer, TEVA, and Sanofi – together with leaders from digital health and tech companies – believe we should be focusing on right now.

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Pharmaceuticals Customer Face-to-face Channels 109