Sales Hacker

JUNE 2, 2020

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. Welcome to the Sales Hacker podcast.

Company 67

Company Hiring Scale Pharmaceuticals 67

Paul Cherry's Top Sales Techniques

DECEMBER 15, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Pharmaceuticals 45

Pharmaceuticals Webinar Metrics Distribution Sales Coaching 45

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….

Pharmaceuticals 120

Pharmaceuticals Territories Survey Sales Management 120

SBI

OCTOBER 23, 2012

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

Sales and Marketing Management

JULY 19, 2018

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. It’s time for a major upgrade to the way salespeople are depicted in movies. And the way they operate in real life.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Steven Rosen

MARCH 4, 2021

The days of adding sales forces are dead, and companies are struggling to find ways to deliver value to their customers. Many companies have realized that to understand better and meet customer needs they have had to evolve from a centralized/marketing focus to a customer-centric model. The survey says…. Without training?

Territories 194

Territories Survey Coaching Sales Management 194

Allego

DECEMBER 13, 2023

Sales enablement conferences and other events offer the ideal opportunity for you to build your career skills, learn about new technologies, and hear about new approaches to sales enablement. You can also learn how other companies are solving the problems you may be struggling with. Then there’s the networking.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

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

Mindtickle

FEBRUARY 6, 2024

On the other hand, the main contributing factor in the manufacturing and healthcare/pharmaceuticals industries is limited predictability and inaccurate forecasting. Regardless of industry, increasing visibility into sales should be a top priority. One such strategy is flagging at-risk deals to sales managers.

Revenue 52

Revenue Top of Funnel Sales Enablement Funnel 52

Adaptive Business Services

JULY 22, 2020

The answer is that dozens of multi-billion-dollar companies have found success in servant leadership. And an increasing number of sales managers are finding the same, turning their sales teams into high performing sales groups through servant leadership. Servant leadership is not a strategy or management technique.

Airlines 83

Airlines Lead Rank Pharmaceuticals Study 83

Pipeliner

NOVEMBER 9, 2022

He realized what companies he was representing as a sales representative. He saw the promise in the best of them and ended up purchasing a number of them, and from them, a number of items became the foundation of huge pharmaceutical corporations. He went around, met everyone, and looked around the market.

Video 52

Video Travel Pharmaceuticals Journal 52

Paul Cherry's Top Sales Techniques

NOVEMBER 5, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Company 49

Company Pharmaceuticals Distribution Sales Coaching 49

Sales Training Connection

OCTOBER 6, 2014

Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Pipeliner

JANUARY 5, 2021

Such a person tends to keep their customers, even if they are working for someone else and change companies. Once you have your company up and running as a Pipelinerpreneur, you’ll find that how you treat your first customer is extremely important. If you look around your own area, you’ll find agencies that sell databases of companies.

Sales Qualified Lead 98

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 98

Paul Cherry's Top Sales Techniques

MARCH 2, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Account 63

Account Sales Management Training Pharmaceuticals 63

Sell Integrity

NOVEMBER 13, 2020

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales. Sales managers are key to that.

Pharmaceuticals 104

Pharmaceuticals Coaching Social Media Media 104

No More Cold Calling

OCTOBER 13, 2016

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Not so long ago clients looked to salespeople for information about our companies and products. Companies have traditionally structured sales teams to push a particular product or service.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Paul Cherry's Top Sales Techniques

JUNE 8, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Sales Management 53

Sales Management Training Pharmaceuticals Decision Maker 53

Paul Cherry's Top Sales Techniques

MAY 18, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Sales Management 40

Sales Management Pharmaceuticals Distribution Sales Leadership 40

Paul Cherry's Top Sales Techniques

JUNE 9, 2009

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Company 40

Company Salary Pharmaceuticals Distribution 40

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization.

Examples 78

Examples Compensation Incentives Incentive 78

Paul Cherry's Top Sales Techniques

AUGUST 24, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Pharmaceuticals 49

Pharmaceuticals Motivation Buyer Training 49

Paul Cherry's Top Sales Techniques

DECEMBER 8, 2008

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Biotechnology 40

Biotechnology Company Pharmaceuticals Selling Skills 40

Hubspot Sales

JUNE 8, 2021

Sales spans every business and every industry. Small businesses need salespeople, as do massive enterprise companies. There are a variety of roles and responsibilities that fall within sales, but the core of all sales careers are the same. Choosing a career path in sales depends on your experience, company, and industry.

Hiring 111

Hiring Salary Top of Funnel Commission 111

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. Welcome to our biweekly blog feature.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Pipeliner

SEPTEMBER 26, 2018

After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve learned it takes to be most successful. One time a decision maker at a Fortune 100 pharmaceutical company was on my client’s “please get me a meeting” wish list.

Outsourcing Services 53

Outsourcing Services Decision Maker Pharmaceuticals Sales Outsourcing 53

Paul Cherry's Top Sales Techniques

NOVEMBER 4, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Pharmaceuticals 49

Pharmaceuticals Distribution Training Proposal 49

Sales Evangelist

JUNE 11, 2020

Todd Rychecky is the VP of Sales Americas in Latin America and has been with the company for the past 12 and a half years. Todd got into sales in 1991, when he was studying was pre-med in college but didn’t get in. They traveled from hospital to hospital and Todd clearly remembers his sales manager’s sense of urgency.

Scale 52

Scale How To Retail Infusion 52

Paul Cherry's Top Sales Techniques

AUGUST 24, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Pharmaceuticals 45

Pharmaceuticals Training Decision Maker Distribution 45

LeadFuze

DECEMBER 1, 2021

A company in the Financial Services or Banking industry. They need to be more realistic about what they’re going to get from a company. Myth 1: Millennials want to change sales jobs quickly. The only thing that comes to mind are my friend and colleague’s success as a pharmaceutical business executive.

Hiring 52

Hiring Social Media Banking Hubspot 52

Paul Cherry's Top Sales Techniques

FEBRUARY 12, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Pharmaceuticals 63

Pharmaceuticals Distribution Sales Coaching Coaching 63

Steven Rosen

DECEMBER 15, 2011

Once upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive. So it’s not surprising that when I sit down with sales managers to discuss their goals for the next year, one of the most common themes is to be the #1 region/area in the country.

Hiring 189

Hiring Coaching Guarantee Sales Coaching 189

Paul Cherry's Top Sales Techniques

MARCH 8, 2011

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Positioning 56

Positioning Pharmaceuticals Promotion Distribution 56

Steven Rosen

OCTOBER 22, 2011

Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Do they actually make a difference in the sales in their territory? How often do your sales managers go out in the field? That works as long as the business grows.

Hiring 179

Hiring Remedy Incentives Incentive 179

Paul Cherry's Top Sales Techniques

JANUARY 29, 2010

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Competition 69

Competition Pharmaceuticals Margin Distribution 69

Paul Cherry's Top Sales Techniques

MARCH 4, 2011

Sales Training & Management Workshops | 302-478-4443. The Company. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. Overview Training Options for Managers. Sales Store.

Salary 63

Salary Pharmaceuticals Distribution Sales Coaching 63

Keith Rosen

MARCH 30, 2011

Well, next week I will be delivering the first public seminar of my program, Coaching Salespeople into Sales Champions ; one delivery scheduled in Kuala Lumpur and a second one in Singapore.

Coaching 67

Coaching Hotels Pharmaceuticals Insurance 67