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When it’s OK to give a customer a gift – and when it’s not

Selling Essentials RapidLearning Center

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.

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The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

SBI

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!

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Overcoming “Failure to Impact” Syndrome

Steven Rosen

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
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Tips for Voicing Your Values When You’re Asked to Bend Morals

Pipeliner

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.”.

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The Right Reward System is Worth Its Weight In Gold?Or Balloons?

Paul Cherry's Top Sales Techniques

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.

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Sales Hiring: The Ultimate Guide

Hubspot Sales

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.

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