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. Without training?

Pharmaceuticals 120

Pharmaceuticals Territories Survey Sales Management 120

Distribution Pricing Journal

AUGUST 23, 2023

Distribution pricing managers are typically focused mainly on product and customer segmentation to drive more favorable pricing and profit. Yet, value-added services can be some of the most effective ways to improve pricing and brand perception for a distributor and shouldn’t go overlooked buy pricing managers.

Lead Rank 52

Lead Rank Lead Scoring Automotive Distribution 52

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.

Incentives 166

Incentives Incentive Salary Pharmaceuticals 166

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? “We (Source: National Retail Federation). Source: Flurry Analytics).

Incentives 209

Incentives Incentive Retail Loyalty 209

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?’

Pharmaceuticals 223

Pharmaceuticals Sales Leadership Lead Rank Software 223

Sales Training Connection

APRIL 25, 2014

MedTech sales. 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. But what are some of the new specific skill sets that will define the superior sales team?

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Crunchbase

SEPTEMBER 8, 2020

Here are five startups on the rise that managed to snatch funding in August despite the overall venture funding slowdown: 1. With the goal of delivering quantum advantage to the market, Rigetti is challenging industry titans like IBM and Microsoft. Industry: FinTech, Identity Management, Machine Learning, SaaS. HQ: New York.

Pharmaceuticals 105

Pharmaceuticals Transportation Microsoft Analytics 105

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. And I think it’s going to change the game in sales.

Hiring 62

Hiring Scale Proposal Analysis 62

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. . BCG suggests changes will be required throughout the value chain.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Allego

NOVEMBER 10, 2020

Ness is the founder of Field Factor Training and was recently featured on the Adapter’s Advantage podcast. Once the drug or medical device is ready to hit the market, it’s too late to start planning your sales approach and marketing materials. 2 Train and Iterate Rapidly. As Ness puts it, “What’s working?

Pharmaceuticals 71

Pharmaceuticals Biotechnology Face-to-face SalesForce 71

Paul Cherry's Top Sales Techniques

JUNE 8, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Sales Store.

Sales Management 53

Sales Management Training Pharmaceuticals Decision Maker 53

Showpad

MAY 12, 2022

Yet, working together, they’ve built a high-performance sales enablement function at TOUGHBOOK Europe—the European Mobile Solutions Business Division of electronics giant Panasonic. They designed new industry research methods that include both customers and sales reps. Before 2020, Panasonic didn’t have a sales enablement team—at all.

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Allego

MAY 3, 2022

This article originally appeared in LTEN Focus on Training. For Melissa Young, associate director of sales training and development at Pharmacosmos Therapeutics, the start of the pandemic coincided with the company’s first product launch. Overnight, Pharmacosmos had to hire, onboard, and train all its sales force virtually. “We

Hiring 62

Hiring Video Pharmaceuticals Course 62

Apptivo

JUNE 27, 2022

With many applications in the healthcare market, patients are highly informed, thus demanding superior and prompt customer service in the forthcoming years. etc With a healthcare CRM in place, the institution can better manage the patient information, the bills, patient history, the medical processes and procedures in an effective fashion.

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

Allego

FEBRUARY 24, 2021

We’re thrilled to announce record-breaking growth, technology advancements, and a significant increase in customer acquisition and adoption of our leading sales learning and enablement platform. We delivered, expanding our footprint and implementing technological advancements to offer customers an all-in-one sales enablement solution.

Revenue 62

Revenue Customer Pharmaceuticals Journal 62

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Key Account Managers (KAMs) in Medical Device Sales . Some Sales 2.0

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Allego

JULY 23, 2020

Nearly 700 sales, training, and learning and development professionals from leading companies attended Allego’s S3 Virtual Showcase in June. Presented by Annabel Chynces, AVP of Distribution Training and Development. The competition highlights real-world Allego experiences of three leading-edge customers.

Lead Rank 62

Lead Rank Distribution Pharmaceuticals Lead Scoring 62

Rob Jolles

SEPTEMBER 9, 2022

We were hired because we had a desire to sell, but once we walked through the training center doors, Xerox took care of the rest with terrific curriculum delivered by amazing trainers. That training helped me exceed the numbers Xerox expected of me. I was so blown away by the experience, I became a Xerox sales trainer myself.

Hiring 52

Hiring Pharmaceuticals Call-back Up-Sell 52

Allego

MAY 31, 2019

According to a McKinsey report on drug launches , more than half of new medical devices and nearly two-thirds of new drugs fail to hit their sales targets. From escalating competition and shrinking product-launch windows to diminished training budgets, the risks and challenges associated with new product launches continue to increase.

Face-to-face 69

Face-to-face Pharmaceuticals Banking Distribution 69

Sell Integrity

NOVEMBER 13, 2020

The important skills that contribute to sales success are constant, regardless of disruptive external events, but they’ll need to be sharpened and tailored to the changing healthcare environment. Healthcare sales has gone through a number of rocky transitions and disruptions over the past decade. Sales managers are key to that.

Pharmaceuticals 104

Pharmaceuticals Coaching Social Media Media 104

DiscoverOrg Sales

JUNE 6, 2017

The debate within sales right now is whether cold-calling works. As a Senior Sales Development Representative (Sr. Hyper-personalized cold emails are a main tenant of account-based sales development (ABSD), but they’re not appropriate all the time. I’m copying my operations manager, Andrea. Well done!! .

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. 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? Fears also rose over technology stealing sales jobs following the advent of both the phone and internet.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Mindtickle

APRIL 22, 2022

The same can be said for sales. While training and coaching are key to getting them ready to sell, reps also need opportunities to practice what they’ve learned, risk free. A lot of sales organizations incorporate some practice and role-plays into their enablement programs. Benefits to sales managers.

Closing 52

Closing Exercises Pharmaceuticals Analysis 52

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

Hubspot Sales

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. Here are some interesting findings from the data: Out of the 29 industries, Marketing and Advertising companies have the lowest email open rates. Management Consulting: 40%. Marketing and Advertising: 25%. Professional Training and Coaching: 36%.

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

Hubspot Sales

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Hiring 104

Hiring Salary Top of Funnel Commission 104

Apptivo

SEPTEMBER 21, 2021

When there is so much to manage, it is a tedious task to complete them with manual effort. So, how can you manage the operations of the healthcare industry? The current healthcare system and patient management software that are currently employed by hospitals across the globe were not present since the beginning of time?

Industry 97

Industry CRM Government Remedy 97

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

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. But what about real sales reps? Don’t do it.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Showpad

FEBRUARY 16, 2021

Over the last few years, there’s been a significant increase in both interest in and deployment of sales enablement programs and technologies. Not surprisingly, enablement started and remains strongly focused on the sales organization. It quickly became apparent there were related benefits for the entire go-to-market team. .

Sales Enablement 59

Sales Enablement Hiring Pharmaceuticals Enterprise 59

The Pipeline

OCTOBER 21, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Guest Post , HR Management , Sales Leadership , Sales Management , Sales Success , execution. A couple of weeks ago, I posted about Peter Cook’s new book “ Punk Rock People Management ”. POGO POWER.

Pipeline 237

Pipeline Hiring Top of Funnel Cold Calling 237

Product Management University

APRIL 15, 2018

Is it time for a more interesting and unique flavor of selling – or is it time for a more tantalizing flavor of product management to differentiate the way you sell? A Typical Sales Scenario. Let’s say a prospective customer calls you for a document management solution. What are you currently using to manage documents today?

Solutions Selling 45

Solutions Selling Pharmaceuticals Guarantee Benefit 45

SugarCRM

NOVEMBER 9, 2022

Asia Pacific — Engenco Limited was chosen as the 2022 APAC Customer of the Year for demonstrating excellence in deploying SugarCRM across its businesses to drive data completeness for improved visibility and sales adoption.

Brainsell 49

Brainsell SugarCRM Customer CRM 49

Vengreso

JULY 10, 2023

Unlocking the power of sales might seem like a Herculean task, but with the right approach, it can become an achievable goal. Sales goes beyond merely selling products or services; it involves comprehending the desires of your customers and providing tailored solutions that meet their individual needs. What is Sales?

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Hubspot Sales

NOVEMBER 7, 2017

How to become a medical sales rep. Enroll in online or in-person training. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. You’re likely already aware of the high earning potential of medical sales.

Biotechnology 91

Biotechnology Salary How To Compensation 91

Keith Rosen

APRIL 22, 2011

In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia. Gaurav Hazra – Head of Sales, Oracle (India). He is the best in sales. Yong Chung Shin – Product Manager, Ummi Surgical. Keith is a great presenter and facilitator.

Oracle 67

Oracle Coaching Pharmaceuticals Lead Rank 67

Sales Evangelist

JUNE 11, 2020

How To Partner With Resellers To Experienced Repeatable Sales Growth Sales is not just about growing your customer base but also about partnerships with a variety of people. 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.

Scale 52

Scale How To Retail Infusion 52