Partners in Excellence

OCTOBER 5, 2021

We get prospecting outreaches from companies that should never reach us. We don’t deal in commodity buying/selling. We aren’t a healthcare company and don’t buy medical devices/pharmaceutical products. Our customers/prospects are only those who fit our ICP (think of the bulls eye of a target).

Ideal Customer Profile 103

Ideal Customer Profile Customer Pharmaceuticals Microsoft 103

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

SBI

JUNE 3, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Steven Rosen

OCTOBER 22, 2011

This year was tough; next year’s sales prospects look even tougher. You develop a plan to do one or more of the following: Develop a new selling skills program. Your boss comes to you and says how can you sustain the sales force? What can you do? Hire only top sales reps.

Hiring 179

Hiring Remedy Incentives Incentive 179

Paul Cherry's Top Sales Techniques

JANUARY 19, 2010

Pharmaceutical Sales Training. Prospecting (9). The comparison question is a crucial part of your selling skills arsenal. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us. Employee Training (13). Leadership Training (14).

Comparison 45

Comparison Customer Pharmaceuticals Distribution 45

Paul Cherry's Top Sales Techniques

DECEMBER 8, 2008

Pharmaceutical Sales Training. Prospecting (9). Billion Dollar Agricultural Biotechnology Company Learns PBR Value Selling Skills. In today’s highly competitive agricultural biotechnology sales industry, value selling is one of the more important selling skills needed by top level sales professionals.

Biotechnology 40

Biotechnology Company Pharmaceuticals Selling Skills 40

Mindtickle

APRIL 22, 2022

Sellers must also be able to apply it when it matters: when interacting with prospects. This practice boosts their skills and their confidence so they’re better prepared for any interaction that comes their way. Industries including pharmaceuticals, retail, and technology are particularly heavy users of role-plays.

Closing 52

Closing Exercises Pharmaceuticals Analysis 52