Product Management University

FEBRUARY 15, 2023

Solution selling is like vanilla ice cream. Aspirational selling is a more tantalizing flavor that separates you from the pack and makes your products the clear choice. Aspirational selling is a more tantalizing flavor that separates you from the pack and makes your products the clear choice. What is Solution Selling?

Solutions Selling 52

Solutions Selling Pharmaceuticals Margin Sales Methodology 52

Product Management University

APRIL 15, 2018

Solution selling is like vanilla ice cream. Here’s the thing: if you and all of your competitors are using the vanilla ice cream approach to selling, you’re missing an opportunity to showcase your unique value and improve win rates. Solution selling has long been the norm in B2B. It’s not wrong or bad.

Solutions Selling 45

Solutions Selling Pharmaceuticals Guarantee Benefit 45

SBI

NOVEMBER 27, 2012

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!

CRM 133

CRM Wireless SalesForce Commission 133

SBI

OCTOBER 23, 2012

As a VP of sales and marketing for major corporations like Biovail Pharmaceuticals Inc. About the author: With over 20 years of successful sales leadership and coaching under his belt, he knows how to bring out the inner “tiger” in sales leaders throughout the country.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

The ROI Guy

APRIL 15, 2014

In any pipeline review, the majority of the discussions are about prospects not calling reps back, not moving forward, and taking longer and longer in the process. Early in the decision making process its about helping prospects better understand their issues, and the impact these issues are having on their business.

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

The ROI Guy

SEPTEMBER 13, 2013

Yes, I believe that it has grown to become a significant issue, and we have seen it in our prospects. Their sales folks are still using a product selling approach, when today’s buyer has significantly changed and could care less about your latest version and what’s new in it. So how have prospects changed?

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

Vengreso

JULY 10, 2023

Sales can be a complex and challenging field, as professionals may encounter a variety of challenges, including competition, limited time for selling (aka admin time), lack of response from prospects, extended sales cycles, inadequate qualified inbound sales leads , and rejection. This can also be called virtual selling.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40