Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

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? Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant.

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Medical device sales – tips to leverage the power of storytelling – An STC Classic

Sales Training Connection

Those tips work with all B2B sales. A Classic - '63 Corvette. Sales and storytelling – a powerful combination!

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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

In B2B sales, it’s time. Pharmaceuticals. Pharmaceuticals. Pharmaceuticals. Pharmaceuticals.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

You should know what a CIO at a Pharmaceutical company cares about and which case studies to mention to him/her vs. the CIO of a Retail Company or a VP of Application Development at a Manufacturing company – they all have different priorities and needs and you need to be talking about all of those specifically. It’s an amazing time to be a consumer of sales data.

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Gartner Interview: Top 3 Challenges for Sales Enablement Technology Selection

The ROI Guy

Tad cut his teeth in pharmaceutical sales enablement before joining Salesforce, so he knows his stuff on both the demand and supply side. Tad Travis, a Director in Gartner Research, is responsible for the CRM sales research agenda.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

Here’s a Mobile Marketing project happening at Takeda Pharmaceutical and a screenshot of their Marketing Org Chart as a quick example of our intelligence. Outbound Selling Sales Development Sales Strategies Account-Based Sales Development B2B Sales Insights cold email Email Marketing Outbound Email Outbound Sales Prospecting sales strategiesThe debate within sales right now is whether cold-calling works.

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

In the B2B world, your sales force is actually your loyalty program. For companies serving B2B markets, a properly run sales force that executes the seven activities outlined above is the most effective (and cheapest) loyalty program you can find.

Ramp is Coming Up! What to Expect at Ramp 2019


Steven will be sharing conclusions from his research and consulting he has done with Toyota, Alcoa, several hospitals, a number of pharmaceutical firms, the US Army and more (you don’t want to miss this).

Building a House of Business—Starting With the Dirty Work


An example can be found in the pharmaceutical industry, where a drug trial and development can take decades before it ever sees the light of day. The report shows that nearly all B2B buying decisions for larger purchases are made by committee or agreement amongst a number of executives.

College graduates – should you consider a sales job?

Sales Training Connection

The pharmaceutical industry comes to mind – for example, Eli Lilly laid off a 1000 salespeople in 2013. Bottom line – if you are in college and just about to graduate then considering an initial job in the field of B2B sales actually is a good idea.

Great Sales Coaching Will Lead to Great Sales Results

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. I wanted to share with you a recent sales coaching success story with one of my clients, a seasoned B2B sales professional, who I will refer to as Tom. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training.

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

Smart Selling Tools

Truly mobile B2B sales organizations, like those of retail merchandisers and pharmaceutical companies, need to be much more agile and results-ready than laptop computers equipped with CRM allows them to be.

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The Pipeline ? POGO POWER

The Pipeline

I started out life playing in punk rock and rock bands, but took a job as a chemist working in pharmaceuticals. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. While at Sepracor Pharmaceuticals I maintained a monthly quota of 135% or greater of my monthly budget while ensuring clients- Psychiatrists, Neurologists, Oncologists, and Primary Care Physicians- where given the most up to date products and services available industry wide.

Interview: Guided Selling with Storytelling, Insights and Financial Justification

The ROI Guy

For example, no longer can pharmaceutical companies swarm a doctor’s office and influence them to write scripts for your meds. There are now 43% more stakeholders involved in each decision, with up to 10 involved in typical large (>$500K) B2B purchase decisions.

Interview Abstract: Why Selling with Value Requires Modern Tools + Modern Training

The ROI Guy

Our buying behavior as consumers has influenced our buying behavior as b2b buyers. B2B buyers are better informed, more cautious, and often must sell their ideas internally to very senior-level executives to get funding.