Can Pharma’s Woes be Tied to Poor Business Acumen?

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. I believe that companies who build solid business planning processes that align marketing and regional sales plans with individual territory plans will have the best chance to succeed in today’s competitive marketplace.

Getting MedTech Sales Strategy Right – A FREE Sales Momentum White Paper

Sales Training Connection

Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts. While the MedTech industry is positioned to grow in the coming years, all is not rosy.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

The implication from a sales capability perspective: a s ales team will not only need to be able to sell a competitive advantage; they will need to be a competitive advantage. Medtech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth.

Pharma sales – it’s a different world

Sales Training Connection

Journal , for example, reports that Eli Lilly has cut its US sales force by 30% so far this year as it prepare for two of its biggest drugs – Cymbalta and Evista – to face generic competition. Pharma sales. Pharma sales reps in the U.S.

Medical sales – ask for commitments if you want to win

Sales Training Connection

This true in all sales environments – but because of the highly competitive environment it is particularly important for sales people in medical sales. That is not how to win in a competitive sale. Medical sales - getting a commitment.

Question Number One: Assessing the Competition

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Question Number One: Assessing the Competition. Assessing the competition from time to time is a matter of survival for any business. Best of all, it positions you as an expert to help offer answers and provide them that competitive edge. 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.

Selling to Hospitals – 10 roles for internal champions

Sales Training Connection

Provide competitive intelligence. Selling to Hospitals. . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business.

#1 Question to Snatch Business from Your Competition

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. 1 Question to Snatch Business from Your Competition. Ask your customers questions that will get them planning how to increase revenue, how to grow market share, and how to secure more business at higher profit margins—start with this one: “What will it take on my part to win that portion of the business you’re currently giving to our competition?” More Free Stuff | Email Us | Get Started Now!

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

After all, because they spend a lot of time on site they are in an ideal position to develop relationships, capture competitive intelligence, and identify sales opportunities. MedTech clinical staff + sales training.

Pharma Sales Training: Identifying Buyer Motivations

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. During our recent pharmaceutical sales training webinar, Engaging the C-Suite Executive, Lisa Krapf, Manager of Merck Pediatric Vaccines, asked the following question: “How do you get pharmaceutical customers to make decisions faster?” Pharmaceutical sales training is more complex today. What can you do to be more competitive and stand out when too many pharma sales reps are “pushing drugs” instead of solutions?

Buyer 46

What is the Best Interview Question?

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Jerry Acuff, President of Delta Point and a highly respected pharmaceutical sales training professional I greatly admire, shares this valuable advice in one of his recent blogs in which he asked his readers: “What is the best interview question?” 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.

The Sales Excellence Conference, May 24-25 in Toronto.

Steven Rosen

These are truly challenging times in the pharmaceutical industry. With products going off patent, increased competitive pressures and a do more with less mentality, how are you going to exceed your sales objectives?

Successful Strategy Execution

Steven Rosen

Steven Rosen, CEO of STAR Results says, “It is clear that companies need to do a far better job at strategy execution if they want to have a competitive advantage. Successful Strategy Execution.

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

Bernadette McClelland

‘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.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Finally, the appearance of tech – in the form of IT Services, Telecom / Communication Services, and Computer Software – at the top supports the trend that technology is a differentiator and a competitive advantage. Pharmaceuticals. Pharmaceuticals. Pharmaceuticals.

Is Your Customer at the Center of Sales Onboarding?

Sales Benchmark Index

Knowledge of product features, value propositions, and competition are imperative. Ingrid was a successful pharmaceutical rep. At the end of the week she was fluent in product features, pricing and competition.

#1 Sales Question about Competitor Comparisons

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Assessing the competition periodically is a matter of survival for any business. 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. → One-on-One Sales Coaching. → Web Seminars.

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

The Sales Association

Go where your competition fear to tread and give me the extras. The extras, the overs, the information, the ideas, the shortcuts, help me help my clients, because it won’t be long and your competition will be! Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 23, 2011. Ode to The Salespeople Customers Can’t Wait To Meet… Salespeople – Help me think differently, help me be better at what I do.

MBO Examples to Kickstart Your Sales Team Engagement

Xactly

There’s no question cloud computing is growing fast, and is extremely competitive. Pharmaceutical Sales MBO Examples. When was the last time you thought to check-in on the goals you set for your employees?

Billion Dollar Agricultural Biotechnology Company Learns PBR.

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. 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. 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.

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

Industry Vertical – reps are organized by specific industry types (government, pharmaceutical, tech, etc.). In a competitive replacement market, you need to organize to take share. This post is focused on organizing sales talent to help you make the number.

5 Ways Superior Sales Managers Enable Account Executives For Autonomous Success

Sales Hacker

There is a pharmaceutical advertisement appearing before me now: “ Is your calendar booked back to back with customer meetings that your reps have invited you on? In this article, I’m going to breakdown what effective sales management is from an executive standpoint.

Do You Seek the Better Solution?

Smooth Sale

There have been occasions where it felt as if the doctor was on commission from the pharmaceutical company. Attract the Right Job or Clientele. The pressure of meeting quota or needed income has many overlooking the better solution.

Sage 90

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Qstream allows sales reps to reinforce the core skills and knowledge they need to be successful in just minutes a day through fun, competitive challenges delivered to their mobile device. Welcome to our biweekly blog feature.

Ramp is Coming Up! What to Expect at Ramp 2019

InsightSquared

The rest of the day will be full of thought leadership sessions, networking events and our keynote speaker, Steven Spear , author of The High-Velocity Edge: How Market Leaders Leverage Operational Excellence to Beat the Competition.

Sales training myopia of tech start-ups

Sales Training Connection

For example, if you are a start-up in the medical device market and you “buy” your reps from those that are available from the pharmaceutical industry, the myth of selling is selling will quickly be unmasked. Underestimating the competitive threat. Sales Training and Start-ups.

Yes, We Need a Trade War

Pipeliner

Today trade on a global basis is extremely complicated, especially for goods and services within certain categories such as medical, pharmaceutical and agriculture. Competition is what has brought about some of the greatest product innovations that have ever occurred. All of this came about because manufacturers, in the heat of competition, invested heavily in innovation.

Mylan Sold Its Soul – Will Your Sales Team?

OpenSymmetry

This aggressive pricing strategy was scrutinized before Congress, with news constantly unfolding about profit margins and anti-competitive practices. Just last year, in 2015, CEO Martin Shkreli of Turing Pharmaceuticals was under fire for buying the drug Daraprim from Impax Laboratories and raising the price from $13.50 In fact, most industries face the opposite problem and need to write incentive compensation plans that account for strong competition.

Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

Smart Selling Tools

Qstream allows sales reps to reinforce the core skills and knowledge they need to be successful in just minutes a day through fun, competitive challenges delivered to their mobile device. Welcome to our biweekly blog feature.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. Kamini Sengalrayan – Sales Training Manager, GlaxoSmithKline Pharmaceutical. Evelyn Tea – Sales Training Manager, GlaxoSmithKline Pharmaceutical.

How to Become a Medical Sales Rep (Even If You Have No Experience)

Hubspot Sales

While it’s true that medical sales is a highly competitive field and the workload is demanding, if you’re up to the challenge, it’s possible to begin building your career and making a name for yourself almost immediately. pharmaceuticals. How to become a medical sales rep.

The 20 Best Sales Movies of All Time [Updated for 2018]

Hubspot Sales

Based on the nonfiction memoir Hard Sell: The Evolution of a Viagra Salesman , this romantic drama stars Jake Gyllenhaal as an ambitious pharmaceutical rep whose slippery ethics and refusal to take no for an answer help him become Pfizer’s #1 drug pusher.

Film 114

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

Pipeliner

Theranos, Wells Fargo, VW, Takada, and Purdue Pharmaceutical became notorious because their business strategies became deeply infected with nefarious intent. For all these companies, the proximate cause for their bad fortune wasn’t a cliché risk like rabid competition. I’d like to encircle the workplace with ribbons of yellow safety tape. That would give others an inkling of the dangers lurking within. I’m not talking about back pain, eyestrain, and paper cuts.

Interview: Guided Selling with Storytelling, Insights and Financial Justification

The ROI Guy

Yes, Forrester recently published at their annual Sales Enablement Summit that 74% of deals go to the sales rep who can help decision makers set the buying agenda, while only 26% of the deals went to the vendor who wins the competitive bake-off.

Successful Salespeople Sell with Passion

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. None of this “all talk, no action” stuff for this sales rep — he’s hungry, motivated and competitive. 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.

Winning the Social Media Engagement Contest

The ROI Guy

As social media grows in use, promotional power and business value, the most popular and engaged companies will have a distinct competitive advantage in revenue generation, marketing efficiency and return on marketing. Industries found to have companies with the least overall social media engagement (on average) include: Energy; Utilities; Wholesale & Distribution; Pharmaceuticals; Healthcare; Chemicals; Professional Services / Service Providers.

Just Released: Coaching Salespeople into Sales Champions a HIT in Asia!

Keith Rosen

Here are what some of the other delegates had to say after the training program: The trainer provided the insights of coaching and leadership which was very relevant in giving the edge to stay competitive. Adam Thng Woi Yong, Sales Training Manager – GlaxoSmithKline Pharmaceutical.

5 Ways to Prepare Before a Sales Call

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. news of competitive threats. 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. → One-on-One Sales Coaching. → Web Seminars. → Keynote Speaking. Reinforcement Assessment.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. Kamini Sengalrayan – Sales Training Manager, GlaxoSmithKline Pharmaceutical. The trainer provided the insights of coaching and leadership which was very relevant in giving the edge to stay competitive. I think that this is a training that leaders should not miss out because it would give them a very strong competitive edge against competitors.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. Kamini Sengalrayan – Sales Training Manager, GlaxoSmithKline Pharmaceutical. The trainer provided the insights of coaching and leadership which was very relevant in giving the edge to stay competitive. I think that this is a training that leaders should not miss out because it would give them a very strong competitive edge against competitors.