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.

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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.

Dave Kurlan's Predictions for Sales Organization in 2020

Understanding the Sales Force

TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.

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?

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.

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.

5 Best Practices for Creating Sales Aids That Get Results

Hubspot Sales

Sales aids are most commonly associated with healthcare and pharmaceutical sales, but the concept isn't necessarily specific to those industries. Where does it stand relative to your competition? Sales is, in large part, the art of capturing and keeping attention.

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.

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.

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.

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.

Avoiding a Product Launch Failure: How Modern Learning Reduces the 3 Biggest Risks

Allego

From escalating competition and shrinking product-launch windows to diminished training budgets, the risks and challenges associated with new product launches continue to increase. The following post is a recap of a recent LTEN webinar by Pat D’Amico, Founder and CEO of About-Face Development.

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.

First to Flop: the Mechanics of Change

Xvoyant

In his sophomore year of high school, Dick failed to clear jumps of 5 feet, the qualifying height for his State competition using the popular Straddle technique. Today, every competitive High Jumper uses the Fosbury Flop. by Rob Jeppsen. 7 min read.

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?

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.

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.

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

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.

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.

Sales Hiring: The Ultimate Guide

Hubspot Sales

Be as specific as possible; for example, if your sales team is driven by friendly competition, say you’re looking for salespeople who “love to win.” For example, candidates browsing AngelList are looking for startup jobs, while those on MedReps.com want to work in pharmaceutical sales.

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.

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.

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.

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.

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.

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.

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.

Guest author Ian Brodie on diminished returns to sales calls

The Ultimate Sales Executive Resource

The company ended up diverting resource from both the non-prescribers and some from the over-visited high prescribers to the middle “high response” segment – and sales went up by nearly 20% - a huge leap in the competitive pharmaceutical world.