DiscoverOrg Sales

APRIL 5, 2016

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. HS: Of course.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

Hyper-Connected Selling

MAY 26, 2016

Even though there’s a plethora of new technological tools for communicating, real conversation is waning. In a day when we try to fix all of our problems with pharmaceuticals (because we think our mind is a mechanism that isn’t working), that will take some time. Big Thought. It’s a bit of a tautology.

Conversion 58

Conversion Social Media Pharmaceuticals Media 58

SBI Growth

JANUARY 30, 2014

Examples include medical devices and pharmaceuticals. The reason for modest growth is medical devices, and pharmaceuticals, have persistent buyer behaviors. Conversely, why mess with small experiments when the revenue is large? Conversely, some sales teams will clearly need new capabilities. Estimate the revenue at stake.

Social Selling 317

Social Selling Industry Lead Rank Pharmaceuticals 317

Allego

JUNE 8, 2023

Let’s start by examining how pharmaceutical sales is using AI in general. Well, ChatGPT is nothing if not honest; I asked ChatGPT the following question: “What are some real-life examples of how pharmaceutical companies are using ChatGPT for sales?” How Is Life Sciences Sales Using AI Now? I actually think I saw ChatGPT blush a little.

Pharmaceuticals 62

Pharmaceuticals Lead Rank Call-back Channels 62

Sales 2.0

MAY 14, 2014

Prospects become clients one conversation at a time, through trust, credibility, and confidence. Here’s one example: we do a lot of work in licensing and joint ventures for biotech and pharmaceutical companies, so we’re always looking to connect with business development people in life sciences. But how does a Sales 2.0

Social Selling 297

Social Selling Pharmaceuticals Social Media Licensing 297

Allego

AUGUST 9, 2022

Ryan Thompson , Senior Director, Global Sales Training at Medtronic, has 22 years of experience in the pharmaceutical and medical device industries. The conversations dive into the ups and downs of their journey. And the more you understand about someone or something different than you, the more you can connect with them.

Face-to-face 118

Face-to-face Scale Pharmaceuticals Google 118

Babette Ten Haken

OCTOBER 13, 2020

Versus continuing the discovery conversation to determine the complete set of needs that customer has yet to articulate. But also conducting Voice of the Customer research in the automotive, finance, pharmaceutical, telecom and healthcare arenas. Let’s set up a complementary 15-minute discovery conversation. Just a conversation.

Customer 106

Customer Engineering Automotive Pharmaceuticals 106

Sales Training Connection

MARCH 27, 2014

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. To download the free white paper click here or visit [link]. And to learn more about our MedTech sales training programs, click here. ©2014 Sales Momentum, LLC.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Zoominfo

NOVEMBER 1, 2022

When you’re trying to make 30 or 40 calls and have meaningful conversations, you need as much time to prep for those calls as possible, versus doing all that research across five different websites or services.” ZoomInfo saves me so much time,” Castro says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Sales and Marketing Management

JULY 19, 2018

With conversational AI assistants able to do all four, today’s salesperson is freed up to spend more time closing business (and earning those knife sets). Martin worked as a field rep with Pfizer Pharmaceuticals before making the transition to enterprise software sales, business consulting, and launching two start-ups in healthcare.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Sales and Marketing Management

FEBRUARY 18, 2019

This conversation illustrates a critical point in the creation and management of customer loyalty. “My account manager, the person I have dealt with for the last 10 years, just left Bank XYZ and took a position at Bank ABC.”. In the B2B world, your sales force is actually your loyalty program.

Loyalty 290

Loyalty Airlines Banking Discount 290

Sales Training Connection

APRIL 14, 2013

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A foundational requirement for meeting those challenges is addressing the individual preferences for each of your physicians. ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Pharmaceuticals Journal Demographics 112

Mindtickle

FEBRUARY 1, 2024

This involves constant risk scoring and discussions with the team to improve engagement so as to get those conversations back on track. Pipeline risk analytics was vital to focus on cleansing the pipeline and identifying disengaged prospects. Building trust with the teams [was imperative.] It was going to be counterproductive.

Video 52

Video Scale Lead Rank Quota 52

Sales Training Connection

JULY 8, 2013

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. ©2013 Sales Momentum ® LLC.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

JANUARY 8, 2013

Under those conditions, physicians really don’t listen – they are thinking: How long will this take and how can I cut this conversation short? In other words, you’ve lost the doc’s attention and probably have lowered your chances of a second conversation. ©2013 Sales Horizons, LLC.

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

Zoominfo

FEBRUARY 13, 2021

Matt Pickering, Converse Matt is Director of Consumer Data and Analytics Technology at Converse, and previously was Global Senior Manager of Digital Commerce Analytics. He previously held a position as Vice President of Pharmaceutical Operations and Information Technology at Biogen. Follow Matt on Twitter 6.Sebastien

Analytics 100

Analytics Data Insurance Insurance 100

Sales Training Connection

JUNE 6, 2014

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC. Technorati Tags: biotech sales , healthcare sales , medical device sales , medical sales , medtech sales , pharma sales , sales training.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

APRIL 25, 2014

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Horizons, LLC. Technorati Tags: medical device sales , medical sales , medtech sales , pharma sales.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Allego

NOVEMBER 10, 2020

In her interview, podcast host Mark Magnacca, Allego President and Co-Founder, discussed the ways training techniques have evolved to accommodate virtual product launch , remote sales pitches, and issues facing pharmaceutical companies during the pandemic. Here are five takeaways from that conversation. #1 Don’t overthink it.

Pharmaceuticals 71

Pharmaceuticals Biotechnology Face-to-face SalesForce 71

Sales Evangelist

NOVEMBER 20, 2020

In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments. Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. Try it today at ?

Pharmaceuticals 59

Pharmaceuticals How To Survey LinkedIn 59

Pipeliner

DECEMBER 19, 2022

For example, if prescriptive research indicates that your business may experience a low checkout conversion rate in the next five months, it will also suggest how to avoid this. This can lead to more personalized and relevant marketing efforts, increasing engagement and conversion rates. Optimization of lead generation and conversion.

Analytics 52

Analytics Marketing Apparel Social Media 52

Product Management University

FEBRUARY 15, 2023

Answers to those questions are where you’ll find the real aspirations of your buyers and that conversation begins in the first discovery meeting. Instead of first uncovering the strategic implications of document management, the conversation goes straight to the tactics. What are you currently using to manage documents today?

Solutions Selling 52

Solutions Selling Pharmaceuticals Margin Sales Methodology 52

Sales Training Connection

FEBRUARY 24, 2014

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Due to the transformational changes in the healthcare industry, there will be a new set of winners and losers among MedTech companies. A piece of the puzzle for being among the former is building a superior sales team.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

DECEMBER 19, 2012

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. In the case of medical sales reps , they’ll engage with those sales reps that can show how their drug, device, consumable, or capital equipment can reduce their risk and deliver better clinical results for patients.

Health Care 105

Health Care Pharmaceuticals Face-to-face Training 105

Miller Heiman Group

MAY 15, 2019

These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads. The customer-centric conversation: Uncovering customer needs.

Face-to-face 96

Face-to-face Pharmaceuticals Decision Maker Lead Rank 96

Sales Training Connection

AUGUST 27, 2014

They are more likely to be able to gain access at the executive level and have more skilled conversations focused on business and financial issues. This level and type of conversation is now a requirement for sales success. So what are some of the payoffs? Executive level meetings. Institutional resources. ©2013 Sales Momentum ®.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Allego

FEBRUARY 24, 2021

New Customers in Financial, Pharmaceutical, and Manufacturing. “We delivered, expanding our footprint and implementing technological advancements to offer customers an all-in-one sales enablement solution. As we look ahead to 2021, Allego will continue to evolve with our customers’ needs for the next normal.”.

Revenue 62

Revenue Customer Pharmaceuticals Journal 62

SBI Growth

JANUARY 30, 2014

Examples include medical devices and pharmaceuticals. The reason for modest growth is medical devices, and pharmaceuticals, have persistent buyer behaviors. Conversely, why mess with small experiments when the revenue is large? Conversely, some sales teams will clearly need new capabilities. Estimate the revenue at stake.

Social Selling 120

Social Selling Industry Lead Rank Pharmaceuticals 120

SBI Growth

SEPTEMBER 1, 2013

Industry Vertical – reps are organized by specific industry types (government, pharmaceutical, tech, etc.). Make the # by: Ensuring the right people are having the right conversations with your buyers. This can increase the volume of sales calls to drive growth. They sell into these verticals only. Product – similar to industry.

Revenue 316

Revenue Hiring Lead Rank How To 316

Awarathon

AUGUST 8, 2023

Here are some well-known names: Juniper Networks Janssen Cipla Purecars Price Labs Mindtickle Features: Conversation Intelligence Sales Forecasting (RO&I) Digital Sales Rooms Analytics & Dashboards Call recorder Video recorder Brainshark Brainshark was founded in 1999. So who’s using Mindtickle? So who’s using Rehearsal?

Video 52

Video Ideal Customer Profile Pharmaceuticals Forecasting 52

Mindtickle

FEBRUARY 6, 2024

On the other hand, the main contributing factor in the manufacturing and healthcare/pharmaceuticals industries is limited predictability and inaccurate forecasting. Conversation intelligence is a powerful tool for gaining greater visibility. This makes sense, as 64% of VPs and SVPs cite a lack of benchmarks as a top challenge.

Revenue 52

Revenue Top of Funnel Sales Enablement Funnel 52

Sales Training Connection

MARCH 19, 2013

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. You need different levels of commitment to propose to the physician based on how the call went. ©2013 Sales Horizons, LLC.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Rob Jolles

SEPTEMBER 9, 2022

Xerox training was world-renowned and very successful, but one of our biggest challenges came from the pharmaceutical companies. Tune in and you’ll hear a collection of BLArticles®, conversations, and interviews that are sure to teach, motivate, inspire, and dare I say, entertain! [link]. You get a “Pocket Sized Pep Talk!”

Hiring 52

Hiring Pharmaceuticals Call-back Up-Sell 52

Sales Training Connection

AUGUST 16, 2013

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. ©2012 Sales Horizons, LLC.

Health Care 110

Health Care Pharmaceuticals Training Relationals 110

Allego

MAY 28, 2019

In industries such as healthcare, medical devices, and pharmaceuticals, your team’s execution of the “how” has become increasingly critical. And in most cases, the one thing you can control is how well your reps are prepped for the next customer conversation. Today, access is very limited.

Hiring 74

Hiring Face-to-face Pharmaceuticals Decision Maker 74

criteria for success

MAY 20, 2020

Having a conversation will also give you something to talk about when you do follow up. Start with something small and the conversation could grow. The CMO Leadership Awards is specifically geared toward excellence in the pharmaceutical industry, which could make it a gold mine if that’s your target audience.

Lead Rank 66

Lead Rank Lead Scoring Leads Marketing Qualified Lead 66

Sales Training Connection

APRIL 2, 2014

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. To take a deeper dive into MedTech sales strategy, download the free white paper – Getting MedTech Sales Strategy Right – click here or visit [link]. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96