DiscoverOrg Sales

APRIL 5, 2016

This means that our customers have access to the broadest and most accurate data on what the technology install base is at their prospects and customers alike. If you combine Predictive Analytics with accurate prospecting data from DiscoverOrg, it’s unstoppable. HS: Of course. Do you find that to be a successful strategy?

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

Pipeliner

JANUARY 5, 2021

Your lead source, of course, depends on the particular field you are in. The ideal prospect company would have a sales team of 10 or more, and an established sales process. Some of the industries we’ve done well in include manufacturing, insurance, finance and pharmaceutical companies (contact us for a fuller list).

Sales Qualified Lead 98

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 98

Pipeliner

SEPTEMBER 26, 2018

After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve learned it takes to be most successful. One time a decision maker at a Fortune 100 pharmaceutical company was on my client’s “please get me a meeting” wish list.

Outsourcing Services 53

Outsourcing Services Decision Maker Pharmaceuticals Sales Outsourcing 53

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. 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.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Paul Cherry's Top Sales Techniques

MARCH 28, 2010

Pharmaceutical Sales Training. Prospecting (9). Ask Questions and Listen to What your Prospect Needs. Category: Prospecting. As a sales coach , I am always amazed to find that most sales reps spend more time talking to prospects than listening. What are the prospect’s underlying motivations?

Prospecting 49

Prospecting Pharmaceuticals Sales Coaching Distribution 49

Paul Cherry's Top Sales Techniques

AUGUST 24, 2010

Pharmaceutical Sales Training. Prospecting (9). 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?” Technology Sales Training.

Pharmaceuticals 49

Pharmaceuticals Motivation Buyer Training 49

Mindtickle

APRIL 22, 2022

Sellers must also be able to apply it when it matters: when interacting with prospects. Industries including pharmaceuticals, retail, and technology are particularly heavy users of role-plays. Product knowledge : Sellers must have solid product knowledge before interacting with prospects.

Closing 52

Closing Exercises Pharmaceuticals Analysis 52

Sales Hacker

JUNE 2, 2020

If you missed episode 111, check it out here: Prospecting and Researching in Today’s Brave New World with Peter Wooster. He is a long time tech industry veteran who started his career in the pharmaceutical sales industry, but he grew up in financial services, software sales. So of course you want proximity to customers.

Company 67

Company Hiring Scale Pharmaceuticals 67

LeadFuze

SEPTEMBER 30, 2021

Even if you use a strong cold email provider, write flawless text, and make an appealing offer, none of this will matter unless and until you can convince your prospects to click and view your email. Pharmaceuticals. Maintain a clean prospect list. How can you persuade your contacts to engage – and perhaps even to respond?

Campaigns 52

Campaigns Construction Face-to-face Telecommunications 52

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Marc Wayshak

NOVEMBER 11, 2020

In the classic 1995 comedy Tommy Boy , Chris Farley’s character, Tommy, spends one hilarious scene freaking out before heading into a meeting with a prospect. Now, all jokes aside, being nervous is often par for the course in sales. Tip #2: It’s okay to get a “no” from a prospect. It goes like this: Prospect #1: “No.”.

Call-back 62

Call-back Cold Calling Hiring Gatekeeper 62

Paul Cherry's Top Sales Techniques

JUNE 16, 2011

Pharmaceutical Sales Training. Prospecting (9). Over the course of several meetings, Patrick, Rita, and Tim resolved their differences. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us. Employee Training (13). Leadership Training (14).

Pharmaceuticals 60

Pharmaceuticals Face-to-face Distribution Sales Coaching 60

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. In other words, you eat what you kill.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Paul Cherry's Top Sales Techniques

FEBRUARY 25, 2011

Pharmaceutical Sales Training. Prospecting (9). Of course, that didn’t do wonders for their working relationship. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us. Employee Training (13). Leadership Training (14). Sales Coaching (2).

Pharmaceuticals 53

Pharmaceuticals Call-back Distribution Sales Coaching 53

Paul Cherry's Top Sales Techniques

AUGUST 19, 2010

Pharmaceutical Sales Training. Prospecting (9). Category: Prospecting. Consider the following over a course of multiple touch point meetings: Perhaps an internal conflict is brewing, and it’s impacting productivity. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training.

Pharmaceuticals 45

Pharmaceuticals Webinar Metrics Distribution Industry 45

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

Hubspot Sales

NOVEMBER 6, 2019

Just like you target specific prospects who are the best fit for your product, you should identify the type of reps who have the ideal skills, experience, and background for your company — and pursue them aggressively. Curious: Interested in learning more about prospects; willing to ask probing questions. Build a hiring profile.

Hiring 73

Hiring Salary Scale Referrals 73

SugarCRM

NOVEMBER 9, 2022

Latin America — Close-Up International , the first company in the world to create medical prescription audits in the pharmaceutical market, was chosen for its ability to eliminate blind spots, busy work, and roadblocks by maturing from manual processes to unifying their critical data to support real business improvements.

Brainsell 49

Brainsell SugarCRM Customer CRM 49

Paul Cherry's Top Sales Techniques

FEBRUARY 11, 2010

Pharmaceutical Sales Training. Prospecting (9). Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us. Employee Training (13). Leadership Training (14). Price vs. Value (5). Questions for Managers (21). Sales Coaching (2). Sales Management (8).

Comparison 40

Comparison Pharmaceuticals Distribution Sales Coaching 40

Paul Cherry's Top Sales Techniques

APRIL 4, 2010

Pharmaceutical Sales Training. Prospecting (9). Sometimes the sales relationship has run its course, or the well has simply run dry. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us. Employee Training (13). Leadership Training (14).

Pharmaceuticals 40

Pharmaceuticals Distribution Sales Coaching Coaching 40

Paul Cherry's Top Sales Techniques

NOVEMBER 9, 2010

Pharmaceutical Sales Training. Prospecting (9). Of course, not every employee in every company is so easily pleased. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us. Employee Training (13). Leadership Training (14). Price vs. Value (5).

System 49

System Pharmaceuticals Incentives Incentive 49

Paul Cherry's Top Sales Techniques

MAY 21, 2009

Pharmaceutical Sales Training. Prospecting (9). It was a great opportunity for braving the elements and breaking away from the office, instead of the usual safe, comfortable, unchallenging office or classroom setting with a PowerPoint presentation, or hitting the golf course and the bar at the country club afterwards.

Pharmaceuticals 40

Pharmaceuticals Groups Distribution Coaching 40

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. So how have prospects changed? Prospects are struggling with the current “do more with less economy”. Prospects are more inclined to stick with “business as usual” and “do nothing” versus change.

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

Paul Cherry's Top Sales Techniques

JANUARY 5, 2009

Pharmaceutical Sales Training. Prospecting (9). They saw the pain these manufacturers were beginning to inflict on their suppliers, and made the decision early to change course and actively pursue new market opportunities. When customers/prospects try to get you to come down on price, discuss value. Contact Us.

Marketing 53

Marketing Face-to-face Harvest Pharmaceuticals 53

Sales Hacker

JANUARY 31, 2018

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? If I were the prospect and I saw this, here is what I would say…. Knowing this, what do you think is the most prudent course of action right now? The Executive View.

Sales Management 86

Sales Management Top of Funnel Account Pharmaceuticals 86

Sales Hacker

NOVEMBER 1, 2018

Time and time again, the same email was sent to your prospects in the pharmaceutical industry, and it always got replies. So, of course, the same email will work in manufacturing, right? Let’s say, by some twist of fate, a play in a playbook really did work in your sales executive’s last organization.

Pharmaceuticals 74

Pharmaceuticals Data Resources Examples 74

Zoominfo

OCTOBER 31, 2019

Whether you build or buy your prospecting data – hire people to research and build your database, or buy it from a reputable data provider – make sure you have great data. With these three simple tools – email, a phone, and solid contact data – send an email to all the prospects on your list. Now for the hard part: Pick up the phone.

Quota 178

Quota Decision Maker Segment Hiring 178

Hubspot Sales

OCTOBER 13, 2021

Pharmaceuticals, in-home care for seniors, contraceptives, walk-in clinics, and other healthcare ventures present viable opportunities for entrepreneurs and investors alike. Your forecasts should account for best-case scenarios, realistic courses, and "code red" outcomes — and you have to make plans around all three.

Forecasting 122

Forecasting Education Retail Pharmaceuticals 122

Zoominfo

OCTOBER 31, 2019

Whether you build or buy your prospecting data – hire people to research and build your database, or buy it from a reputable data provider — make sure you have great data. With these three simple tools — email, a phone, and solid contact data — send an email to all the prospects on your list. Now for the hard part: Pick up the phone.

Quota 130

Quota Decision Maker Segment Hiring 130

Bigtincan

DECEMBER 8, 2021

In addition, many Fortune 500 clients from financial institutions, manufacturing industries, pharmaceuticals, health care, technology, retail, and energy have adopted Bigtincan to help their sales reps effectively engage with prospects and customers. 4: Get useful data on what content prospects are engaging with the most.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

JANUARY 13, 2021

This requirement often arises when selling into specific verticals, such as finance, pharmaceutical, or government. Protecting Margins: Your prospective OEM partners need to be researched in each vertical market to determine the extent of the competitive overlaps. One of the first questions by your prospect will be; What is the cost?

Licensing 74

Licensing Software Software Enterprise 74