Overcoming “Failure to Impact” Syndrome

Steven Rosen

This year was tough; next year’s sales prospects look even tougher. Create a better incentive plan. Change Management Leadership Pharmaceutical Sales Management Coaching Uncategorized sales impact sales management sales management training

Remedy 173

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

Smart Selling Tools

The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects.

CRM 136

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


When you prospect a C-Level executive for the first time, always make it seem that you’ve had an earlier conversation with them.”. Pressure from prospects: “We haven’t made a purchase decision yet, but if you can promise a better price, I will share [Competitor X’s] proprietary proposal.”. “I’m Theranos, Wells Fargo, VW, Takada, and Purdue Pharmaceutical became notorious because their business strategies became deeply infected with nefarious intent.

The Right Reward System is Worth Its Weight In Gold?Or Balloons?

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Prospecting (9). But the incentive isn’t the balloons themselves, it’s what they symbolize: the outward recognition of their accomplishments. We know a manager who tried a similar playful reward system using toys from the kiddie TV show Bob the Builder as incentives, trying to make Bob’s catchphrase a rallying cry: “Can we build it? More Free Stuff | Email Us | Get Started Now!