Smooth Sale

SEPTEMBER 6, 2018

There have been occasions where it felt as if the doctor was on commission from the pharmaceutical company. Pushing the sale without doing all of the homework leads to: Researching on one’s own terms in spite of what is said Seeking out competitive vendors for comparison Finding alternative sellers.

Sage 74

Sage Pharmaceuticals Commission Comparison 74

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

SBI

NOVEMBER 27, 2012

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. When they are updating their forecasts, they are not talking with prospects. No more keyboard!

CRM 133

CRM Wireless SalesForce Commission 133

SBI

OCTOBER 23, 2012

As a VP of sales and marketing for major corporations like Biovail Pharmaceuticals Inc. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

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

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Since many traditional vendors also have such poor data accuracy, there is still much to be desired. Industry classification remains a foundational component to achieving ABM (account-based marketing) success.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Paul Cherry's Top Sales Techniques

DECEMBER 30, 2009

Pharmaceutical Sales Training. Prospecting (9). Have you ever called on a customer who shared with you a problem about his existing vendor? There is nothing more powerful than letting a customer talk — reliving his bad experience with an existing vendor. Manufacturing Sales Training. Medical Device Sales Training.

Customer 49

Customer Pharmaceuticals Vendor Distribution 49

The ROI Guy

APRIL 15, 2014

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. It is typical for vendors to focus on their solution and what it can do.

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

SBI

JUNE 3, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Paul Cherry's Top Sales Techniques

AUGUST 19, 2010

Pharmaceutical Sales Training. Prospecting (9). Category: Prospecting. Discuss the fact that mediocre results occur when a current vendor isnt fulfilling its responsibilities. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us.

Pharmaceuticals 45

Pharmaceuticals Webinar Metrics Distribution Industry 45

Paul Cherry's Top Sales Techniques

FEBRUARY 10, 2010

Pharmaceutical Sales Training. Prospecting (9). This question easily segues into a discussion of what’s most important to your customer: “What are the qualities you look for in a vendor relationship?” Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training.

Pharmaceuticals 40

Pharmaceuticals Distribution Vendor Sales Coaching 40

Paul Cherry's Top Sales Techniques

JUNE 8, 2010

Pharmaceutical Sales Training. Prospecting (9). schedules, quantities, current vendors, production, timetables, locations, pricing, budgets, etc.) Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Technology Sales Training. Contact Us. Employee Training (13).

Sales Management 53

Sales Management Training Pharmaceuticals Decision Maker 53

Paul Cherry's Top Sales Techniques

JANUARY 5, 2009

Pharmaceutical Sales Training. Prospecting (9). What additional tasks or solutions can you explore or provide for them to make you their partner, not just their vendor? When customers/prospects try to get you to come down on price, discuss value. Manufacturing Sales Training. Medical Device Sales Training. Contact Us.

Marketing 53

Marketing Face-to-face Harvest Pharmaceuticals 53

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

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

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