Sales Training Connection
JUNE 6, 2014
This impacts various components of the sales process from the background information required for sales call planning, to whom will be required to participate in the sales cycle from the selling organization, to what the value discussion will look like.
Babette Ten Haken
OCTOBER 13, 2020
But also conducting Voice of the Customer research in the automotive, finance, pharmaceutical, telecom and healthcare arenas. Not just over the sales cycle or the duration of the project. If so, do you watch over-eager salespeople, pre-sales engineers and engineers transform?
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SugarCRM
JUNE 1, 2023
The company soon secured a leading market position, offering products and services to various sectors, from pharmaceuticals, electromedicine, and robotics to transport, power grids, defense, and agriculture. But the biggest challenge that Elmeq struggled to overcome was the long sales cycles.
Sales Training Connection
MARCH 19, 2013
Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call. The commitment varies on a number of factors including where you are in the sales cycle and the buyer’s position.
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. But the fact remains that doctors learn more in medical school than their patients can glean from the Internet.
Sales Hacker
FEBRUARY 15, 2022
It’s a niche SaaS company that deals with AI and machine learning, specifically in the R&D space for pharmaceutical companies. Long sales cycles, small community. I got into sales out of desperation when I was in university. Tell us a little bit about the book, and what you do during the day.
Xactly
APRIL 16, 2018
As sales operations leaders also know, creating the right sales commission strategy can be a complex endeavor. However, a smart sales compensation strategy overcomes the Principal-Agent Problem, and it drives the right sales behaviors, inspiring reps to adopt and express desired business objectives in all their customer interactions.
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