Medical device sales – tips to leverage the power of storytelling – An STC Classic

Sales Training Connection

Storytelling in medical device sales is a powerful and effective tool for selling to doctors, administrators, and clinical staff. A Classic - '63 Corvette. Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener.

@Qstream Achieves 30% New Business Revenue Growth in 2020

Smart Selling Tools

Substantial growth in core industries including Hospital and Healthcare (+266% increase), Pharmaceutical (60%), Manufacturing (37%), and Technology (16%). The post @Qstream Achieves 30% New Business Revenue Growth in 2020 first appeared on Smart Selling Tools.


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Free E-Book: Sales Tools and Productivity Resources

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. Blog Home < Free E-Book: Sales Tools and Productivity Res… Sales & Management Tips. Free E-Book: Sales Tools and Productivity Resources. Nancy Nardin, founder of Smart Selling Tools , asked me to check out her new e-book, Sales Productivity in 2010: Sales Tools and the Path to Productivity Gains. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us.

For a Client Base Built on Relationships, Social Selling Unlocks Doors

Sales 2.0

In our case, we’ve found that the best use of social tools is selective, carefully chosen to improve how attorneys and the firm collectively nurture relationships and cultivate clients. The tool I use most is LinkedIn, which I think of as a roadmap to our professional relationships. 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.

Gartner Interview: Top 3 Challenges for Sales Enablement Technology Selection

The ROI Guy

Tad cut his teeth in pharmaceutical sales enablement before joining Salesforce, so he knows his stuff on both the demand and supply side. B2B content management content marketing CRM interactive content Mediafly Pisello Sales Enablement sales technology Sales Tools selling tools Value Selling ToolsTad Travis, a Director in Gartner Research, is responsible for the CRM sales research agenda.

Interview Abstract: Why Selling with Value Requires Modern Tools + Modern Training

The ROI Guy

Second, there is a lack of good tools at most organizations to help Sales deliver the messaging – moving beyond PPT and whiteboard markers to have more provocative, insight driven conversations, and automate the diagnostic assessments and financial justification process. How can tools help? Tools can be used to help sales have better value conversations, and certainly in delivering provocative insights, benchmarks and financial justification.

5 Best Practices for Creating Sales Aids That Get Results

Hubspot Sales

Sales aids are most commonly associated with healthcare and pharmaceutical sales, but the concept isn't necessarily specific to those industries. Though sales aids are most closely associated with healthcare and pharmaceuticals, businesses across every industry stand to gain a lot by doing them right. Sales ToolsSales is, in large part, the art of capturing and keeping attention.

Adapter’s Advantage Podcast: Episode 11 Featuring Courtney Ness


In this episode, launch training specialist Courtney Ness shares her experience as a commercial biotech and pharmaceutical trainer. In the biotechnology and pharmaceutical realm, product launches can move rapidly. What tools are you using to adapt to that as a sales rep?

TSE 1371: How to Schedule More Sales Appointments Using

Sales Evangelist

Crumble is a great tool to help sales reps schedule more sales appointments. Sales reps now rely on tools such as Zoom to adapt to the changes brought about by the pandemic while keeping their sales up. With these tools, you can schedule your appointments and other tasks months ahead.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

SAMPLE SCOOP: A mid-level source has indicated that planned initiatives related to digital transformation, collaboration tools, and purchasing will begin in 6 to 9 months, for which a contingent workforce will be leveraged for support. For sellers of communication tools like Slack or GoToMeeting, file-sharing tools that compete with Dropbox, and Project Management solutions like Asana or Trello – the perfect time for outreach is now. Pharmaceuticals.

5 Skills Needed to Excel In Healthcare Sales Today

Integrity Solutions

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales.

The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – August


and it’s predicted to l benefit the pharmaceutical, aerospace and transportation industries. Industry: Analytics, Developer Tools, Developer APIs, Enterprise Software.

Does Cold Email Still Work During COVID–19?


The market for pharmaceutical and medical products has blasted open with the onset of pandemic and these sectors have extensively advertised on social media and by cold mails. This crucial tool, like all other marketing tools, needs careful understanding and finesse to achieve results.

Pipelinerpreneurs – Where Do Your Leads Come From?


In our case, we’re selling a CRM, which is a tool for sales. Some of the industries we’ve done well in include manufacturing, insurance, finance and pharmaceutical companies (contact us for a fuller list). There are also additional tools you can use with LinkedIn, such as Dux-Soup.

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Why Typical Customer Discovery does not deliver on Client Needs

One Millimeter Mindset

But also conducting Voice of the Customer research in the automotive, finance, pharmaceutical, telecom and healthcare arenas. My playbook of communication tools and methods, Do YOU Mean Business? Typical customer discovery involves speaking with current and potential customers.

Can AI Deliver the 'Glengarry' Leads?

Sales and Marketing Management

Despite the fact that most contemporary sales teams use CRMs, marketing automation systems, lead scoring tools, and any number of related solutions, they still consume an inordinate amount of their time on manual, inefficient and unproductive tasks. Glengarry” companies have turned to AI automation tools to reach out to every lead, personalize each message and improve response rates. Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads.

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2021 Job Market: Watch for Funding, Flexibility, and Diversity


Companies that made significant investments in WFH technology will not drop the tools once COVID-19 vaccinations are widespread. Other industries with strong funding in 2020 included the pharmaceutical and energy fields.

What is Spam? The Truth About Unsolicited and Cold Email


Spam refers to those impersonal solicitations for pharmaceuticals, weight loss products, or investment opportunities. If you are emailing more than a handful of prospects, you will likely need a marketing or sales automation tool to track these unsubscribes. While it is not a legal requirement in the US , some Marketing Automation Tools (MAT) and Email Service Providers (ESP) require users to only send to recipients who have opted in for email communication from you.

5 Steps for a Winning Virtual Product Launch


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. “‘Can you launch a drug virtually?’

Three Ways Servant Leaders are Building Successful Sales Teams

Adaptive Business Services

I have interviewed highly-successful servant sales managers across the nation in various companies ranging from Amazon to Pfizer pharmaceuticals. By Max Cates, Author of Serve, Lead, Succeed! [link]. Servant leadership. The term itself is contradictory. It’s an oxymoron.

#1 Sales Question to Help Customers Achieve Their Goals

Paul Cherry's Top Sales Techniques

Pharmaceutical Sales Training. You need to help customers figure out whether they can reach their goals using the tools they have now. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

Modern Learning Methods Help Sales Leaders Control the Controllables


In industries such as healthcare, medical devices, and pharmaceuticals, your team’s execution of the “how” has become increasingly critical. What’s modern are the digital tools that enable managers to increase the amount of time they can devote to coaching. Without modern sales learning and readiness tools, many managers don’t have time to coach every rep who needs to burnish his or her skills.

How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

As part of attending this session, you will get the Sales Org Evaluation Tool. Benefits of the tool: Determine the right org model for your sales team. Industry Vertical – reps are organized by specific industry types (government, pharmaceutical, tech, etc.). The Sales Org Evaluation Tool goes deeper for you on this. This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive.

Why You Need to Know “The Need behind The Need”

Miller Heiman Group

Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. 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.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Between 1995 and 2013, the top five pharmaceutical companies shed more than 55 percent of their salespeople in the U.S. While content marketing, SEO, and lead generation are critical, good executives will use every tool at their disposal, including charismatic salespeople. Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post.

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Performance Platforms

Sales and Marketing Management

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? We knew when we started four years ago that we couldn’t predict the tools and technology that would take off,” Manning says. “We Our challenge and promise to our customers is that whatever tool is important to them, they can tie into.”

Innovative Allego Trailblazers Recognized at S3 Virtual Showcase


In the tightly regulated pharmaceutical industry, new products and initiatives never see the light of day unless they are first scrutinized and greenlighted by the company’s legal and compliance departments.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergan)


Allergan is a leading pharmaceutical company headquartered in Dublin, Ireland. The company conducts pharmaceutical research and is a provider of a number of leading brands and best-in-class products for “central nervous system, eye care, medical aesthetics and dermatology, gastroenterology, women’s health, urology and anti-infective therapeutic categories.”. Sales compensation plan can be a complex process.

MBO Examples to Kickstart Your Sales Team Engagement


MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization. An MBO program is a great tool for driving the behavior of non-sales-related activities, too. Pharmaceutical Sales MBO Examples. Talk about a juggling act—regulation, generic competition, constraints of costs, health care reform, and more are all challenges those in pharmaceuticals need to overcome.

Is Your Customer at the Center of Sales Onboarding?

Sales Benchmark Index

Ingrid was a successful pharmaceutical rep. Click here and here for tools to get started. As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. The lack of customer focus can be a deadly impediment.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergen)


Allergan is a leading pharmaceutical company headquartered in Dublin, Ireland. The company conducts pharmaceutical research and is a provider of a number of leading brands and best-in-class products for “central nervous system, eye care, medical aesthetics and dermatology, gastroenterology, women’s health, urology and anti-infective therapeutic categories.”. Sales compensation plan can be a complex process.

Believe, Act and Win!


Placebos are used by pharmaceutical firms in clinical trials to gauge the effectiveness of new drug treatments such as pain medications. And we’ll examine some practical methods, tools and processes that help confident salespeople build the courage to be assured in their beliefs. This raises the belief stakes, increasing the need to visualize positive situations by building confidence via tools and processes like those I mention.

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How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

My email subject line was: “Steph Curry was a free agent,” and the MBA analogy cinched the deal: Hey Diego, Is there any reason why you feel DiscoverOrg isn’t the best tool to have in place for you and your teams? I would say that 80% of the team are power users and proponents of [competitor] and while I know DiscoverOrg is a great tool as well there is not much I can do to sway the pendulum at this point. The debate within sales right now is whether cold-calling works.

Why You Should Throw Your Sales Playbook in the Trash (And What to Use Instead)

Sales Hacker

Because it such a challenging role, salespeople deserve the best sales resources and tools to help them succeed. This time-honored tool is now dusty and dated. Time and time again, the same email was sent to your prospects in the pharmaceutical industry, and it always got replies. Sales is an extraordinarily difficult job. It requires a level of mental toughness that many cannot even fathom.

5 Myths About Working with Millennials in Sales (Debunked!)

Sales Hacker

The truth: When I think of Millennial sales reps, I’m reminded of my friend and colleague, an extremely successful sales executive for a $56 million pharmaceutical business. They utilize tools, resources, and technology to work smarter and more efficiently — but they don’t opt out of hard work. Their authenticity and use of digital tools will attract like-minded people. RELATED : 32 Omnichannel Technology Tools to Sell Anywhere, All the Time.

Avoiding a Product Launch Failure: How Modern Learning Reduces the 3 Biggest Risks


In this two-part article, we’ll see how modern learning tools and techniques can help your organization overcome these risks and increase the odds of a successful product launch. . Now for the good news: modern learning technologies enable medical device and pharmaceutical sales trainers to not only mitigate these problems, but to promote better learning outcomes and higher engagement—for less.

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

Smart Selling Tools

Truly mobile B2B sales organizations, like those of retail merchandisers and pharmaceutical companies, need to be much more agile and results-ready than laptop computers equipped with CRM allows them to be. Next generation sales tools like SalesPod deliver a non-intrusive method for reps to capture and report sales activities in the moment, and at the same time provide managers with the visibility they so badly need.

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The Hidden ROI of Sales Training


Control groups, for example, are a straightforward and well understood tool. Risk reduction Reducing the risk of compliance violations drives a lot of sales training across medical device, financial services, pharmaceutical and other regulated industries. Second in a series of posts about the ROI of sales training. We need to close the gap between the tremendous value sales training teams deliver, and the persistent perception that sales training sucks.

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52 Sales Management Tips – the Sales Manager’s Success Guide

Smart Selling Tools

As a VP of sales and marketing for major corporations like Biovail Pharmaceuticals Inc. Author, Nancy Nardin is the foremost expert in sales productivity tools. 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. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog.

Reclaiming Conversation – Sherry Turkle

Hyper-Connected Selling

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. I often struggle when trying to define the parts of interaction that are lost when you solely rely on technological communication tools. That doesn’t mean we have to blindly use all these tools.