Allego

OCTOBER 9, 2020

In this episode, launch training specialist Courtney Ness shares her experience as a commercial biotech and pharmaceutical trainer. Learn how you can adapt to remote selling, develop a virtual presence, and proactively set your company apart. In the biotechnology and pharmaceutical realm, product launches can move rapidly.

Pharmaceuticals 71

Pharmaceuticals Face-to-face Biotechnology Journal 71

Sales Training Connection

FEBRUARY 19, 2014

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer. The problem is greater today than in the past.

Health Care 125

Health Care Pharmaceuticals Training Promotion 125

Steven Rosen

MARCH 23, 2021

The pharmaceutical industry has been far less impacted by the pandemic than most other industries. There are many factors to consider when turning on the green light to going back to in-person selling, such as 1. I want to share my 3 Steps to Flawless Sales Execution in the first 90 days of in-person selling.

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

Allego

JUNE 8, 2023

This can help free up sales representatives’ time to focus on more complex customer inquiries. Let’s start by examining how pharmaceutical sales is using AI in general. One of the most common ways is through omnichannel selling. Omnichannel is sort of like multi-channel selling on steroids. Overall Productivity.

Pharmaceuticals 62

Pharmaceuticals Lead Rank Call-back Channels 62

DiscoverOrg Sales

DECEMBER 18, 2018

The next two, Manufacturing – Durables and Consumer Products, likely climbed up the list as consumers responded to low interest rates and more liquidity. If you sell software that measures marketing metrics, this is exactly the kind of insider knowledge you’re looking for. UnitedHealth Group. Wells Fargo. JPMorgan Chase.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

NOVEMBER 1, 2022

Castro began his career in sales in a field role, which has long been shorthand for good old-fashioned door-to-door selling. Selling in today’s economy is tough enough. I have to talk to hospitals, reference laboratories, clinical resource organizations, and pharmaceutical companies on a daily basis,” Westra says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

DECEMBER 11, 2020

Comparing the period from April 2019 through April 2020, there were increases for angel and seed funding (up 27% year over year), series A funding (up 15%), and series B funding (up 8%). Other industries with strong funding in 2020 included the pharmaceutical and energy fields. Want to work for an innovative company?

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Sales and Marketing Management

FEBRUARY 18, 2019

Consider the following example: You and I both sell sand to the same glass manufacturer. There is absolutely no difference between the product you sell and the product I sell. When I promise Friday delivery, half the time it shows up the following Monday. In addition, we dig the sand from the same pit.

Loyalty 290

Loyalty Banking Airlines Discount 290

Sales and Marketing Management

JULY 19, 2018

Those Glengarry leads would be served up in their CRM with zero effort on their part. I’m a big proponent of the “4 Ps” approach to generating those Glengarry leads: follow up promptly, personably and persistently, and make sure every message makes the person’s inbox. In other words, tasks tailor-made for an AI sales assistant.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

Pipeliner

NOVEMBER 9, 2022

What Was Don Gillmor’s Selling Strategy? He was one of the first people in the country to consider selling. His Approach To Selling. Still, he felt that he should go to every territory he was selling into, so he traveled. This Expert Insight Interview Discusses: The Book’s Origin.

Video 52

Video Travel Pharmaceuticals Journal 52

Babette Ten Haken

OCTOBER 13, 2020

Often to determine whether their stated and unstated needs marry up with your current products, services and capabilities. They start pitching and selling whatever they already have. But also conducting Voice of the Customer research in the automotive, finance, pharmaceutical, telecom and healthcare arenas. Nothing to sell.

Customer 106

Customer Engineering Automotive Pharmaceuticals 106

SBI

JUNE 3, 2014

It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Duncan: As mobile technology continues to evolve, it’s exciting to see organizations incorporating mobile selling solutions to bolster the strengths of their sales teams. As their manager, do you know what they know?

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Allego

DECEMBER 13, 2023

Hundreds of L&D professionals representing pharmaceutical, biotechnology, medical device, and diagnostics manufacturers gather to learn the latest best practices and find solution s to help them build a culture of continuous learning within their organizations. We love meeting with our Life Sciences customers here each year!

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Showpad

MAY 12, 2022

Starting up a brand new function isn’t an easy task at the best of times. We want to make sure that we’re selling solutions that will bring our customers the most efficiencies and benefits to their business,” explains Rachael. . Armed with this information, reps can make insight-led decisions to tailor their follow-up approach. .

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Sales Evangelist

NOVEMBER 20, 2020

In this episode, Joseph Villegas talks about how to use the tool more efficiently in scheduling appointments. Joseph Villegas has been in pharmaceutical sales for two years now and still, his passion in the challenge of the industry is unwavering. Sign up now and get the first two modules free!

Pharmaceuticals 59

Pharmaceuticals How To Survey LinkedIn 59

SBI Growth

SEPTEMBER 1, 2013

To learn more about designing sales organization models, sign up for SBI’s 7 th Annual Research Session. You have reps who live in (or near) a particular geo where they sell. Industry Vertical – reps are organized by specific industry types (government, pharmaceutical, tech, etc.). They sell into these verticals only.

Revenue 316

Revenue Hiring Lead Rank How To 316

Sales Training Connection

FEBRUARY 24, 2014

The implication from a sales capability perspective: a s ales team will not only need to be able to sell a competitive advantage; they will need to be a competitive advantage. They will need the skill sets to sell the technological, clinical and economic value of their products – with an increasing emphasis on the economic value.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Zoominfo

DECEMBER 11, 2020

Comparing the period from April 2019 through April 2020, there were increases for angel and seed funding (up 27% year over year), series A funding (up 15%), and series B funding (up 8%). Other industries with strong funding in 2020 included the pharmaceutical and energy fields. Want to work for an innovative company?

Nonprofit 130

Nonprofit Hiring Marketing Face-to-face 130

SBI Growth

JANUARY 30, 2014

The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. If you are in an industry where social selling has high applicability, peddle faster. Social selling is a zero sum game. Social selling is a zero sum game. Not so much to others.

Social Selling 120

Social Selling Industry Lead Rank Pharmaceuticals 120

Sales Training Connection

JANUARY 8, 2013

Selling to physicians. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. Do docs have time to see you? Unfortunately “No” is often the answer. The problem is greater today than in the past.

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

Pipeliner

APRIL 17, 2021

Ketch is built on a platform called ecoFiles 11 years ago, while Wanda actually came up with the idea in 2007. Prior to being an entrepreneur, Wanda was involved in sales and marketing in the pharmaceutical industry for a long time. She has been an entrepreneur since 2005, but she describes herself as always being an inventor.

ROI 52

ROI Lead Gen Pharmaceuticals Lead Rank 52

Allego

APRIL 16, 2024

Let’s discuss generative AI and how it has transformed the world and selling. Now, when you onboard a new salesperson, you can have that salesperson go in and sell to the GPT. Allow your salesperson to go in and sell to this virtual program and get responses. It’s called GPT Follow-Up.

Hiring 62

Hiring Scale Proposal Analysis 62

Pipeliner

SEPTEMBER 29, 2020

Interestingly, Kodak is moving to pharmaceuticals with a $765 million loan from the government. Not all products get the attention and acclaim even if an already-recognized name sells them. The line of cars did not sell, so Ford discontinued the line’s production. The lesson: Too much, too late.

Banking 87

Banking Government Pharmaceuticals Google 87

Pipeliner

JANUARY 5, 2021

I previously brought up the example of a private banker—they live only by recommendations, and when they change banks, they generally take their customers with them. Once you have your company up and running as a Pipelinerpreneur, you’ll find that how you treat your first customer is extremely important. But this is a waste of energy.

Sales Qualified Lead 98

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 98

Distribution Pricing Journal

AUGUST 23, 2023

That means you can make more profit assuming the service you offer doesn’t eat up said profit. But that increased interaction builds trust which leads to more frequent orders and more upselling and cross-selling opportunities. You can charge more. Customer interactions and relationships grow with the level of service you provide.

Lead Rank 52

Lead Rank Lead Scoring Automotive Distribution 52

Rob Jolles

SEPTEMBER 9, 2022

I credit New York Life for teaching me to love selling; I credit Xerox with teaching me how to sell. We were hired because we had a desire to sell, but once we walked through the training center doors, Xerox took care of the rest with terrific curriculum delivered by amazing trainers. I’m sure you’ll enjoy it!

Hiring 52

Hiring Pharmaceuticals Call-back Up-Sell 52

Pipeliner

MARCH 18, 2020

While it’s universally applicable, I’d like to focus on how it relates to selling. Placebos are used by pharmaceutical firms in clinical trials to gauge the effectiveness of new drug treatments such as pain medications. But what does it mean in terms of selling? To drill down to selling, let’s do a short exercise.

ACT 87

ACT Pharmaceuticals Territories Consumer 87

CloserIQ

MAY 5, 2020

The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). Beware to spread yourself too thin and make sure to bin any prospects that aren’t offering up buying signals. But salespeople are nothing if not resilient. 4) Take Periodic Breaks.

Face-to-face 69

Face-to-face Pharmaceuticals Insurance Insurance 69

Sell Integrity

NOVEMBER 13, 2020

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. Commitment to Excellence in Execution: Being good enough is not going to cut it in today’s selling environment.

Pharmaceuticals 104

Pharmaceuticals Coaching Social Media Media 104

Xactly

JUNE 27, 2018

Allergan is a leading pharmaceutical company headquartered in Dublin, Ireland. How did you end up where you are today?, On the international side, [it is challenging] understanding distributor relationships (sell-thru) versus who the end customers are (sell-in).”. Tell us about your career journey in sales compensation.

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

Allego

MAY 28, 2019

In industries such as healthcare, medical devices, and pharmaceuticals, your team’s execution of the “how” has become increasingly critical. No longer do they need a three-day ride-along to turn reps into modern selling machines. Peer-to-Peer training. Today, access is very limited.

Hiring 74

Hiring Face-to-face Pharmaceuticals Decision Maker 74

Smooth Sale

SEPTEMBER 6, 2018

Similar to the proverbial ‘rush to judgment,’ we experience a ‘rush to sell.’ There have been occasions where it felt as if the doctor was on commission from the pharmaceutical company. SPIN Selling by Neil Rackham guides readers through the questions to be asked before asking for the sale. Attract the Right Job or Clientele.

Sage 74

Sage Pharmaceuticals Commission Comparison 74

CloserIQ

MAY 5, 2020

The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). Beware to spread yourself too thin and make sure to bin any prospects that aren’t offering up buying signals. But salespeople are nothing if not resilient. 4) Take Periodic Breaks.

Face-to-face 59

Face-to-face Pharmaceuticals Insurance Insurance 59

Xactly

JUNE 27, 2018

Allergan is a leading pharmaceutical company headquartered in Dublin, Ireland. How did you end up where you are today?, On the international side, [it is challenging] understanding distributor relationships (sell-thru) versus who the end customers are (sell-in).”. Tell us about your career journey in sales compensation.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Sales and Marketing Management

NOVEMBER 22, 2017

You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Whatever your situation, like most sales managers, you’ll likely end up asking your reps what would motivate them for the next sales contest. Our preferences don’t always line up with our decisions to act. A lot more.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. You already know the traditional method of coming up with and tracking goals is manual and cumbersome. Where do you even begin other than giving the directive to “sell more”?

Examples 78

Examples Compensation Incentives Incentive 78

Mindtickle

MARCH 8, 2018

In this day and age, change is the new normal and how we sell is transforming bringing with it new challenges, particularly with the use of technology. This tool may not help them get people onboard or keep them up to speed and keep reinforcing what they’re doing as part of an ongoing process,” explains Steven.

Sales Enablement 52

Sales Enablement Pharmaceuticals Analytics Up-Sell 52