The True Cost of a Hiring Misfire: Can Your Organization Afford It?
As Q4 approaches next week and we look toward 2025, organizations need to take a hard look at their hiring strategies. Securing the right talent is no longer just about filling roles—it’s about ensuring new hires will stay, grow, and deliver the results your business needs. Hiring the right talent isn’t just about filling a position—it’s about securing […]
Breaking Through the Noise: How a Pharma Rep Used Everything DiSC® to Secure a Key Meeting
In the competitive world of pharmaceutical sales, securing time with physicians can be daunting, especially when you’ve been trying for months without success. This is the story of how one pharma sales rep leveraged her Everything DiSC® certification to not only get a meeting with a prospective account but also to deliver real value, creating […]
Uncovering Hidden Dynamics: A Talent Development Director’s Journey with Everything DiSC
In every organization, the dream of a harmonious team is the ultimate goal. At one healthcare organization, this dream seemed like a reality. The team was performing well, achieving goals, and getting along. However, their Talent Development Director, Michelle, saw beyond the surface. Despite the apparent lack of conflict, Michelle felt there was room for […]
Overcoming the “Silent Buyer” Challenge: A Real-Life Sales Story
Overcoming the “Silent Buyer” Challenge: A Real-Life Sales Story In the fast-paced world of healthcare sales, one of the toughest challenges my team and I faced was the “silent buyer.” You know the type—busy clinicians who barely have time to respond, procurement directors who go silent, and C-suite executives always on the go. The Challenge: Last […]
Navigating the Challenges of Hiring in 2024
Navigating the Challenges of Hiring in 2024 As we pass the halfway mark of 2024, organizations are grappling with significant challenges in hiring the right talent who will perform and thrive in their roles. Here are some key obstacles businesses are facing: Market Turmoil: Economic uncertainties and shifting market dynamics have made it harder to […]
Why Empathy Matters in Sales: A Tale of Missed Opportunities
In the world of sales, empathy is not just a soft skill—it’s a crucial component of successful customer interactions. Let’s delve into a story that highlights the importance of understanding and adapting to your customer’s personality. The Unempathetic Approach Imagine a sales representative, Lisa, who has a fantastic product to offer. She walks into a […]
Are You “Social Selling” or Committing “Social Suicide”?
Social Selling is an important tool in the weaponry of sellers for lead generation that nurtures meaningful relationships through conducting research, making a connection, fostering awareness and increasing interest. There is no debate. Social selling is here to stay. It’s another tool in the toolbox of the sales professional along with the telephone, E-Mail and […]
Why is 63 important to B2B sellers?
Question: Why is 63 important to B2B sellers? Answer: It’s the number of selling days you have in quarter 2 in the USA if your organization is on a January-December calendar year and observed holidays may vary by industry. Here is the breakdown: ✅ April 1-30 ➡ 22 selling days ✅ May 1-31 ➡ 22 selling days […]
Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional
In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]
Three Types of Listening in Sales and Beyond: Which One Are You?
Listening is a vital skill in sales, often used but rarely mastered. Let’s explore three listening types and reflect on which one you predominantly use in various professional and personal interactions. Selective Listening: The ‘mental filter’ approach. Here, you catch only fragments of the conversation, those that align with your assumptions or interests. It’s like […]
