by Tom Saine & Tom Williams | Jan 8, 2018 | Sales Coaching, Sales Effectiveness, Sales Management
The New Year is here…so if you want to sell more you better prepare yourself to sell smart. Take a serious look at how you and your team sold in 2017. Where are the performance gaps? Who are your “under performers” and how are they adjusting their selling strategy?...
by Tom Saine & Tom Williams | Dec 5, 2017 | Sales, Sales Best Practices, Sales Effectiveness, Sales Strategy
In large measure, the difference between highly productive sales professionals—those who exceed their quota year after year—and those sales representatives who seem destined to underperform lies in a single explanation: the productive seller chases good business and...
by Tom Saine & Tom Williams | Apr 10, 2017 | Medical Sales, Operating Room Sales, Sales
Sales professionals are a rare breed. Most are self-starters, personable, inquisitive, intuitive and passionate about their craft. They enjoy selling and revel when they are in contact with prospects or customers. They thrive on challenges and relish the benefits of...
by Tom Saine & Tom Williams | Feb 21, 2017 | Buy-Sell-Process, Buyer Behavior, Call Planning, Sales Strategy
In today’s world of Google, LinkedIn, Twitter, Facebook, Instagram, blogs, newsletters, news feeds, instant messaging and other sources, information is readily available to buyers whether they are B-C or B-B. With these resources buyers are much more sophisticated and...
by Tom Saine & Tom Williams | Jan 31, 2017 | Medical Sales, Sales, Sales & Marketing
Consider for a moment the “life cycle” of a value proposition for a testing product in the pharmaceutical science area. It began (see the image below) with a very brief technical description. Then the product development group took a stab at writing a description. At...
