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 […]
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 […]
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 […]
Listening is a Sales Skill That is Often Ignored!
In the competitive realm of sales across various industries, the ability to listen effectively is a key yet often overlooked skill. But what would happen if we started to listen more attentively? Are you a great listener? This simple question can have profound implications in your interactions, not just with clients, but with colleagues and […]
Here is What “No Decision” & “Lost Deals” is Costing You!
According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is staggering. Here are some numbers to ponder. These came […]
Are You Asking Prospects and Customers the Right Questions?
Recently one of the authors of this blog was out for dinner at a chain Italian restaurant with his wife. When we arrived, we asked for a booth with a view of the outdoors and were seated promptly by a friendly and outgoing hostess. Within 2-3 minutes our food server greeted us with a […]
Customers Don’t Know What They Don’t Know!
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 knowledgeable before they engage with a sales professional. In fact, we live in a world where […]
Sales Call Check List: What Every Seller Should Consider Before a Call!
Skilled and successful sales professionals recognize the importance of call planning in conducting an effective sales meeting. How many times have you left a meeting only to realize that you didn’t get the information, commitment or action anticipated? Today’s buying influences expect sellers to be professionals who can manage a meeting, focus on the buyer’s […]
