by Tom Williams & Tom Saine | Nov 7, 2017 | Call Planning, Medical Sales, Operating Room Sales, Sales Skills
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...
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 Williams & Tom Saine | Jun 6, 2016 | Call Planning, Hospital Sales, Sales, Sales Best Practices, Sales Strategy
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...
by Tom Williams & Tom Saine | May 23, 2016 | Call Planning, Sales Effectiveness, Sales Strategy, Strategic Account Management
As we discuss call planning and execution with sales professionals we often come across organizations that send several company personnel on a sales call. This selling approach is much like dispatching a “posse”–a metaphor from the frontier era–when a...
by Tom Williams & Tom Saine | May 4, 2016 | Call Planning, Hospital Sales, Sales Best Practices, Sales Strategy, Selling to Hospitals
Recently we had an interesting conversation with Ben, a very frustrated medical device sales representative. Ben has been a top 5% performer for his firm (Origin) in each of the last five years. He has exceeded quotas every year and consistently outsold his...
by Tom Saine & Tom Williams | Feb 17, 2015 | Call Planning, Negotiation, Sales Strategy, Selling Value
Recently we were asked by a client to develop a brief but interactive negotiation workshop that provided insight into handling the objection “your price is too high…we need a lower price.” In preparation for the session we developed a detailed case study that outlined...
