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 […]
10 Things Sales Reps Hate with Passion!
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 being the CEO of their territory. When faced with a constant change, they welcome the […]
10 Deadly Sins in B-B Sales
Recently we had an opportunity to have a dinner meeting with several successful Vice Presidents of Sales in the MedTech industry. While none of them compete with each other, each manages a sales organization that excels in their industry and has the sales results to prove it. We asked them what pitfalls or obstacles they […]
How You Can Tell if a Hospital is Customer Centric! Part 2
Much has been written about improving the patient experience within hospitals. Under healthcare reform penalties are incurred if patients with certain conditions are re-admitted within 30 days of discharge. For these and other reasons many hospitals have gone to some extreme measures to make their facilities more patient friendly. It’s taken awhile for hospitals to […]
How You Can Tell if a Hospital is Customer Centric! Part 1
Much has been written about improving the patient experience within hospitals. Under healthcare reform, penalties are incurred if patients with certain conditions are re-admitted within 30 days of discharge. For these and other reasons many hospitals have gone to some extreme measures to make their facilities more patient friendly. It’s taken awhile for hospitals to […]
