Some Friendly Advice for Every Sales Professional
Within the last month, we have had several very talented sales professionals contact us for advice and assistance because they were suddenly out of work. The common thread ……none saw it coming. If your saying to yourself this couldn’t happen to me…read on! One was a Vice President of Sales Operations. He had been hired […]
Are You Customer Centric in Words Only?
Ask a company executive if their organization is customer-centric and you will receive a resounding and emphatic “YES” followed by several concrete examples. Is this reality or fantasy? Customer-centricity can have different nuances of meaning. First, it can mean that an organization places the customer at the center of their universe and realizes that without […]
6 Common Complaints of Sales Professionals!
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. The welcome the freedom to design a formula to […]
How Sales Professionals Can Overcome the Forgetting Curve
Are you a sales professional that just finished attending a great sales training program? Perhaps your marketing team sponsored an educational webinar that was sensational? How about a riveting guest speaker who spoke on industry trends? Maybe a webcast from your company on a new product that has disruptive technology? Perhaps you just finished reading […]
Crafting Good, Better, Best Value Statements
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 the third stage, marketing got involved and the lipstick and […]
Are You RFP Ready?
For many of us the RFP is a way of doing business…but it is not without options. In this blog we will explore keys to developing a successful sales plan in an RFP process and how to connect with the buying organization’s underlying needs. The RFP process may be disruptive for even the most […]
The Hospital OR: Should They Go Rep-Less?
This topic has been in the national media recently and our blog entitled “Will the Sales Rep in the Operating Room Become Extinct” went viral recently. We thought it prudent to re-issue a companion blog which was originally published 8 months ago along with some minor changes to allow for continued discussion of this important topic. As hospitals […]
Hospital Business Acumen- “FIVE MORE” Healthcare Terms You Should Know!
This blog is a follow-up to one we published several weeks ago in which we posed the question “Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been introduced and bantered around”? if yes, don’t be alarmed! This is one of the challenges that sales professionals face […]
Sales & Business Pet Peeves
We thought it was time for a little venting and levity. Sales is a tough profession and occasionally folks make it a lot harder than it needs to be. Here is a list of “pet peeves” that we have encountered recently. Several have been provided to us from colleagues we know and respect. Please add […]
Sales Leadership: Does Your Sales Organization Play Fast?
In football they call it the “2 Minute Drill.” It could be the last 2 minutes of the first half or the last two minutes of the game. Everyone on the field is expected to know their play and their role and they are expected to beat their man. On offense the objective is to […]
