by Tom Williams & Tom Saine | Jan 29, 2018 | Medical Sales, Operating Room Sales, Sales, Sales Effectiveness, Sales Performance Management
Regardless of tenure or experience, every sales representative is placed in one of three categories by their First Line Sales Manager (FLSM) and senior management. Either your promotable, sustainable or replaceable. Your category is defined by the results you deliver...
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 Williams & Tom Saine | Nov 28, 2017 | Medical Sales, Sales, Sales Leadership, Sales Management, Talent Management
Years ago, when one of the authors was in graduate school a professor made the following statement. “There is no bottom line until there is a top line. The key to a top line is hiring and supporting great sales professionals.” It was a profound statement then and it’s...
by Tom Williams & Tom Saine | Sep 12, 2017 | Marketing, Messaging, Sales, Sales & Marketing, Sales Best Practices
Social Selling is an important tool in the weaponry of sellers for lead generation that nurtures meaningful relationships through conducting research, making a connection, fostering awareness and increasing interest. There is no debate. Social selling is here to stay....
by Tom Williams & Tom Saine | Aug 29, 2017 | Lead Generation, Sales, Sales & Marketing, Sales Strategy
Are you inadvertently losing inbound leads because of your internal systems and organizational structure? Is your attempt to control lead management to your various channel members so rigid and formalized that leads are not being managed in a timely and efficient...
by Tom Williams & Tom Saine | Aug 8, 2017 | Hospitals & Healthcare, Medical Sales, Operating Room Sales, Sales, Salesforce Management
People often ask me what I do for a living. Here is my personal response. “I am a highly trained professional who has spent years honing my craft through the school of ‘wins & losses.’ People often approach me to help them buy a product, service or solution. I...
