Quantified

JULY 30, 2024

For reps who thrive in person, gone are the days of meeting prospects at conferences, dinners, and golf outings. In this blog post, we offer ten tips to help you organize and deliver winning video-based sales calls that enable you to more effectively connect with prospects, earn trust, and move buyers to choose you every time.

Prospecting 52

Prospecting Sales Training Competition 52

The Brooks Group

SEPTEMBER 26, 2019

Chasing unqualified prospects that never close is one of the largest wastes of your sales team’s time and resources. For this reason, it’s key to equip your salespeople with the ability to quickly assess whether a prospect is truly qualified, and throw them back to sea if not. Follow a Formal Sales Process. A Sense of Urgency.

Prospecting 49

Prospecting Sales Sales process Training 49

The Brooks Group

NOVEMBER 23, 2015

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016.

Prospecting 40

Prospecting Sales Sales territory Training 40

The Brooks Group

OCTOBER 1, 2018

Email prospecting can be a powerful tool for sales reps—when it’s used in the right way. In addition to poor click-through rates, canned emails create distrust and can damage brand reputation and undermine future prospecting efforts. 6 Keys to Better Prospecting Emails. Focus on the Buyer. Keep It Short. Make It Personal.

Prospecting 45

Prospecting Sales Training Leads 45

Pharmaceutical Technology

NOVEMBER 20, 2024

Download our guide to market forecasts and industry insights. Discover leading sales enablement and marketing intelligence solutions tailored for the pharmaceutical industry.

Leads 52

Leads Prospecting Sales Pharmaceutical 52

Pharma Marketing Network

APRIL 15, 2021

Download this infographic and learn which 6 digital tools are at the center of digitalization and how the will influence the future of Pharma marketing in 2021 and beyond. Company Email *.

Healthcare 98

Healthcare Healthcare Networking Prospecting 98

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size. Leverage the Power of LinkedIn.

Prospecting 40

Prospecting Sales Sales territory Networking 40

PM360

DECEMBER 14, 2023

But pharma can rely on more innovative ways of using digital media to bring crucial content to prospective patients. This method provides patients easier access to the right information from the start and invites them to explore more info on the branded website.

Education 98

Education Patients Digital Media Pharma 98

The Brooks Group

MAY 1, 2015

In a competitive sales landscape, getting a prospect on the line can feel like a win, but it's only half the battle. Use this opportunity to really feel out your prospect, and make sure that you're asking the most important questions. Last (but absolutely not least) is determining what your prospect's major challenge is.

Prospecting 40

Prospecting Sales Sales process Competition 40

The Brooks Group

MAY 11, 2015

Sales Prospecting: The Key to Sales Success. Regardless of whether a salesperson has been selling for 2 years or 20, having a minimum number of qualified prospects is a determining factor of sales success. Keep these 6 Principles of Sales Prospecting in mind while you coach your reps to find qualified buyers: 1.

Prospecting 40

Prospecting Sales Sales Management Management 40

The Brooks Group

OCTOBER 7, 2015

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. Whether you follow this list verbatim or use it as inspiration to build your own set of questions, use this exercise to determine if your team meets the criteria for successful prospecting. Yes | No | Don’t Know N/A.

Prospecting 40

Prospecting Sales Leads Marketing 40

The Brooks Group

OCTOBER 7, 2015

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. Whether you follow this list verbatim or use it as inspiration to build your own set of questions, use this exercise to determine if your team meets the criteria for successful prospecting. Yes | No | Don’t Know N/A.

Prospecting 40

Prospecting Sales Leads Marketing 40

pharmaphorum

AUGUST 8, 2022

The new finding comes from a prospective, ancillary study of Pattern Health Technologies’ HealthStar app – which provides a personalised, self-guided programme to help patients better manage their condition– in a subgroup of 2,431 patients in the study. in the control group, which just made it statistically significant (p=0.027).

Medical 145

Medical Patients Doctors Prospecting 145

Medical Device Success

MAY 1, 2022

In 2021, Episode 55 was the most downloaded podcast of the year. The pandemic caused a tremendous amount of rethinking about how MedTech gains the interest and attention of prospects. In 2021, Episode 55 was the most downloaded podcast of the year. Reading time: 2 – 3 minutes. It was published July 18.

Physicians 100

Physicians Marketing Sales Prospecting 100

CloserIQ

APRIL 30, 2019

As effective as these campaigns read on paper, the practical breakdown occurs when their targeted prospects attempt to engage. There seems to be a disconnect from the moment a prospect enters their ecosystem. My team will not bat an eye before looping in the support team to address the prospects’ fears directly.

B2B Sales 101

B2B Sales Sales Prospecting Sales process 101

The Brooks Group

JULY 18, 2018

Sales isn’t about convincing or persuading a person to buy something—it’s about offering a logical solution to a problem a customer or prospect is challenged with. Of course, you hope that your prospects will end up purchasing your company’s product or service rather than the competition’s. Prepare Questions Ahead of Time.

Prospecting 40

Prospecting Sales Sales process Training 40

The Brooks Group

SEPTEMBER 9, 2014

When prospects are comparing your proposal to the competition in an attempt to create a bidding war, the buyer is working to further put themselves in the driver's seat and get the lowest price they can. How to Differentiate When Prospects are Comparing Your Proposal to the Competition. Develop a "good, better, best" 3 tier solution.

Prospecting 40

Prospecting Competition Sales Government 40

CloserIQ

JULY 1, 2019

Most salespeople dive into prospecting without doing any initial research. It’s equally important to conduct competitor research prior to prospecting. Build your tech stack before you start prospecting. Prospecting is the process of finding early-stage leads that are likely to convert into customers.

Sales process 89

Sales process Sales Prospecting Leads 89

Medical Device Success

MAY 22, 2018

As you prepare to reach out to your prospective KOLs, you need to have in mind what you want to accomplish with their help and how much you have budgeted for this effort. Once done, print copies and put a downloadable copy on your website. Sure, the prospect will know that your KOL receives compensation from the company.

Doctors 100

Doctors Prospecting Sales Medical 100

Spotio

NOVEMBER 28, 2022

Between prospecting and cold outreach, data entry, disorganization, and getting stuck in the inbox, sales productivity is hard to come by. An effective seller might convert 15 of those prospects, while a less effective seller might only close five. Our sales intelligence feature brings next-level prospecting to the field.

Sales 97

Sales Prospecting CRM Management 97

The Brooks Group

MARCH 12, 2019

It just means they need more training, skills, practice—or a reevaluation on whether the prospect is fully qualified. Teach salespeople to treat a prospect’s “no” as information rather than rejection, and to follow up with discovery questions based on that information. Did the prospect say: No, we already have a provider.

Sales 96

Sales Prospecting Training Sales process 96

The Brooks Group

NOVEMBER 7, 2018

Move prospects more quickly through the sales funnel. As your salespeople are progressing through the stages of the sales process, their prospects and customers are on their own path—the buyer’s journey. It can even help them move a prospect backwards, if necessary, which we’ll cover in this post.). Increase win rate, and.

Sales process 73

Sales process Sales Prospecting Training 73

The Brooks Group

FEBRUARY 21, 2020

When a prospect raises an objection, it’s natural to want to jump to the defense. Teach your salespeople to instead focus on listening deeply to the objection before jumping in, and to express empathy with the prospect’s problem. Once the prospect has expressed their concerns, it’s time to dig deeper. Listen actively.

Sales 72

Sales Prospecting Sales process Consulting 72

Map My Customers

AUGUST 10, 2022

Armed with these apps, reps will be prepared to connect with the right prospects and customers at just the right time, even while they’re out in the field. Sales enablement tools that are great for outside sales teams will have a mobile application that a user can download and use on their mobile devices while on the go.

Sales 97

Sales Prospecting CRM Leads 97

The Brooks Group

JUNE 10, 2019

Every salesperson will have a unique selling style and way they interact with prospects and customers. Highly successful salespeople are able to identify a buyer’s personality style through email, and respond to the customer or prospect in the most effective way. Quickly identify a buyer’s style , and.

Sales 82

Sales Prospecting Consulting Competition 82

The Brooks Group

SEPTEMBER 11, 2018

Your sales representatives must be capable of selling not only your product, but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems. Ask Questions Based on the Prospect’s Unique Situation. Actually Listen to What the Prospect Has to Say.

Consulting 67

Consulting Sales Prospecting Competition 67

The Brooks Group

OCTOBER 31, 2018

At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers. Takeaway: If you want your sales reps to be perceived as more likeable and build deeper, genuine relationships with prospects and customers, coach them to follow the 3-deep questioning approach.

Sales 66

Sales Prospecting Sales process Training 66

CloserIQ

MAY 8, 2018

There’s no one-size-fits-all sales pitch that will work with every prospect. When you speak with a prospect for the first time, don’t try to sell them anything. This is why having personalized email templates is so important—you can keep your sales process efficient while still appealing to prospects on an individual level.

Sales 89

Sales Prospecting Sales pitches Specialization 89

CloserIQ

DECEMBER 4, 2018

Meeting with qualified prospect completed (the AE determines prospect was qualified). Pipeline created (prospect becomes opportunity after meeting). If you just want to meet as many prospects and close as many deals as you can, you should incentivize meetings or number of deals. Meetings completed. Number of deals.

Prospecting 85

Prospecting Sales Competition Marketing 85

CloserIQ

DECEMBER 10, 2018

Give every prospect a huge list of features, no matter how the rest of the conversation goes! Even when prospects are interested (or even curious), they aren’t going to get more excited by a salesperson who does all the talking. Do they pause and let the prospect talk? It requires the prospect to talk more.

Prospecting 86

Prospecting Sales Training Management 86

The Brooks Group

APRIL 24, 2018

Whether your sales reps are cold calling or following up with warm prospects, they’re likely encountering voicemail boxes and answering machines many times each day. Sometimes, a prospect who is not available right now will be available in an hour or two. Love it or hate it, voicemails are a standard feature of a salesperson’s day.

Sales 74

Sales Prospecting CRM Training 74

The Brooks Group

JANUARY 31, 2018

Effective pre-call planning helps your salespeople convert more prospects, yet many salespeople either don’t do pre-call planning, or they don’t do it well. One: Research the Prospect and Their Company. It seems so basic, yet many salespeople rush from call to call without so much as looking at a prospect’s company website. .

Prospecting 60

Prospecting Sales process Sales Training 60

The Brooks Group

JANUARY 8, 2018

[Don’t miss the downloadable version of the Behavior Style Communication Guidelines at the end of this post!]. That’s why it’s a must for salespeople to be able to quickly identify the buying behavior style of their prospects—and adapt their approach to match. download your guideline. Behavior Style Communication Guidelines.

Prospecting 75

Prospecting Competition Sales Training 75

The Brooks Group

MAY 14, 2019

The styles are Dominance, Influence, Steadiness, and Compliance, and understanding them is key to understanding the decision-making style of a prospect. How Can Your Salespeople Use this Information to Have Better Interactions with Prospects and Customers? download your guideline. Dominance Style.

Sales 87

Sales Prospecting Sales pitches Competition 87

The Brooks Group

JANUARY 3, 2018

Good questioning does not mean firing off a rapid series of questions to pry as much information out of the prospect as possible. Teach your reps to ask and then to listen without talking until the prospect has a chance to fully answer the question. It also sets up the relationship on the right foot as the prospect feels heard.

Sales 74

Sales Prospecting Sales process Consulting 74