Integrity Solutions

FEBRUARY 12, 2020

Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . by Will Milano. One of our goals at Integrity Solutions is to help our clients think differently and expand their knowledge about the sales profession, sales performance improvement and leadership, customer service and delivering exceptional client experiences.

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The Brooks Group

FEBRUARY 5, 2020

Many sales teams aren't doing all that they can to maximize revenue, even if they think that they are. Sales optimization is a paradigm that seeks to change that. In many leadership models, if the sales teams are reaching their numbers, it's assumed that little needs to change. Sales optimization, on the other hand, involves constantly reassessing both targets and techniques so that if there is room for improvement, your numbers will improve.

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Source Explorer

FEBRUARY 13, 2020

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Salesforce

FEBRUARY 9, 2020

Today, pharmaceutical companies are transforming their approach and developing engagement strategies with the end-consumer in mind. According to a global study of nearly 6,000 healthcare consumers, there are areas where pharmaceutical companies excel, while other areas need improvement. Read on for the biggest takeaways. Customer support is paramount As we enter 2020, the needs of healthcare consumers will have to be prioritized along with other business needs.

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Sales Talent

FEBRUARY 7, 2020

**The 2022 Sales Hiring Forecast has been released – check it out now!**. It’s time for the 6th installment of our annual sales hiring forecast. As there isn’t a hiring forecast specific for b2b sales roles, we started our own forecast in 2015 to help fill this gap. Our research for this forecast is based on aggregating Manpower, Linkedin and the Bureau of Labor & Statistics’ general hiring forecasts.

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pharmaphorum

FEBRUARY 6, 2020

Chronic diseases are the leading cause of death and disability worldwide and have a staggering impact on patients’ lives and the provision of healthcare around the world. Tackling conditions such as diabetes, heart disease and stroke is of vital importance if patient outcomes are to be improved and healthcare costs lowered. To achieve this, and in doing so address clinical inertia, a combination of innovative communication strategies and behavioural science can provoke small changes that produce

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The Brooks Group

FEBRUARY 21, 2020

Sales negotiation is a critical skill for any high-performing team, and a major aspect of sales negotiation is overcoming sales objections. When your salespeople are effective at overcoming sales objections, they enjoy several benefits that also benefit your organization: Higher win rates. Better profit margins. Greater efficiency. But salespeople aren’t born knowing how to effectively engage in sales negotiation, and overcoming objections can feel hard and uncomfortable without the right skills

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The Brooks Group

FEBRUARY 12, 2020

Winning Larger Accounts: A Big Fish Story. Fishing, it would seem, is not as simple as one would think. Sure, you could grab the gear you have collecting dust in your garage, lazily toss a line from a dock into a backyard stream, and eventually, you may grab a bite or two on the line. But what if you decided that, today’s the day everything’s going to change?

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The Brooks Group

FEBRUARY 10, 2020

World-class sales organizations focus on maintaining a healthy and thriving team of successful salespeople. The more successful the people, the more successful the team. But what, exactly, makes a successful salesperson? Unfortunately, high performing salespeople don’t simply grow on trees, and the phrase “successful salesperson” on a resume doesn’t always mean what it ought to mean.

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The Brooks Group

FEBRUARY 4, 2020

In its simplest form, sales effectiveness is a measure of how much return your organization gains on its investment in sales. In this sense, measuring sales effectiveness could be as simple as measuring your cost against the revenue generated. But if you want to measure sales effectiveness in order to improve it, the task is more complex, and few organizations are doing it well.

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Speaker: Simran Kaur, Founder & CEO at Tattva Health Inc.

The healthcare landscape is being revolutionized by AI and cutting-edge digital technologies, reshaping how patients receive care and interact with providers. In this webinar led by Simran Kaur, we will explore how AI-driven solutions are enhancing patient communication, improving care quality, and empowering preventive and predictive medicine. You'll also learn how AI is streamlining healthcare processes, helping providers offer more efficient, personalized care and enabling faster, data-driven

Patients

The Brooks Group

FEBRUARY 28, 2020

There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building. With all due apologies to Otis, Schindler, and other manufacturers of elevators, the day of the elevator pitch is dead.

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The Brooks Group

FEBRUARY 26, 2020

Change, for the win: Consultative Selling Habits. Many creatures of the forest, as we learned in grade school, tend to hibernate through the winter. After working all season to hoard their nuts, berries, and other fortifications, they slink off to take their long winter’s slumber. Top-performing consultative sales professionals, too, tend to spend time counting their hoard, and at times struggle to find the motivation to expand their consultative selling horizons to add new clients, and to conqu

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The Brooks Group

FEBRUARY 25, 2020

Sales Coaching Starts with Feedback. We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive. That said, feedback is an indelible part of sales coaching – and when it comes to evaluating and sharing perspectives with your sales team, finding the right venue and message for your reflections is absolutely critical.

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The Brooks Group

FEBRUARY 20, 2020

Becoming a Trusted Advisor. When you think back to some of your best dining experiences, you likely remember that server who went out of his or her way to offer suggestions on the best specials, can’t-miss wine pairings, and the “to-die-for” bread pudding that people drive for hours to come and sample. There’s no doubt that you, too, would drive hundreds of miles to repeat that experience – and that you’d seek out that trusted server, who moved heaven and earth to offer such a memorable evening.

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The Brooks Group

FEBRUARY 20, 2020

Millennials on Your Sales Team. OK Boomers – we know that retirement is upon you, and it appears that Millennials are poised to set up shop in your shoes. More than 73 million members of this generation – defined as those born between 1981 and 1996 – have entered the U.S. workforce, and have upended conventional wisdom regarding career loyalty. Powered by a sense of wanderlust, 21 percent of Millennials indicated they switched jobs within the last year, and 60 percent said they would jump tomorr

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The Brooks Group

FEBRUARY 20, 2020

Why Choose A Sales Assessment Test for Hiring? Despite our best efforts to attract, vet, and select new sales professionals, choosing good candidates can often seem random. We can’t always see through the dewy veneer that a good sales candidate is adept at fronting. Indeed, how many times have you lamented, a few months after hiring that new team member, that the once-promising recruit was, in fact, a bust?

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The Brooks Group

FEBRUARY 13, 2020

Winning The Fidget Olympics: Adult Learning Theory Concepts. If fidgeting was an Olympic sport, there would be many contenders in the sales world for the gold medal. They’re unmistakable – identifiable by their tendency to click their pen incessantly, draw elaborate doodles on their papers, and whirl their office chair back and forth. Whether in meetings, training sessions, or a one-on-one conversation, you can always spot the Olympic-level fidgeters.

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The Brooks Group

FEBRUARY 11, 2020

For anyone who has ever thrown a dart at a dartboard, you know that finding the elusive bullseye can be a monumental challenge. Fortunately, the stakes are not that high – perhaps a beer, or some low-level ribbing, are all that is riding on the outcome. Just How Costly Is Sales Turnover? When hiring – and retaining – sales talent, you might say that a bit more is at risk: Nearly $100,000 of your hard-earned revenue, to be exact.

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Clinical trial data management is increasingly challenging as studies grow in complexity. Quickly accessing and analyzing study data is vital for assessing trial progress and patient safety. In this paper, we explore real-time data access and analysis for proactive study management. We investigate using adverse event (AE) data to monitor safety and discuss a clinical analytics platform that supports collaboration and data review workflows.

Safety

The Brooks Group

FEBRUARY 10, 2020

The 360 Feedback Process. For every salesperson who has had to sit through a performance review, it would seem to be a dream scenario -- an anonymous, unfiltered, and direct opportunity to tell your sales management exactly how you feel about them. In reality, there’s probably no greater tool to help cultivate and encourage your company’s sales management than the 360-degree feedback process.

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pharmaphorum

FEBRUARY 5, 2020

Overview Patients are more informed than ever about their conditions and what is available for them to improve their quality of life. The healthcare sector is increasingly focused on understanding patient needs and engaging them in the clinical development and medical information process. Therefore, it is paramount to create patient-focused educational content using a range of communication channels and digital tools.

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