This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
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.
**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.
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.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
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.
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
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
Limiting beliefs in sales can become a huge barrier to reaching higher levels of success. To get past these limiting beliefs, we have to understand where they come from in the first place, and why they’re so powerful. There’s nothing quite like the feeling of accomplishment that comes off of a great year in sales. Hitting that aggressive goal, or maybe even surpassing it — it’s exhilarating.
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
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?
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.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
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.
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.
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
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.
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.
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.
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
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?
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.
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
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.
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.
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.
We organize all of the trending information in your field so you don't have to. Join 8,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
311 
Let's personalize your content