Medical Device Success
AUGUST 12, 2011
Reading time: 4 – 6 minutes. OK, I am breaking a promise. In my last post…which was way too long ago…I said I would write about a Nidek e-blast that deserves a better grade. I thought I had one. I looked at about 10 Nidek e-blasts that I saved and decided not to write about them. It’s Friday. In the US we have had enough negative news and commentary over the last couple weeks.
The Brooks Group
AUGUST 23, 2011
We write a lot about pre-call planning here on the Sales Leader Blog. The reasons are many, but mostly because there’s immediate payoff. Put simply, if you prepare for a sales call, you increase your chance of success. There’s an equally important component to successful planning as it relates to sales. That’s the post-call planning. Before you end a meeting (or a phone call), it’s important to identify a definitive next step.
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The Brooks Group
AUGUST 19, 2011
Today, it seems like legal departments are playing an increasingly important role in B2B sales interactions. I could speculate on the reasons why ( A more litigious society? A larger population of lawyers? More cautious buyers? ), but I won’t. Instead I’d like to give you a few ideas about what to do if you've convinced everyone in the organization to buy from you, but legal suddenly gets involved.
The Brooks Group
AUGUST 10, 2011
Last May, my good friend and fellow sales trainer here at The Brooks Group, Tony Smith , wrote that Cold Calling 2.0 was really about making “warm calls.” But I’m going to take it a step further and say that… Cold Calling Is Stupid. Here’s why. Prospecting is the lifeblood of your sales career. Finding solutions to their problems is the lifeblood of your prospects.
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The Brooks Group
AUGUST 17, 2011
The quest for sales techniques drives many amateur and experienced salespeople alike to seek a silver bullet, simple, no-frills, guaranteed, 100%, solution that magically lifts credit cards from customers' wallets and puts commission checks in theirs. Every time. Sorry. It doesn't exist. But there is some good news. Sales is a science that, with time (and proper practice), becomes an art.
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