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.

Doctors 130

Doctors Sales Leads Marketing 130

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.

Sales 40

Sales Management 40

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.

B2B Sales 40

B2B Sales Sales 40

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.

Prospecting 40

Prospecting Sales Training Management 40

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Sales Management

The Brooks Group

AUGUST 17, 2011

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Sales 40

Sales Prospecting 40