The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.

Sales Management 65

Sales Management Management Sales Training 65

pharmaphorum

SEPTEMBER 19, 2017

Pharmaceutical marketers are increasingly native multichannel practitioners, but building an effective and efficient campaign is challenging. This is also because the digital landscape, and the number of options available is still rapidly evolving. What are the best ways to choose the right channels and the right content? And how can you plan to optimize operations further by cutting down on costs and approval times?

Pharmaceutical 52

Pharmaceutical Marketing Leads Pharma 52

Clarivate

SEPTEMBER 19, 2017

Every business delivers a customer experience, and whether this is done with intention or by default, this experience is your brand brought to life. Your challenge is to deliver an intentional customer experience in such a compelling way — whether through the User Experience (UX), through interactions with colleagues (such as Customer Service), or through systems and processes — that this experience drives positive customer attitudes and behaviors.

Competition 53

Competition Sales Leads Marketing 53

The Brooks Group

SEPTEMBER 20, 2017

Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.

Sales Management 60

Sales Management Management Sales Leads 60

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Sales Management

pharmaphorum

SEPTEMBER 6, 2017

Across Europe, a shift towards greater prevention, earlier diagnosis and treatment is needed in order to contain the growing cost of healthcare. But how can healthcare systems make this transition – and how do pharmaceutical companies play a role in this, while also growing their market? A forthcoming webinar hosted by pharmaphorum with sponsor PHOENIX group looks at how harnessing the data and expertise of pharmacies, and via greater engagement with patients, consumers and shoppers can meet thi

Healthcare 52

Healthcare Healthcare Pharma Prescription 52

The Brooks Group

SEPTEMBER 25, 2017

Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? Which salespeople should sales managers spend time coaching? On most sales teams, you will find: Sales strugglers – reps who consistently lag and struggle to make quota each month.

Sales Management 56

Sales Management Management Sales Competition 56

The Brooks Group

SEPTEMBER 12, 2017

Today’s buyers are more discerning than ever. They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople are able to overcome sales objections quickly and confidently. What Objection Handling Is—and Isn’t. Objection handling means responding to the client or prospect in a way that changes their perspective or alleviates their concerns.

Sales 40

Sales Prospecting Training Sales process 40

The Brooks Group

SEPTEMBER 6, 2017

Sales referrals are one of the most powerful ways to generate high-quality sales leads. When buyers are faced with making a purchasing decision, they want to be confident they’re making the right one. What helps their confidence more than anything? A recommendation from someone they trust who has experience with your product or service, and can vouch for the quality or effectiveness.

Sales 40

Sales Sales territory Consulting Prospecting 40