Integrity Solutions
MARCH 20, 2020
Today, there’s a lot that we can’t control. But there’s a lot that we can. Virtual learning is one way to maintain connection to business goals- and each other. So, you’re suddenly working from home. Join the club! No, literally, join the club. Over the past few weeks, many people have joined communities of fellow co-workers, online, filled with other people whom they had previously not known.
The Brooks Group
MARCH 12, 2020
Working Remotely From Home. The Coronavirus and COVID-19 infection have thrust us all into unfamiliar, if not uncharted, territory. Along with other mandated changes to our daily lives, the requirement to implement “social distancing” measures, to avoid the spread of the illness, carries with it some of the most draconian of implications. For those who make a living pounding the pavement as sales professionals, you are already likely to be experiencing some significant disruptions to your routin
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Medical Device Success
MARCH 29, 2020
Reading time: 2 – 3 minutes Season One – Covid-19 – How Medtech companies can respond in marketing, sales and operations. Episode 1 of the season – Covid-19 – How to respond to epic changes in tradeshows and events. In this episode, Lisa Bichsel, Bichsel Medical Marketing Group, joins me to discuss how medical device companies can respond to the drastic changes to the tradeshow and events components of the marketing plan caused by Covid-19.
Clarify Health
MARCH 25, 2020
In a mere matter of weeks, our world has been engulfed in an entirely new set of circumstances: family, friends, and colleagues spread over greater distances; our healthcare system challenged by a highly transmissible, potentially fatal disease; and nations bracing for economic downturns. While these are uncertain times, at Clarify Health we remain clear and committed to protecting our team and equipping our customers with the analytics they need to fight this pandemic and transform care in our
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pharmaphorum
MARCH 18, 2020
Overview Pharmaceutical and biotech companies around the globe are working with Governments to address the COVID-19 outbreak, from supporting the development of vaccines to planning for medicines supply chain challenges. Healthcare systems are being put under significant pressure, at a time when many are already over-stretched, medical congresses are being cancelled and bans on non-essential travel and enforced home working are emerging.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
Integrity Solutions
MARCH 30, 2020
In the midst of a global crisis, adjusting your sales approach is key to not just surviving but thriving. Every company started 2020 with a plan—in many cases a well-thought-out and carefully crafted blueprint outlining expected progress on a month-by-month basis, complete with year-end targets for revenue, employees, products, clients and profitability.
The Brooks Group
MARCH 22, 2020
Virtual Sales Management. As you are reading this blog, it is our hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. For the majority of workers, this likely means that we are now working from home – carving out a corner of our living space to continue to MAKE a living. In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees product
Medical Device Success
MARCH 23, 2020
Reading time: 2 – 3 minutes Welcome to the Medical Device Success Podcast. This episode is a trailer that will discuss the podcast goals, audience, my background and the podcast structure. Most of the time, the podcast will be organized into seasons that explore a certain subject in detail. For example, the first season will be about marketing, sales and operations in the Covid-19 era.
Clarify Health
MARCH 25, 2020
In a mere matter of weeks, our world has been engulfed in an entirely new set of circumstances: family, friends, and colleagues spread over greater distances; our healthcare system challenged by a highly transmissible, potentially fatal disease; and nations bracing for economic downturns. While these are uncertain times, at Clarify Health we remain clear [.].
Speaker: Jesse Hunter and Brynn Chadwick
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.
pharmaphorum
MARCH 17, 2020
Overview In today’s digital world it is increasingly hard for pharmaceutical companies to successfully differentiate new brands based on their target product profile alone. Instead, the key factor now is often the quality of customer engagement, which more and more healthcare professionals (HCPs) appear to value. It’s enabled by a multichannel marketing (MCM) approach, but traditional MCM strategies require a much higher level of content than pharma is used to producing and approving – the answe
Integrity Solutions
MARCH 4, 2020
Originally published as a guest blog contribution for SellingPower.com by Steve Schmidt. At a fundamental level, ethical selling is about being transparent — even when it feels risky or uncomfortable. As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Working with ethical salespeople and companies is a basic requirement among buyers.
The Brooks Group
MARCH 11, 2020
Keeping Your Sales Team Focused. The world, today, doesn’t just seem different – it is different. With daily reminders of the power of the Coronavirus, and its companion COVID-19 infection, to bring markets, enterprises – and yes, even normal daily activities – to a sudden, shuddering halt, we are all looking for a way to navigate this new reality. Remaining strong – and in fact, stalwart – in the face of this uncharted new landscape represents a generational challenge for many in positions of s
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Clarify Health
MARCH 25, 2020
SAN FRANCISCO–( BUSINESS WIRE )–Clarify Health, a leader in healthcare analytics, announced today that it launched two new critical applications in response to the needs of customers at the forefront of providing care to the communities impacted by COVID-19. The company is deploying the Clarify COVID-19 Elderly Vulnerability Population Index (EVI) and the Clarify COVID-19 Patient Risk Profile to healthcare organizations across the US to equip them with the patient risk insights that
Integrity Solutions
MARCH 16, 2020
In worrying times, we most need leaders to build confidence and a coach to connect with us personally with encouragement about moving forward. By Mike Esterday. It’s a safe bet that you’re reading this as you juggle any number of concerns about the coronavirus crisis along with its economic and personal implications. Perhaps you’re working from home as so many of us are doing to prevent the virus from spreading.
Integrity Solutions
MARCH 3, 2020
The most persistent contact center challenges can be overcome by making coaching a part of the culture and developing your agents’ listening and problem-solving skills. For several years we’ve been participating in Customer Contact Week (CCW), the world’s largest customer contact event series. As “the place where customer care, CX and contact center leaders come together,” these annual conference and expo events in Las Vegas and our hometown of Nashville allow us to get a pulse of the cust
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
The Brooks Group
MARCH 3, 2020
When you turn on the television today, it’s hard to avoid news about the novel Coronavirus, which is running rampant across the globe — wreaking havoc on markets and business and leisure travel , and stoking fear. Though many of the world’s most dedicated scientists are working to uncover a vaccine or cure, it appears that the virus’ spread — and selective quarantines — will be fixtures for some time to come.
The Brooks Group
MARCH 23, 2020
A Reality Check into the Sales Industry. The COVID-19 pandemic has had an unprecedented global reach – locking down hundreds of millions of people, and leaving no industry, business, or sales organization unaffected. In the scramble to adapt to the so-called “new normal,” outcomes such as social distancing, working remotely , stock market volatility, spending cuts, and uncertainty have rendered useless the 2020 go-to-market plans for business-to-business (B2B) and business-to-consumer (B2C) comp
The Brooks Group
MARCH 22, 2020
Virtual Sales Management. As you are reading this blog, it is my hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. For the majority of workers, this likely means that we are now working from home – carving out a corner of our living space to continue to MAKE a living. In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees producti
The Brooks Group
MARCH 21, 2020
Maintaining Sales Performance. Seemingly overnight, the business world, as we know it, has changed, albeit temporarily. However, it’s hard not to imagine that some of these changes might become permanent. People, undoubtedly, will find more ways to be productive in a more virtual workspace – and, as I write this, I and my team are still trying to figure out the rules of engagement.
The Brooks Group
MARCH 19, 2020
Practicing Mindfulness. Ask most sales professionals when they last took time for themselves, and you’ll likely be met with one of three reactions: A pregnant pause while they try to remember; a scoff about the preposterous nature of the question – or simply a blank stare. In the pressure-cooker world of the sales professional, it’s not surprising that work-life balance is an alien concept.
The Brooks Group
MARCH 18, 2020
Sales Coaching Reinforcement for Lasting Change. When last we met, we discussed the importance of embracing change as a means of improving your sales throughput – and further, that integrating new sales strategies is an exercise rooted in patience, and not in quick fixes. My particular interest around this topic, understandably, is based on observations I’ve made after years of leading our IMPACT Sales training program here at The Brooks Group.
The Brooks Group
MARCH 17, 2020
Being Human during Online Communication. Technology has made it a difficult time to be a human during online communication – advances like artificial intelligence, machine learning, and bots have mitigated the need for organic beings to be involved in many aspects of the selling paradigm. Fortunately for those of us who walk upright, humanity is still critically important – particularly given the importance of consultative selling as a means of resonating with buyers.
The Brooks Group
MARCH 16, 2020
Grow Your Customer Relationships. So, you’ve embraced the concept of consultative sales training; you understand your responsibility as a trusted advisor to be attentive and to put your client first, and you’re ready to take your new mandate to the field. But, before you go charging into the unknown, one last question: Are you truly an expert on your client’s business and industry?
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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.
The Brooks Group
MARCH 10, 2020
Consultative Selling for Inside Sales. Consultative selling is not just the domain of the outside sales professional. In fact, if your entire organization is not focused on assisting the buyer in discovering their needs before pitching the deal, you’re missing a critical component to your contemporary sales approach. Inside sales representatives – those dogged pharaohs of the phones, sultans of the speed dialers, and executors of the Excel files – play a critical role in establishing the tone an
The Brooks Group
MARCH 9, 2020
There are many ways for things to just “happen, like magic,” with little or no effort. Take the Ouija board for example, which can reveal all with just a board and a pointy plastic device. Or the sleight of hand mysteries of magicians like Doug Henning, David Copperfield and Criss Angel, who have walked on water and made iconic landmarks appear and disappear.
The Brooks Group
MARCH 4, 2020
Become a Strategic Advisor, Not a Friend. The customer is NOT your friend. Let that sink in for a second: For generations, we have been taught that the customer is always right, and that we should win at all costs. That combination of mantras has translated to innumerable corporate golf outings and steak dinners, fishing trips and flights of fancy, among other trappings of the “close bonds” that we have forged with our clients in order to get the P.O.
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