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Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? By Mike Esterday. In a webinar we recently co-presented with The Sales Management Association , we explored what some of the top sales cultures have in common and how you can adopt these same strategies to increase your competitive advantage, grow faster and more profitably, and build a strong base of lo
Reading time: 6 – 10 minutes. There is a lot of controversy over the value of making New Year’s resolutions. However, there is no question that most people view the transition from one year to the next as a window to new opportunities for personal and professional growth. Most focus on personal issues like health, exercise, weight, finance, etc.
In the world of medical device marketing and sales, executing a well thought through product launch provides a huge opportunity to gain market share, grow your clientele, and increase your revenue. Today, we are sharing seven tips from our team of professionals on how to launch a product smoothly and successfully! 1. Plan Ahead Before FDA Approval. Medical device products require approval by the Food and Drug Administration (FDA) before they go to market.
While most of us are working remotely and social distancing, optimized email communication is more important than ever. Emails can be challenging to navigate. Customers and prospects often skim their overflowing inboxes, ignoring anything that doesn’t immediately catch their attention. Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively.
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.
In 2020, the pharmaceutical industry continues its transition to value-based outcomes and a focus on gathering more real-world evidence. Leaders will center strategies on outcomes by conveying the value of medications to providers, forging strong partnerships with payers, and establishing direct patient relationships. But that’s the 30,000-foot view.
What is your position at Clarify and what do you do? As Chief of Staff I am responsible for helping the leadership team be most effective and efficient in delivering on Clarify’s mission. While there are a set of areas that I tend to manage day-to-day, a large component of the role involves leading specific initiatives as they arise, often ranging from product strategy, to FP&A, marketing, partnerships, pricing, or even people topics.
What is your position at Clarify and what do you do? As Chief of Staff I am responsible for helping the leadership team be most effective and efficient in delivering on Clarify’s mission. While there are a set of areas that I tend to manage day-to-day, a large component of the role involves leading specific initiatives as they arise, often ranging from product strategy, to FP&A, marketing, partnerships, pricing, or even people topics.
There’s someone on your team who really should be making quota, but they aren’t. It’s within their reach, you think, if only they’d increase their sales activity. In fact, their low level of activity is only a symptom of the problem. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. You could even end up losing someone who has the potential to be a superstar.
How you manage your lowest performing sales team members has a significant impact on the overall effectiveness of your sales organization. Here are 9 ways to help low performers win more deals and better meet their goals. 1. Ask Them What They Want. Take the time to ask each of your low performing salespeople what their goals are for themselves. Find out why they want to be on your team, and what really matters to them.
Effective sales training is a critical component of sales success, whether your team is full of seasoned professionals, brand new graduates, or a diverse mix of skills and experience levels. When it comes to training new employees, the Sales Training 101 course may be one of the most important investments you make. Yet it’s also an area of training where many organizations make big mistakes that cost them in both the short-term and the long run.
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.
Sales training can be one of the most critical investments you make for your team. It can also be one of your biggest headaches. Salespeople often resist training, viewing it as a hassle that takes them away from their work. In fact, according to Training Industry , more than a quarter of salespeople feel that their sales training is ineffective. To make matters worse, most training is disconnected from the sales team’s daily life and unique needs.
Your sales team’s success depends on effective prospecting, and effective prospecting depends on effective prospect planning. Help your salespeople fill their pipelines with qualified prospects that lead to more sales, using these 8 steps. 1. Define Your Ideal Prospect and Qualification Criteria. It’s not enough to know what companies your salespeople should be going after.
Sales professionals have met a worthy adversary. The procurement executive — long lauded by companies as a model of efficiency, but by sales interests as a barrier to entry — has increased their stronghold on the purse strings for enterprises worldwide. But, surprisingly, price is not the only battlefield upon which the procurement pro takes to arms, according to a recent study by the Sales Performance Research Center here at The Brooks Group.
Leave it to an ancient Chinese philosopher to offer the quintessential commentary on change management. “Strategy without tactics is the slowest route to victory, tactics without strategy is the noise before defeat,” said Sun Tsu – who presumably understood the value of planning in the business of conquering empires. For those of us who are charged with leading our corporate empire into today’s tech-savvy, consumer-empowered battlefield, it’s clear – if Sun Tsu is to be believed -- that simply d
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.
While many of us are currently working remotely and social distancing, sales emails are more important than ever for communication with your clients and prospecting. Sales emails can be challenging to navigate. Customers and prospects often skim their overflowing inboxes, ignoring anything that doesn’t immediately catch their attention. Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond
What is your position at Clarify and what do you do? As Chief of Staff I am responsible for helping the leadership team be most effective and efficient in delivering on Clarify’s mission. While there are a set of areas that I tend to manage day-to-day, a large component of the role involves leading [.].
Clarify’s core philosophy is that, in order to drive improvement and push towards value, clinicians must be central to the journey. Most clinical physician performance assessment approaches traditionally used by health systems to reduce cost and improve provider performance measures have failed to drive impact. This is due to a combination of outdated healthcare information, lack of robust case-mix-adjustment, black box benchmarking methods, static pdf-based reporting with no ability to test o
Clarify’s core philosophy is that, in order to drive improvement and push towards value, clinicians must be central to the journey. Most clinical physician performance assessment approaches traditionally used by health systems to reduce cost and improve provider performance measures have failed to drive impact. This is due to a combination of outdated healthcare information, lack [.].
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
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