Integrity Solutions
JUNE 10, 2019
All healthy, long-lasting customer relationships are based on trust, integrity and mutual respect. In our private lives, keeping a promise is seen as something sacred. We swear to cross our hearts, hope to die, and stick needles in our eyes before breaking that trust. But what about in the business world? Do customers have faith that companies will keep their promises?
CloserIQ
JUNE 6, 2019
There’s no doubt that small businesses know their customers. As a small business, you probably have specific types of people in mind when you consider your ideal and potential buyers. When you take the time to describe these customers—profiling them on a demographic, firmographic, and psychographic level—that’s called creating buyer personas. . Buyer personas, also known as marketing personas, help businesses visualize their customers.
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The Brooks Group
JUNE 10, 2019
Every salesperson will have a unique selling style and way they interact with prospects and customers. For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with. Using the same selling style with every buyer, however, can cause unintentional communication friction that frustrates buyers and ultimately drives them away.
Revosuite
JUNE 27, 2019
Optimal territory design helps companies to balance workload, but it is also one of the hardest and most vital practices faced in Pharma Industry, yet the majority of the organizations face common challenges. The post Optimal Sales Territory Coverage appeared first on REVO.
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ProSellus
JUNE 24, 2019
What’s the most valuable relationship you can have as a medical device rep? If the first thing that comes to mind is the “good ol’ boy” surgeon you’ve been great friends with who uses your products you may want to go ahead and dust off your resume. I have a friend who comedically refers to […]. The post The most important relationship a successful medical device rep can have… appeared first on ProSellus.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
Salesforce
JUNE 11, 2019
The outlook for the pharmaceutical R&D sector hasn’t been quite so bright in recent years. The industry has faced numerous headwinds: pricing pressures, patent expirations, longer development cycles, and increased regulatory scrutiny. By one measure, a recent study from Deloitte indicates that pharmaceutical R&D ROI is at its lowest level in nine years, a paltry 1.9%.
The Brooks Group
JUNE 13, 2019
Since the 1960s, emotional intelligence (EQ) has been recognized as a critical component of both personal and professional success. Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills. Here’s why developing emotional intelligence in sales matters, and how it impacts sales performance.
Revosuite
JUNE 18, 2019
When a medical representative leaves the company he doesn't only take institutional knowledge with him, but his retinotopic intelligence, customer relationships, sales territory intelligence that he has built while working there. Resulting in colossal amounts of knowledge leaving a company. But how does that influence a company’s bottom line? What are the consequences to that “memory loss”?
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.
Clarify Health
JUNE 19, 2019
1. What is your position at Clarify and what do you do? I am currently on the Business Development team here at Clarify Health. My role includes educating the market and engaging with prospective clients on the power of our solutions. I love being one of the first people prospective customers speak to and on the front lines learning about the challenges healthcare leaders face on a daily basis. 2.
The Brooks Group
JUNE 24, 2019
The ability to close business is the ultimate determinant for how successful a salesperson is. With the pressure to hit their number, it’s no wonder that sales reps often focus their energy and attention on “closing strategies.”. This self-focused mindset can actually do more harm than good, however, as a race to the close can erode trust and turn buyers away.
Clarify Health
JUNE 19, 2019
1. What is your position at Clarify and what do you do? I am currently on the Business Development team here at Clarify Health. My role includes educating the market and engaging with prospective clients on the power of our solutions. I love being one of the first people prospective customers speak to and [.].
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