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.
The Brooks Group
NOVEMBER 21, 2011
Every now and then, we get requests for an outline for a sales training manual. We usually respond in the same way: What prompted your interest in a sales training manual? Typically, it's because someone told someone else to come up with some sales training. If we've learned one thing after 40+ years of sales training experience, it's this: There's a lot more to a successful sales training initiative than the manual.
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Medical Device Success
JUNE 29, 2011
Reading time: 4 – 6 minutes. OK…for the last several posts I have been talking about what makes a good and effective e-blast. And, I have pointed out some mistakes companies have made with their e-blasts. Before I go any further, YOU get to evaluate the Nidek e-blast below. First, look at their from line, subject line and 20% zone. Sorry Nidek….but this isn’t a very good start.
Medical Device Success
JUNE 16, 2011
Reading time: 4 – 7 minutes. In the last post we reviewed why the “From” segment and the “Subject” segment of the incoming e-blast are so important. Today, we will talk about the body of the e-blast. It is important too. However, a marketer can put together a compelling HTML page with a great message, a compelling call to action and perfect formatting and the email will fail if no one opens it.
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Medical Device Success
JUNE 2, 2011
Reading time: 6 – 10 minutes. Before we define the elements of a good e-blast, I want you to think about the last 2 or 3 e-blasts you opened. I mean e-blasts that were some type of consumer-oriented solicitation. Most likely, they were from an on-line retailer that you prefer. For example, I regularly get emails from LL Bean® (clothes and outdoor equipment), Lowes® (hardware and home improvement products), Scott E Vest® (hi tech clothing) and Bed Bath and Beyond® (household goods, cook
Medical Device Success
APRIL 8, 2011
Reading time: 5 – 8 minutes. Trade show pearl #1 was written on the fly in San Diego. Being in the exhibit hall and observing the activity at numerous booths reminded me of a number of basic pearls that are worth sharing. The most important pearl is at the end of the list. One more thing – Previous posts concentrated on attracting prospects to your booth.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
Medical Device Success
MAY 17, 2011
Reading time: 2 – 4 minutes. E-blasts are a powerful and economical marketing tool for medical devices when used correctly. The advantages of e-blasts are: Instant feedback on your message in terms of metrics. You will quickly know how many people opened your e-blast and how many clicked through to your website or landing page. It is much more difficult to get this kind of feedback economically from print advertising.
Medical Device Success
MARCH 27, 2011
Reading time: 2 – 3 minutes. Hello everyone. I apologize for being somewhat quiet the past 2 weeks. I returned from a trip to Europe and immediately moved my household from Buffalo to Queens (NYC). Needless to say…a very hectic couple weeks. And, to top it off, I turned around and headed to the ASCRS in San Diego. Today, while having a meeting at one of the big round tables you frequently find at the back of an exhibit hall near the food concession, I saw something that I thought
Medical Device Success
MARCH 17, 2011
Reading time: 4 – 6 minutes. Nothing like a long flight from Europe to crank out a couple blog posts. “Medical Devici” is not a misspelling. It is my new word of the community of medical device people. I don’t know about you, but my first impression of Twitter® was that it was a lot of people tweeting that they were at the drug store or that they were getting ready to party or the address of the party or how cool the concert was or the driver in front of them is an idiot or they were bru
Medical Device Success
MARCH 13, 2011
Reading time: 2 – 4 minutes. One thing I will say is that the pattern is that industry leaders are trending toward leading in social media. Second and third place contenders in product categories both in medical devices and pharma tend to be lagging far behind in social media. Below, I list how many Twitter® addresses some popular companies have active.
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Medical Device Success
MARCH 4, 2011
Reading time: 4 – 6 minutes. This is the fifth post in a series on getting the most out of your trade show participation (trade show ROI). If you want to subscribe to my blog, you can chose either an RSS feed or an email subscription. Also, comments and input are appreciated!! If you would have asked me for advice on the business applications of Twitter ®, YouTube ® and Facebook ® a year ago, I would have told you that they were not significant elements of a marketing plan for a medical
Medical Device Success
FEBRUARY 16, 2011
Reading time: 3 – 4 minutes. This is the fourth post in a series on getting the most out of your trade show participation (trade show ROI). If you want to subscribe to my blog, you can chose either an RSS feed or an email subscription. Also, comments and input are appreciated!! E-Blasts and E-Newsletters – I like E-Blasts and E-Newsletters as a form of pre-show advertising for small companies.
Medical Device Success
FEBRUARY 13, 2011
Reading time: 4 – 7 minutes. Don’t panic! You didn’t miss a post. I just renumbered the Trade Show series. The last post should have been #2. Utilizing your sales channel to drive prospects to your exhibit is a very important tactic that can help get you to a positive ROI. Of all the trade show promotional programs, initiating a sales contest (extra incentives) to motivate your reps to encourage medical professionals to visit your exhibit may be the most cost effective.
Medical Device Success
FEBRUARY 11, 2011
Reading time: 3 – 5 minutes. In the last post we talked about goal setting and planning to get the most out of your participation at tradeshows. The primary goals of most trade show exhibits are to get immediate sales and obtain leads that will result in sales in the near future. As a small to medium sized business, how can you break through all the marketing noise made by the large companies to attract prospects to your exhibit?
Medical Device Success
FEBRUARY 2, 2011
Reading time: 4 – 7 minutes. Participation in a trade show is usually a big investment for any company. If you are a large company with a 50 by 50 foot exhibit….it is a big investment relative to your revenue size. If you are a small company, a 10 by 20 foot inline exhibit can seem like a large investment. A common complaint I have heard from company leaders is that they don’t think they are getting a return on their trade show investment.
Medical Device Success
JANUARY 29, 2011
Reading time: 3 – 5 minutes. “There is nothing quite as wonderful as money. There is nothing quite as beautiful as cash. Some people say it’s folly. But I would rather have the lolly. With money you can make a splash” “The Monty Song” Monty Python. _. This is the 10th post in the series on Strategic Planning. Note that you can subscribe to the blog postings by completing the form in the “Subscribe Free” tab.
Medical Device Success
JANUARY 8, 2011
Reading time: 4 – 7 minutes. This is the ninth post in the series on Strategic Planning. Note that you can subscribe to the blog postings by completing the form in the “Subscribe Free” tab. Or, you can link with an RSS feed. In the last post on the subject of strategic planning, we made sure we understood the difference between strategies and tactics.
Medical Device Success
JANUARY 4, 2011
Reading time: 4 – 6 minutes. HAPPY NEW YEAR! The party is over and we are back at the office confronted by 2011. “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” From The Art of War by Sun Tzu. This is the eighth post in the series on Strategic Planning. Note that you can subscribe to the blog postings by completing the form in the “Subscribe Free” tab.
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Medical Device Success
JANUARY 14, 2011
Reading time: 92WN647GJTW3. The post Time for a little vacation appeared first on Medical Device Success - Ideas You Can Put To Work Today!
The Brooks Group
SEPTEMBER 28, 2011
The other day, I was talking to one of our sales trainers who told me about a great conversation he had with one of his clients about the distinction between customer satisfaction and customer loyalty. It seems members of their sales team were confusing the two. It made me realize that I might be doing the same thing, too. Satisfaction happens when a salesperson (or company) fulfills a customer’s needs, wants, or expectations.
The Brooks Group
SEPTEMBER 13, 2011
“ How do I get my team better at handling rejection? ” is a common question from prospective clients. The answer, of course, depends on what’s causing the rejection in the first place. There are three, root causes: Poor sales skills : You’ve somehow failed at the sales process. Unqualified prospects : And this is really related to #1. Inappropriate offering : Either because you’ve presented the wrong one, or you don’t have a good one to offer.
The Brooks Group
SEPTEMBER 12, 2011
Editor's Note: Every now and then, you run across someone with true, unadulterated passion for sales. Robert Terson is certainly one of those people. I enjoy reading his site SellingFearlessly.com , and am excited that he's written a post especially for us here at The Sales Leader Blog. Here it is. Robert Terson. Coach Paul “Bear” Bryant said, “It’s not the will to win that matters—everyone has that.
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The Brooks Group
SEPTEMBER 8, 2011
There's a myth that the grass is greener just on the other side of the hill. In sales jobs, the myth is that there's a better sales job somewhere else. "If I can just find a better place," we tell ourselves, "I'll be happier, with a bigger salary, and less stressed." I'm here to bust that myth. I believe that any sales job has positives and negatives.
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.
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.
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.
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What will the future hold for clinical research? A recent draft from the FDA provides valuable insight. In "Optimizing the Dosage of Human Prescription Drugs and Biological Products for the Treatment of Oncologic Diseases," the FDA notes that "targeted therapies demonstrate different dose-response relationships compared to cytotoxic chemotherapy, such that doses below the Maximum Tolerated Dose (MTD) may have similar efficacy to the MTD but with fewer toxicities.
The Brooks Group
MARCH 18, 2011
At the most recent Sales 2.0 conference , there was reference made to the number of salespeople in the United States. We were told that there were 18 million salespeople in the United States and that, by 2020, there would only be 3 million. Given the fact that my livelihood is derived from helping salespeople sell better, that number piqued my interest.
The Brooks Group
MARCH 15, 2011
I attended my second Sales 2.0 Conference last week. It was a great experience. And now it’s time to report. I’ve finally unburied myself from a week’s worth of snail mail (awkwardly the 1.0 world continued even as I immersed myself in the 2.0 world!) There were many great things about the conference, including a number of great presenters like Bell Mobility's Michael Weening (who talked about Sales transformations) and Jeffrey Hayzlett (who discussed the impact of social media on business). .
The Brooks Group
MARCH 1, 2011
For a long time, I adopted the philsophy that doing something was better than doing nothing. After all, I thought, some activity was better than none. However, during a recent move, I adopted a new strategy. I watched the movers carry bulky furniture and big boxes, and pack them in trucks. They'd generally plan each truck load, spending time figuring out where each item would go so they could maximize each trip.
The Brooks Group
FEBRUARY 28, 2011
Sales Training won't work if sales managers don't support the effort. Here's an example: I just returned from working with a client’s sales team and (for the second time) took them through one day of manager coaching and two days of IMPACT Sales Training … again. . Yes, this is the second time I did it. I did this more than 4 years ago for their sales staff (they've retained about 50% of the team). .
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