Integrity Solutions
NOVEMBER 2, 2018
The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. by Boris Zecevic. Anyone who’s been in sales will tell you: The job comes with some unique challenges. And any number of those challenges has likely contributed to the findings by The Sales Management Association that only 51% of salespeople across all industries made quota in 2017.
Infuse Medical
JANUARY 22, 2018
Congratulations to Joe M., the winner of the Holiday Elf Operation Apple Watch Giveaway contest! Joe’s entry was chosen by random from a complete list of entries. Thank you to everyone who downloaded and entered our Holiday Elf Operation Game. The response and support was incredible! In case you missed it, you can download the Holiday Elf Operation app here (Android) , or here (iOS).
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Medical Device Success
MAY 22, 2018
Reading time: 4 – 6 minutes. As you prepare to reach out to your prospective KOLs, you need to have in mind what you want to accomplish with their help and how much you have budgeted for this effort. Keeping in mind that this blog is primarily aimed at small to medium sized companies, I suggest starting off with a small budget. Just work with one doctor for 6 months to a year.
CloserIQ
OCTOBER 30, 2018
If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer. A satisfied customer is more likely to spend more, refer your business and generally serve as a brand ambassador for your products or services.
Advertiser: ZoomInfo
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.
The Brooks Group
SEPTEMBER 18, 2018
When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Unfortunately, many sales reps fail to prioritize planning. But with these 6 simple steps, your sales reps can identify their sales strategy and create a sales business plan that they can use to stay organized and crush their sales targets.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
pharmaphorum
DECEMBER 6, 2018
Overview: Communication; we all do it, it is a critical part of effective business practice and in this pharma is no exception. It is no secret that for pharma companies, face time with healthcare professionals (HCPs) has reduced drastically over the last 10 years while the cost of in person engagements has increased significantly. Like any customer their expectations for the content they receive have changed, with a focus on useful, succinct and easy to consume materials rather than the sales m
ProSellus
SEPTEMBER 10, 2018
Salespeople rarely agree on anything. The comp plan is good, the comp plan is bad, quota is too high, it’s not enough for me to make enough money, and the list goes on and on. The one thing they all seem to agree on: The CRM my company makes us use SUCKS. And here we […]. The post A Hate/Hate Relationship: Salespeople & CRM appeared first on ProSellus.
Revosuite
JULY 25, 2018
The sales and marketing landscape for pharmaceuticals has been changing for some time thanks to the wealth of information now available online for doctors to access at their leisure – but face to face information and education is still as important as ever when exploring new pharmaceutical products. Medical Sales Reps have been on the scene since the year dot.
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.
Clarivate
DECEMBER 6, 2018
Denver, CO, December 6, 2018 – CustomersFirst Now (CFN), a leading provider of Journey Mapping software and Customer Experience consulting services, has been named the winner of the 2018 Aragon Research Innovation Award for Customer Journey Mapping. This award recognizes CFN’s continued innovation of its Customer Journey Management platform, CFN Insight.
Integrity Solutions
OCTOBER 3, 2018
For Your Salespeople, Purpose and Success Are Directly Linked. Why do you do what you do? Why do you sell what you sell? What is the why of your life? What is your purpose? Salespeople might not consciously be asking themselves these questions on a daily basis. But the fact is, their purpose —the motivating force behind what they do—is influencing their results every day.
Integrity Solutions
OCTOBER 12, 2018
Effective communication skills isn’t a “soft” issue; it’s a real business challenge with significant consequences. Effective communication skills — it sounds like a “soft” issue, right? Hardly. In fact, the inability to communicate clearly and productively with a diverse audience is creating serious business consequences for organizations every day.
Integrity Solutions
DECEMBER 19, 2018
The fight to keep top talent. Millennials in leadership roles. Addressing the skills gap. And more 2019 workplace trends we’re watching. By Mike Esterday. The notion of work is changing in America. The idea of “going to work” and being “in the office” are being redefined in the workplace for 2019. Here are some of our top choices for changes happening around us that will have long-term implications for training and development in the workforce.
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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.
Integrity Solutions
NOVEMBER 19, 2018
Many companies have aspects that appeal to this generation, and there are three critical factors you can focus on to attract and grow millennial salespeople. By Boris Zecevic. Now totaling roughly two billion people, the millennial generation plays a dominant role in how organizations operate today and what they will need to do to remain successful going forward.
Integrity Solutions
NOVEMBER 14, 2018
When you have the confidence, comfort level and commitment, it’s a lot easier to make coaching a priority. By Mike Esterday. A few weeks ago, we had the opportunity to present a session at the HCI Learning & Leadership Development Conference with Sharon Stahr, Chief Communications Officer at Cobalt Credit Union. The session focused on Developing a Coaching Culture for Higher Performance and offered a deep dive into our new research on coaching.
Integrity Solutions
DECEMBER 10, 2018
Our research has shown that there are five factors that affect whether or not someone achieves their sales goals. New Year’s resolutions. They’re a January ritual that is almost always followed by the February ritual of abandoning them. Statistics show that each year, just 8% of people will be successful in keeping their resolutions. Another 24% have never succeeded and fail on their resolutions every year.
Integrity Solutions
DECEMBER 14, 2018
Why a “healthy” sales pipeline isn’t always what it seems. And specific questions sales leaders should ask to get a more realistic view of what’s really going on. By Bruce Wedderburn. Originally contributed as a guest blog to SalesPop.net. As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and sales pipeline.
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
Integrity Solutions
SEPTEMBER 13, 2018
No two people on your Sales team are the same. Coach accordingly… You’ve been coaching one of your salespeople and you think you’ve made good, clear points. You explained what needs to come next. And you’ve discussed what they need in exactly the way you understand it. Yet they’re still not following through. They’re still not growing. They’re still not executing on the plans, and they’re still not getting the results you expected.
Integrity Solutions
JULY 26, 2018
by Mike Fisher Every week, a customer comes into the bank branch to make his business deposits. It’s a routine he’s been doing for years. And then one day, after exchanging the usual pleasantries, the teller asks him if he’s familiar with the bank’s mobile deposit solution. The customer is floored. He didn’t even know the bank offered remote deposits.
Integrity Solutions
OCTOBER 16, 2018
To develop your sales coaching strategy, you first need to understand where your organization’s level of coaching is right now. Figuring out your sales coaching strategy has become a hot topic in business today, and for good reason. Many organizations now recognize that coaching is critical for building skills and capacity. In fact, it’s often cited as one of the top levers for improving performance and driving growth, and it’s an important tool for developing excellence with sales teams.
Integrity Solutions
AUGUST 13, 2018
Few activities are considered as important as sales coaching. So why do so many companies still struggle to make coaching pay off? Originally published on The Sales Management Association. By Mike Esterday. Coaching is pivotal to maximizing sales potential. This is not a radical statement. If you’ve been in a sales management position for any length of time, it’s not even news.
Integrity Solutions
JULY 11, 2018
As a salesperson, in many ways you’re the CEO of your own business. Mid-year is a good time to take stock and assess where you are in your progress to goals as well as how you feel about your performance to date, your motivation and engagement levels, and the efficiency of your operations. Here are 3 action steps you can take to make sure you’re well positioned for the remainder of the year.
Integrity Solutions
DECEMBER 31, 2018
Here is some of our ‘Best of 2018’ content that can help fuel thoughts, discussions and strategies to make 2019 your best year yet. By Will Milano At Integrity Solutions we remain committed to providing insights and perspectives to our clients and partners they can apply on the job- immediately- that can help change the way they sell, coach, and lead.
Integrity Solutions
JUNE 12, 2018
by Will Milano. It’s pretty much a given in today’s world that if you’re in a sales role, particularly in B2B sales or a complex selling environment, then you need to be on LinkedIn. Unlike many other social networks, LinkedIn is a professional platform that’s designed for business. It’s also the most-used social media platform by Fortune 500 companies , with 61 million senior-level influencers and 40 million decision-makers among its users.
Integrity Solutions
JUNE 29, 2018
Sales Effectiveness Often Starts by Understanding Why Your Sales Managers Still Aren’t Coaching Their Teams. by Bruce Wedderburn. Ask a roomful of people to raise their hands if they know that regular exercise delivers health benefits, and without fail, every hand will go up. Ask if they know that there are health risks associated with a sedentary lifestyle, and most of those hands will stay up.
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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.
Integrity Solutions
AUGUST 3, 2018
By Bruce Wedderburn Over the past few years, contact centers have dramatically increased investments in emerging and disruptive technologies to help improve key efficiency metrics. Developments like AI, data analysis and other technologies are heralded for their ability to enhance contact center efficiency by, for example, automating routine tasks and routing callers to agents.
Integrity Solutions
AUGUST 13, 2018
Originally published on The Sales Management Association. By Mike Esterday. Coaching is pivotal to sales success. This is not a radical statement. If you’ve been in a sales management position for any length of time, it’s not even news. It’s now well-established that a strong coaching culture is something high-performing companies have in common. In study after study, coaching is shown to play a key role in driving sales performance and revenue achievement.
Integrity Solutions
AUGUST 3, 2018
The human touch is more critical than ever in a contact center environment that is being increasingly driven by technology. By Bruce Wedderburn Over the past few years, contact centers have dramatically increased investments in emerging and disruptive technologies to help improve key efficiency metrics. Developments like AI, data analysis and other technologies are heralded for their ability to enhance contact center efficiency by, for example, automating routine tasks and routing callers to
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