Medical Device Success
JANUARY 29, 2014
Reading time: 4 – 6 minutes. What will you be doing to increase your marketing acumen and ROI in 2014? Observing the marketing efforts of small and medium sized medical device companies; I continue to be amazed at how poor and misdirected the majority of these efforts are. One problem for these companies is that they may not be able to afford true marketing and product management talent.
pharmaphorum
DECEMBER 8, 2014
With challenges to highly priced rare disease medicines and the Cancer Drug Fund evolving again – what is next, what are the ramifications for high priced/innovative treatments delivering beneficial outcomes to defined patient populations in the UK and how can pharma navigate seemingly choppy waters of access for rare disease treatments and orphan drugs?
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The Brooks Group
OCTOBER 9, 2014
Lots of companies seem to struggle with job titles for their salespeople. For some reason, many seem leery of our favored, simple descriptor: “sales professional.” In a few circles people go to even greater lengths to hide their real function behind an innocuous name (think “real estate agent.”). So I set out to create a list of every euphemism I could think of.
pharmaphorum
OCTOBER 29, 2014
Non-adherence to self-management regimens in diabetes is globally a widespread, costly and ultimately life threatening issue. Reasons for non-adherence are complex as the nature of the condition involves adherence to lifestyle, medication and diet changes, which individuals at times can find difficult to accept and adjust to. It is important to consider that the factors that influence each individual's ability to self manage are often very different and can equally affect patient outcomes, makin
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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.
pharmaphorum
OCTOBER 22, 2014
A pharmaceutical industry multi-stakeholder interactive discussion on some of the unique challenges faced today in marketing pharma brands effectively to exploit areas of unrealised opportunity, plus what is required from both strategic marketing and research to deliver in view of this.
pharmaphorum
JULY 9, 2014
The global pharmaceutical market passes a significant milestone in 2014: reaching one trillion US dollars in total value. IMS Health forecasts the global market will see a compound average growth rate of between 4 to 7 percent in constant dollar terms to 2018, driven by two very different speed growth engines: at best low single digit value growth in the developed markets, contrasting with largely double digit growth in the power house pharmerging markets.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
The Brooks Group
OCTOBER 9, 2014
Lots of companies seem to struggle with job titles for their salespeople. For some reason, many seem leery of our favored, simple descriptor: “sales professional.” In a few circles people go to even greater lengths to hide their real function behind an innocuous name (think “real estate agent.”). So I set out to create a list of every euphemism I could think of.
The Brooks Group
SEPTEMBER 23, 2014
Nepotism is a fact of life in the business world. In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family. Sometimes, however, nepotism can be a plague to a business. This is especially true when nepotism manifests itself in the form of underperforming salespeople who only keep their position because they are personally close to the founders of the company.
The Brooks Group
SEPTEMBER 16, 2014
Is there any one single best way to sell a product or service? There are definitely best practices, and there are also a number of effective approaches. Whatever sales methodology you use, the following universal sales truths are sure to cement the sales process together. The 12 Universal Sales Truths. Here are the 12 Most Universal Sales Truths that we have seen work in any sales environment, selling any product or service, anywhere to anybody.
The Brooks Group
SEPTEMBER 11, 2014
There are many interpretations of what sales success "looks" like. But what are the specific characteristics of the most successful salespeople? There are many. Do the characteristics of the most successful salespeople include: Having an above-average closing ratio? Consistently meeting or exceeding quota? Make more contacts than are required? Spending more time out in the field than most?
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
SEPTEMBER 9, 2014
In the world of professional selling, particularly when selling to the purchasing department, it's commonplace for buyers to do their best to commoditize your product or service. When prospects are comparing your proposal to the competition in an attempt to create a bidding war, the buyer is working to further put themselves in the driver's seat and get the lowest price they can.
The Brooks Group
SEPTEMBER 4, 2014
Mastering the Difference Between Demonstration and Application Based Selling. There’s a big difference between simply presenting your product or service to a prospect and carefully recommending your product or service as something that solves a specific problem, fills an exact want, satisfies a stated need or provides a unique answer that they’re really seeking.
The Brooks Group
SEPTEMBER 2, 2014
While the world of professional selling can be full of uncertainty and adversity, having some baseline rules for sales success can be a huge time saver. The following 7 rules for sales success are based on principles that have proven themselves successful with hundreds of thousands of salespeople worldwide. Here they are: The 7 Universal Rules for Sales Success. 1.
The Brooks Group
AUGUST 27, 2014
Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering. The challenge? Many technical salespeople tend toward "feature dumping" instead of building value in the mind of the buyer.
The Brooks Group
AUGUST 19, 2014
In many of our sales training programs, attendees will ask us: "What's the Difference Between Price, Budget and Perceived Value?" When it comes to the concept of price in sales, there are actually three principles that guide customer behavior: Price. Budget, and. Perceived value. What's the Difference Between Price, Budget and Perceived Value? The differences between price, budget and perceived value in the minds of your prospects are important to understand if you want to succeed in positioning
The Brooks Group
AUGUST 14, 2014
Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won't cut it anymore. Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end.
The Brooks Group
AUGUST 12, 2014
In the face of a rapidly shifting marketplace, companies - and sales teams - are having to change focus.fast. Oftentimes, the reason for such a shift involves a "go to" market going away. This often means moving your focus into a new, untapped market. . When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. .
The Brooks Group
AUGUST 5, 2014
All parts of a business are important. From customer service to marketing to accounting, a company needs to be able to handle responsibilities across several fields in order to succeed. However, for businesses that want to maintain long-term success, the most important area to be strong in is sales. Mark Cuban, billionaire entrepreneur and owner of the NBA’s Dallas Mavericks , told Reddit recently that sales are the most important element of small businesses.
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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
JULY 31, 2014
. Our research tells us that only 41% of senior sales leaders have confidence in their organization's ability to attract, hire and retain top sales performers, yet many front-line hiring managers rush to fill open sales positions. To make sure the sales hiring process inside of your organization ensures you only hire top-performers, senior execs must provide a multistep roadmap for hiring.and hold managers accountable to it.
The Brooks Group
JULY 24, 2014
Buyers can pull some pretty dirty tricks when they’re trying to push salespeople into cutting their price. They don’t want to overpay, want to look good to their boss and many actually get paid based on how much they save. While there are literally dozens of tactics these folks use to manipulate sales reps into cutting their price, one of the most easily recognizable is the “Stiff Arm” tactic.
The Brooks Group
JULY 22, 2014
One of the most common misconceptions about the world of sales is that salespeople are born, not made. It is true that some people are more naturally inclined to be successful salespeople than others. However, the important thing to remember as a sales manager is that almost anyone can sell in the right environment. These tips will help you learn how to train anyone on your sales team to be successful at selling.
The Brooks Group
JULY 17, 2014
Identifying, interviewing and hiring the right salespeople is one of the most difficult elements of a sales manager’s job. One of the easiest ways to separate the poor sales performers from the good ones is to ask the right questions during their initial interview. Solid, proven interview questions to ask sales candidates will help you understand what kind of person they are and how well they will fit into your company’s culture.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
The Brooks Group
JULY 15, 2014
For many salespeople, the phrase “sales meeting” conjures up dreadful images of long, boring sessions of listening to managers talk endlessly. Fortunately, with some effort there are ways to hold productive and successful sales meetings. 9 Tips For Productive and Successful Sales Meetings. 1. Have A Reason To Hold A Meeting Regular meetings can be beneficial, but if there is nothing to discuss, it doesn't make sense to fill up time for the sake of having a meeting.
The Brooks Group
JULY 8, 2014
Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves. There are three elements of success that sales managers must incorporate into their work if they want a high level of performance from their sales team. 3 Reasons Your Sales Manager
The Brooks Group
JUNE 30, 2014
While money is often the main motivator for sales professionals, there are other elements involved in motivating your salespeople as well. Not every sales manager understands these motivations, but if used properly they can take a salesperson's performance to the next level. 5 Strategies For Motivating Your Salespeople OTHER Than Money. Five other motivating factors for sales professionals are: 1.
The Brooks Group
JUNE 26, 2014
Are members of your sales team communicating 15 different messages? Here’s how you can go about improving consistency in sales organization messaging. Having a consistent sales message is one of the most important elements of success for your sales team as a whole. You need consistency in sales organization messaging so that your customers get the same message from everyone at your company with whom they interact, thereby creating a strong impression of your brand. 5 strategies for improving con
Speaker: Dr. Ben Locwin - Biopharmaceutical Executive & Healthcare Futurist
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
JUNE 24, 2014
It's not unusual to find salespeople who think price is more important than other factors when it comes to a customer making a purchase decision, especially when that salesperson is a price-buyer in his or her personal life. 2 Reasons Why Price-Buying Salespeople Will Kill Your Margins. 1. Price-buying salespeople project their feelings onto their customers.
The Brooks Group
JUNE 12, 2014
A Strong Sales Coaching Culture Starts at the Top. The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training. Allowing the sales managers the time and latitude to get into the field and. Communicating that sales coaching is all about growth and improvement performance, not eliminating people.
The Brooks Group
JUNE 11, 2014
Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you're experiencing exorbitantly high sales turnover, it's even worse. Sales organizations, like any other organization made up of human beings, will experience personnel change. With people changing not only jobs, but entire careers multiple times in their lives, this is to be accepted, anticipated and factored into the equation.
The Brooks Group
JUNE 10, 2014
Perhaps the most common error made by organizations trying to fill sales management slots is the tendency to promote a strong sales performer into a sales management role. In some cases, the salesperson who is appointed to be sales manager is the last one standing after the smoke has cleared. In organizations with high turnover this is far more common than in ones with a lower loss of personnel.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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