Medical Device Success
JUNE 5, 2017
Reading time: 2 – 3 minutes. Key Opinion Leaders (KOLs) can be a very powerful component of the marketing plan for medical device companies of all sizes. Every day we see numerous advertisements where various types of celebrities are supporting products, services or charitable causes. They are acting as KOLs. In medical device markets, doctors, nurses and sometimes business administrators are our “celebrity” KOLs.
MedCepts
NOVEMBER 7, 2017
Rep Survey Insight: Independent 1099 Medical Device Reps prefer selling with a Start Up Company over a Big Brand Company. A sample survey was conducted by targeting multiple divisions of our medical sales rep network with 5,751 total qualifying respondents. MedCepts continuously seeks to offer new insight to the latest trends within the medical sales industry.
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The Brooks Group
JULY 7, 2017
As the old proverb says, “time is money.” No one knows how true this is more than sales professionals. Every minute your salespeople spend not engaging in high-gain selling activities represents lost opportunities—and lost revenue. . Success in sales involves juggling many different tasks—some are tedious and time consuming, but simply cannot be avoided.
Clarivate
MAY 18, 2017
Executive Overview. Are you new to CX (Customer Experience)? Trying to help your company understand what CX is and is not? Want to link CX to what matters to your CEO? Not sure where to start? Answering these questions as a new or experienced CX leader is not only a common starting point but a very useful way to reflect on how things are going with your CX efforts.
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.
pharmaphorum
DECEMBER 4, 2017
Change Together – www.changetogether.com – will be presenting a live webinar with leading figures from the patient advocacy community, who will debate how we can drive positive change for patients through collaboration and education. This will be helpful for all advocates, as we hear and learn from our expert panel how their organizations are bringing about change.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
MedCepts
NOVEMBER 7, 2017
Many of us can agree, first impressions are very important. The first impression made can be a crucial factor to your success as an individual, business, team, healthcare provider, sales professional, website or brand. A first impression is made within 50 milliseconds to 7 seconds. Be sure you make a good impression! First impressions are typically made within 50 milliseconds to 7 seconds.
MedCepts
NOVEMBER 7, 2017
Five (5) Tips for Selling to Dentists, from a dentist’s perspective. These are Tips formulated by a dentist from their own dental practice experiences and working with experienced dental sales reps. Novice to Experienced dental sales representatives will also benefit from review of these 5 valuable sales tips from a Dentist for Selling to Dentists, regardless of relationships you already established.
The Brooks Group
JUNE 1, 2017
. 4 Step Action Plan for Sales Target Achievement . As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end revenue goals we’ve set for them. Maybe your team has veered slightly off track since the target was set? By assessing your current situation and creating an updated action plan, your team will have a roadmap to follow and a renewed motivation for achieving the quota.
The Brooks Group
SEPTEMBER 20, 2017
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.
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.
The Brooks Group
NOVEMBER 29, 2017
The holiday season can be a challenging time to connect with clients and prospects. While everyone is busy with family and wrapping up year-end activities, they’re also buried in automated holiday greetings. . Skip the mundane, and teach your salespeople these five creative ways to wow their important contacts. 1. Hand Written Holiday Cards. During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!
The Brooks Group
NOVEMBER 15, 2017
In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year. First Things, First: Define a Qualified Prospect.
The Brooks Group
FEBRUARY 3, 2017
Part of your job as a sales leader is to stay connected to your sales team’s daily habits. That doesn’t mean micromanaging, but it does mean checking in to see if they’re wasting their time—or making the most of it. If you believe time is money, you’ll want to be sure your salespeople aren’t falling into these 5 common time-wasting traps. 1. They spend too much time chasing unqualified prospects.
The Brooks Group
DECEMBER 4, 2017
The end of the year can be extremely busy for salespeople who are trying to close up last minute deals to meet their Q4 target. With many clients and prospects out of the office, however, there are opportunities for your entire sales team to assess what’s going well and where there’s room for improvement. Make the most of any downtime your team has this month to focus on improving sales effectiveness to hit the ground running in the New Year.
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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.
The Brooks Group
NOVEMBER 8, 2017
One of the challenges we hear come up over and over again with sales professionals is time management. There are only so many hours in a day to get everything done, so your salespeople have no room for wasting time. What’s the number one way your sales reps can start using their time more efficiently? Getting hyper-focused on the characteristics of a qualified buyer.
The Brooks Group
AUGUST 23, 2017
The annual sales meeting is a crucial part of setting the tone for the upcoming year with your sales team. It can be rare to get all of your salespeople together in one place, so use the time as productively as possible to communicate strategy, set priorities, and generate excitement for the upcoming year. If you’re intentional about the planning of your annual sales meeting, your salespeople will be more engaged and will walk away prepared to hit their goals in the New Year.
The Brooks Group
MAY 3, 2017
Storytelling in sales is a skill—that when used correctly—can be an incredibly powerful way to convince your prospects of the value of your solution. As humans, it’s in our nature to be drawn to stories. A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story.
The Brooks Group
SEPTEMBER 20, 2017
Should your sales managers be responsible for meeting their own individual quota? Or is the “Selling Sales Manager” function flawed? This is a question that frequently comes up for debate. If you look towards the sports world, however, you’ll see that few teams use “player-managers.” That rule of thumb should hold true in business as well. There is inherent conflict if a sales manager is required to supervise, coach, and mentor people while also carrying a separate quota.
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
FEBRUARY 21, 2017
Companies in any industry will benefit from having a healthy culture among its employees. But for industrial distributors today, the culture that exists inside of your company can make or break the success of the business. Corporate Culture Plays a Big Role in Employee Branding . We’re hearing from many clients that as baby boomers retire they’re having a really hard time filling their open sales positions.
The Brooks Group
AUGUST 2, 2017
What Is a Sales Incentive? . A sales incentive is money or some other type of reward offered to salespeople for selling a particular amount of goods or services. . Part of being an effective sales leader is understanding exactly what motivates your salespeople. Typically, salespeople go into the profession because they are motivated by money, and the ability to control their own income level.
The Brooks Group
MARCH 17, 2017
Every salesperson has been there; the frustrating experience of a stalled deal in the pipeline. Should your sales reps spend their time trying to revive the sale, or should they cut their losses and move onto the next opportunity? First things first, confirm that the stalled deal is actually qualified. Have your sales reps check if the opportunity meets all the following 5 criteria: .
The Brooks Group
OCTOBER 11, 2017
Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. It can be tricky to find the sweet spot for an offering’s pricing, however. Those in the organization in charge with business strategy should set a price based on market research. But should that price be set in stone? Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)?
The Brooks Group
SEPTEMBER 25, 2017
Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? Which salespeople should sales managers spend time coaching? On most sales teams, you will find: Sales strugglers – reps who consistently lag and struggle to make quota each month.
The Brooks Group
JULY 24, 2017
Social media has become so much a part of our everyday lives, that it often crosses the line between business and personal. Of course, you don’t want your salespeople spending their time scrolling through Facebook videos of dancing gorillas or goats doing yoga, but LinkedIn is another story. LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads.
Clarivate
SEPTEMBER 19, 2017
Every business delivers a customer experience, and whether this is done with intention or by default, this experience is your brand brought to life. Your challenge is to deliver an intentional customer experience in such a compelling way — whether through the User Experience (UX), through interactions with colleagues (such as Customer Service), or through systems and processes — that this experience drives positive customer attitudes and behaviors.
Clarivate
JULY 7, 2017
Connect Your Silos. Organizational silos exist, and we will likely never get rid of them, but they are not great for Customer Experience. Silo-thinking prevents effective communication, collaboration, and decision-making. And worse, by its nature silos are inward-focused, and that is the root of many problems when it comes to achieving great CX. At the Forrester Research conference a couple of weeks ago, I sat down with Joana van den Brink-Quintanilha, one of their senior Analysts focused on Cus
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The Brooks Group
JUNE 27, 2017
The deal is signed and sealed and your salesperson is ready to celebrate the win and move onto the next opportunity. But in order to grow your business and set your sales team up for future success, you should hit pause after a win and analyze what went right. In fact, sitting down and figuring out why you won a deal is just as important as assessing why you lost one.
The Brooks Group
JUNE 12, 2017
Summertime is officially here. Warmer weather and kids out of school means vacation mode for your prospects—and unfortunately—slowed sales growth for your team. Summer can bring sales slumps in many industries, but the slowed pace of business doesn’t mean your sales team can’t be productive. Amping up sales team motivation in the summer is as important (or more) than any other time of year.
The Brooks Group
APRIL 24, 2017
My brother and I were chatting in the Atlanta airport on our way to a meeting in Phoenix a few weeks ago and I jokingly asked him, “What are the top 10 things a sales rep should never say to a sales manager?” We laughed and then he suggested I post the question to LinkedIn and see what we get. It was a Saturday, so I chose to watch a movie rather than open my laptop on the flight.
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