Contrarian Sales Techniques

JANUARY 6, 2023

As a salesperson, I know firsthand how important it is to master the art of prospecting. There are many different techniques that I've used throughout my career to effectively prospect and bring in new business, and in this blog post, I'll be sharing some of the ones that have worked best for me.

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MobileLocker

NOVEMBER 25, 2020

Find out how some simple customization techniques can help your sales presentations connect with clients and prospects. The post Personalized Presentations Give Pharma and Med Tech Reps the Edge to Beat the Competition appeared first on MobileLocker.

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European Pharmaceutical Review

AUGUST 25, 2022

Prospects are hopeful as they are built upon decades of research establishing the incredible power of oncolytic viruses. The post Oncolytic viruses: past and present appeared first on European Pharmaceutical Review. human study of TK?positive positive oncolytic vaccinia virus delivered by adipose stromal vascular fraction cells.

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The Brooks Group

NOVEMBER 8, 2017

In order to be truly qualified, a prospect must have a need that they are aware of. They might not know exactly what the solution is—or that your company exists—but a qualified prospect will know they have a problem. No one wants to hear “I’ll have to run it by my manager,” after they’ve spent time preparing and presenting.

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Medical Device Success

SEPTEMBER 12, 2021

Want your virtual prospecting to stand out? Bring your virtual presentations and messaging to life. The way it brings your presentation items into the virtual window right next to you is very sophisticated. Want your virtual prospecting to stand out? Bring your virtual presentations and messaging to life.

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Quantified

JULY 2, 2024

Knowing your prospect’s needs, challenges, and goals is crucial. By conducting thorough research and gaining insights into your prospects, you can craft messages that demonstrate genuine value and relevance. Differentiating your offering from competitors and explaining why the prospect should choose your solution is essential.

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The Brooks Group

FEBRUARY 26, 2018

There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. If your reps can quickly recognize the buying motives of their prospects and customers, they can tailor their sales presentations in a way that will move the buyer into action. . Reducing Risk Motive. Pride or Prestige Motive.

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Spotio

JULY 22, 2024

The first step toward closing a deal is getting a prospect to commit to that first appointment, after all. In an inside sales setting, an appointment setter is a sales rep that focuses on bringing qualified leads into the pipeline by cold calling prospects and setting up appointments for a different rep.

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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. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier.

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The Brooks Group

JANUARY 24, 2018

There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have to think it over and get back to you.". In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the chance. Start by Listening.

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The Brooks Group

NOVEMBER 29, 2018

Online sales presentations have become a critical part of almost every B2B sales process. Presenting online reduces many of the cost and time barriers associated with traditional in-person presentations, while modern conferencing technology makes it possible to deliver all of the benefits. . Get Them on Camera. Be Enthusiastic.

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The Brooks Group

NOVEMBER 1, 2017

In this regard, it’s essential to make a good first impression with prospects, especially in face-to-face meetings. Therefore, if your salespeople have trouble connecting with their prospects right from the start, then it will be difficult to convince them to buy anything, no matter how good their pitch or their product is. .

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Contrarian Sales Techniques

OCTOBER 9, 2024

Assertive selling strikes that perfect balance, helping you close deals without steamrolling your prospects. Assertive sellers don’t need to use high-pressure tactics because they know that building trust and showing expertise will guide the prospect to a natural decision. So why does it work? But they’re worlds apart.

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Medical Device Success

FEBRUARY 11, 2011

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? Over the next few posts we will cover several tactics you should seriously consider to get your share of the prospects’ attention leading up to and at the trade show/medical congress.

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Map My Customers

SEPTEMBER 13, 2022

Prospects are becoming increasingly likely to take issue with budget and create objections related to price. " Source: Amazon Challenging the Status Quo Most sales leaders train their reps to go along to get along —to play the long game of relationship-building with their prospects, or even being apologetic about asking for a sale.

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Medical Device Success

FEBRUARY 13, 2011

Utilizing your sales channel to drive prospects to your exhibit is a very important tactic that can help get you to a positive ROI. First, set a goal as to how many prospects you want the sales channel to bring to the exhibit. It motivates the sales reps to get into prospective doctor offices to invite them to the exhibit.

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Quantified

JULY 30, 2024

Testimonials offer social proof and humanize your brand, showing prospects that others have successfully used and benefited from your product. For example, rather than presenting raw numbers, tell a story about the financial journey of the company over the last quarter, highlighting challenges and triumphs.

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Pharmaceutical Representative Training

OCTOBER 9, 2024

Introduction Every sales professional has experienced deals collapsing at the last minute due to objections from prospects. Not only that, but an objection presents a valuable opportunity to gain insight into your potential buyer’s challenges, address their specific needs, and strengthen relationships.

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Integrity Solutions

APRIL 19, 2024

Personalization and humanizing the sales experience means prospects will not just hear your message but feel like it’s meant for them and, as a result, be more inclined to engage with it. Avoid canned demo presentations and, if possible, avoid using slides entirely so you can keep the focus on dialogue and desired outcomes.

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The Brooks Group

OCTOBER 7, 2015

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. A rep may be expertly skilled in building rapport, asking strategically important questions, and presenting customized solutions— but all of that is irrelevant if they are unable to meet with the right people at the right time.

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The Brooks Group

OCTOBER 7, 2015

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. A rep may be expertly skilled in building rapport, asking strategically important questions, and presenting customized solutions— but all of that is irrelevant if they are unable to meet with the right people at the right time.

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The Brooks Group

MAY 1, 2015

In a competitive sales landscape, getting a prospect on the line can feel like a win, but it's only half the battle. Use this opportunity to really feel out your prospect, and make sure that you're asking the most important questions. Last (but absolutely not least) is determining what your prospect's major challenge is.

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Quantified

SEPTEMBER 19, 2023

Personalize Your Outreach For in-person sales presentations and other more traditional outreach, personalization is nearly automatic. But that is not the case online, where much of the outreach happens through technology, and it’s easy to take the same approach for every lead and prospect. No more beating around the bush.

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Spotio

NOVEMBER 18, 2022

We know the reason D2D prospecting is still relevant: It works. Door to door sales is the process of canvassing a territory and speaking face to face with prospects about the benefits of a product or service. Prospects are essential to your sales funnel, because you need a steady stream of new customers in order to grow.

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CloserIQ

JANUARY 28, 2019

We recommend introducing all entry-level sales representatives to the following types of tools: 1) Prospecting tools. Many highly successful sales reps use tools to help them not only to identify potential prospects, but also to figure out the best strategy for approaching the prospect. 3) Presentation tools.

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Spotio

DECEMBER 19, 2023

Others automate communication between reps and prospects. If you can complete tasks in less time, communicate with leads, prospects, and customers more effectively, and quickly generate sales reports, better results are (almost) inevitable. A B2B sales tool is any tool that helps sales reps close more deals. How could they not?

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Integrity Solutions

DECEMBER 11, 2023

But sales prospecting is the bread-and-butter, core activity that leads to sales growth and success — and cold calling is one of the most effective prospecting strategies available. What is Prospecting, Anyway? It’s true that cold calling can be hard, grinding-it-out work, and the rewards aren’t instant.

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Medico Reach

JUNE 13, 2022

The primary goal of medical services is to gain prospects’ trust and stick to the guidelines laid down by the community. Medical practitioners can direct their prospects toward a newly introduced subsidiary of their medical centre. It aims in motivating loyal clients to refer other prospects to the same service.

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Spotio

FEBRUARY 27, 2023

Sales Efficiency vs. Sales Effectiveness Sales effectiveness refers to your sales team’s ability to convert prospects into leads — and eventually paying customers or clients — at each stage of your sales funnel. Identify Your Ideal Customer Half of sales time is wasted on unproductive prospecting. Prospecting. Needs Assessment.

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World of DTC Marketing

AUGUST 23, 2022

I’ve seen a lot of DTC presentations showing a correlation between reach and frequency and new Rxs, but most of that data is inaccurate. Unfortunately, too many are only interested in doing research with prospects, not customers. Is it because the DTC team and agency believe it will lead to more Rxs?

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PM360

DECEMBER 14, 2023

While many pharma advertisers rely on driving patients to their brand websites, the experience can often present an overwhelming amount of information. But pharma can rely on more innovative ways of using digital media to bring crucial content to prospective patients.

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Quantified

SEPTEMBER 21, 2023

However, the stages can be grouped into the following four broad categories: Acquiring and Qualifying Leads Nurturing Prospects Closing the Sale Training to Improve Performance Related: 5 Strategies to Help Ensure Sales Process Improvement Each group has a clear goal that AI tools are designed to support.

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Spotio

NOVEMBER 28, 2022

Between prospecting and cold outreach, data entry, disorganization, and getting stuck in the inbox, sales productivity is hard to come by. An effective seller might convert 15 of those prospects, while a less effective seller might only close five. Our sales intelligence feature brings next-level prospecting to the field.

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The Brooks Group

SEPTEMBER 9, 2014

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. How to Differentiate When Prospects are Comparing Your Proposal to the Competition. Develop a "good, better, best" 3 tier solution.

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European Pharmaceutical Review

JANUARY 24, 2024

It is the first prospective, large-scale, randomised-controlled clinical trial evaluating people of colour across all skin tones with moderate to severe plaque PsO and scalp PsO to objectively measure clearance and other treatment outcomes with Tremfya. [In In Cohort B of the VISIBLE trial] a nearly 90 percent improvement (87.6

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Scott’s Directories

APRIL 4, 2024

This comprehensive tool significantly enhances the lead generation process, allowing sales teams to identify high-quality prospects with greater efficiency. This level of precision ensures that sales efforts are directed towards the most promising prospects, saving time and resources.

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Map My Customers

SEPTEMBER 21, 2022

Door to Door Sales Tips Sales Tip #1: Prospect Smarter to Increase Your Odds of Success Door-to-door sales is a form of prospecting in its own right. Instead, you can prospect smarter and only go to doors where you know you have a chance at making a sale. How do they usually gather information? But you can (and should!)

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