Pharmaceutical Commerce

JUNE 5, 2023

The publication's June installment features a plethora of coverage, ranging from the learning curve in digital adoption to an overview of the CVD market.

Sales process 52

Sales process Sales Pharma Marketing 52

Medical Device Success

MAY 23, 2021

This is the most frequent question I get from MedTech executives, sales leaders and field salespeople. You can’t start the sales process unless you have a prospect! I don’t talk about any other part of the sales process. You can’t start the sales process unless you have a prospect!

Prospecting 100

Prospecting Sales process Sales Medical 100

Spotio

FEBRUARY 27, 2023

Sales efficiency is the key to not only generating more sales for your business but also streamlining your sales processes so that you get more sales, faster. In this guide, we’ll cover what sales efficiency is, why it’s essential to your business, and 12 ways to make your sales process more efficient than ever.

Sales 103

Sales Sales process Prospecting CRM 103

Integrity Solutions

JUNE 10, 2024

And one of a successful salesperson’s most powerful tools to do that is how they communicate — and the specific word choices they make in sales conversations. That’s an important distinction and, for many reps, it’s a completely different lens and mindset for approaching the entire sales process.

Sales 108

Sales Sales process Training Sales goal 108

Medical Device Success

JUNE 14, 2020

Reading time: 2 – 2 minutes The Covid era has completely upended the sales process. The process is going virtual. Meanwhile, 82% of buyers think sales reps are unprepared. The Covid era has completely upended the sales process. The process is going virtual.

Sales 100

Sales Sales process Medical Marketing 100

Medical Device Success

FEBRUARY 13, 2022

MedTech sales and sales processes have been dramatically reshaped by the pandemic. One such change is the recognition of the importance and effectiveness of inside sales. Our expert guide on the subject is Mike Sperduti, CEO, Emerge Sales. Reading time: 2 – 4 minutes.

Sales 130

Sales Sales process Medical 130

Medical Device Success

MAY 31, 2020

Reading time: 2 – 4 minutes In this episode Jeff Hydar takes us into the real world of a start-up medical device company that is quickly revising its sales process and marketing tools to adapt to selling in the very restrictive Covid Era. Meet Jeff Hydar, VP Sales at Kent Imaging. Meet Jeff Hydar, VP Sales at Kent Imaging.

Medical 100

Medical Sales Sales process Marketing 100

Medical Device Success

APRIL 26, 2020

We discuss what may change in the sales process. We discuss what may change in the sales process. Becca Kiel of the Bichsel Medical Marketing Group joins me to share some insights she gathered while researching the subject for a blog post. If you like the podcast, rate it and tell a friend. Comments welcome!

Sales 100

Sales Sales process Medical Marketing 100

Medical Device Success

SEPTEMBER 27, 2020

Reading time: 2 – 4 minutes Jeff Howell, Director of Growth, AlayaCare, shows us how he uses embedded videos to enhance his prospecting, qualifying and relationship building in his sales process. It is impressive. He compares it to “pulling up in a Ferrari”. It is impressive. He compares it to “pulling up in a Ferrari”.

Sales 100

Sales Doctors Sales process Prospecting 100

Map My Customers

JULY 5, 2022

Managing a large sales team can often lead to challenges within an organization. Having a defined sales process can lead the team through those challenges and bring continued success. Having a structured sales process is critical to helping your sales reps close more deals and increase sales revenue.

Engineering 75

Engineering Sales Sales process Sales Strategy 75

Spotio

JULY 25, 2023

B2B sales has evolved over the years. Cold calling and direct mail are still useful for some sales processes, but the way in which we do business has changed a lot. More companies are investing in B2B sales teams — inside and outside — across a range of industries. 9-Step B2B Sales Process Now let’s see how to sell B2B.

B2B Sales 98

B2B Sales Sales Prospecting Sales process 98

Map My Customers

JUNE 16, 2022

Every industry, business, sales team, and sales process is unique. So each of their sales pipelines should be, too. A sales pipeline stage that fits into the sales process for one product or service may not for another. Prospecting This is the process of finding new leads.

Sales pipeline 77

Sales pipeline Sales Sales process Prospecting 77

Integrity Solutions

JULY 13, 2020

Sales Process Consistency. It’s a common complaint: We’ve taught our salespeople the process and skills, but they’re still not doing it. In one study we conducted, less than 19% of companies said they believed their salespeople consistently follow the established sales process.

Sales 103

Sales Training Sales process Competition 103

CloserIQ

JANUARY 3, 2019

Since the 1960s, BANT has been a fixture of sales process. The sales process–including qualification–should be customer-focused. Using tools like this will demonstrate professionalism and it also speeds up your sales process by allowing you to close deals more quickly. 4) Using BANT. RightSignature.

Sales 102

Sales Prospecting Sales process B2B Sales 102

MaBiCo

MARCH 27, 2024

As some sales leaders put it, “You can’t send a dove to hawks academy.” This is because the sales process itself can change, requiring different skills and attributes for success. Some companies prefer to hire salespeople with experience because they can have an immediate impact on the sales effort.

Medical sales reps 98

Medical sales reps Recruitment Medical sales Sales 98

pharmaphorum

DECEMBER 28, 2022

This is nowhere more pronounced than for medical device sales teams, who typically schedule regular visits to hospitals and doctors’ offices to create a personal, ongoing connection that drives forward the sales process. By using visual, interactive storytelling, the buyer experience can be elevated.

Sales 98

Sales Medical Sales experience Sales process 98

Map My Customers

NOVEMBER 17, 2022

Implementing an Effective Sales Follow-Up Process Joe McDonald, the Vice President of Sales at Jasper Engines & Transmissions, attributes much of the continued success of their sales team to a repeatable and consistent follow-up process that is built into their overall sales process.

Engineering 74

Engineering Sales Sales process Sales territory 74

Integrity Solutions

SEPTEMBER 23, 2021

A value based sales process gives sales teams the system and behavioral alignment to effectively differentiate and demonstrate what the results are of the sale. The Right Process. Does your sales process provide the necessary skills and tools upon which to build a solid foundation? The Right People.

Sales process 71

Sales process Sales Management Training 71

Integrity Solutions

MAY 28, 2020

As a result, the questions we ask during the sales process can come across as narrow and even self-serving. We get focused on delivering a solution to a customer as if that was the end of the value chain. We fail to look downstream and understand the proportional value that we are contributing to their customer’s experience.

Sales 110

Sales Sales process Marketing Training 110

Integrity Solutions

MARCH 19, 2024

Poor forecasting often stems from a fundamental issue: Sales and pipeline processes only look at milestones from one side of the story, and it isn’t the customer’s side. We need to start with a sales strategy that is designed to capture critical actions that a customer is taking at specific moments in the sales process.

Sales 107

Sales Sales pipeline Sales process Sales Strategy 107

Spotio

JUNE 6, 2022

More than 40% of salespeople say prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). Make it a part of the sales process to first connect with prospective clients before engaging through other sales channels – outbound, email, phone etc.

Sales 111

Sales Prospecting B2B Sales Leads 111

Integrity Solutions

OCTOBER 6, 2020

After all, you have all these loyal, honest, conscientious, good people on your sales team. They watch all the videos on the latest sales techniques. They participate in the sales process training and listen diligently in sales meetings. Why Sales Skills Aren’t the Whole Story.

Training 85

Training Sales Education Sales process 85

Integrity Solutions

JANUARY 18, 2021

If anything, the events of last year only accelerated many of the changes that were already starting to happen with the sales process, buying preferences and in the way salespeople interact with clients and prospects. It’s also clear that the shift to a remote sales model isn’t just a temporary fix.

Sales pipeline 123

Sales pipeline Sales Prospecting Sales process 123

Spotio

MARCH 25, 2024

You need to optimize your company’s solar sales funnel. Of course, wanting to improve your solar sales process and actually doing it are different things. For now, just know that prospects don’t purchase things at this stage of the solar sales process. They’re simply introduced to new brands.

Sales 52

Sales Prospecting Sales process Sales pitches 52

The Brooks Group

JANUARY 13, 2020

Make sure that you have established for your team exactly what your expectations are, including following your sales process , the high-gain activities they should be engaging in, desired behaviors, training requirements, and so on. Are there particular stages of the sales process they’re struggling with?

Sales 87

Sales Management Training Sales process 87

Map My Customers

AUGUST 18, 2022

It is important to be able to see exactly how many of each specific sales activity each of your reps is performing. The goal of tracking this particular metric is to determine if your reps are following an effective sales process and that customers are experiencing a seamless buying journey (your sales funnel ).

Sales 77

Sales Sales process Prospecting CRM 77

Integrity Solutions

JULY 24, 2024

A good sales process requires a good roadmap — a structured framework for effective communication that guides salespeople through every stage of the sales process. By following a structured approach, sales teams can be sure that every customer interaction is productive.

Training 87

Training Sales Sales process Competition 87

Map My Customers

OCTOBER 11, 2022

Optimizing multiple stages of the sales process and reducing bottlenecks in the sales funnel. Organizing and managing sales and customer data in one centralized location. Optimizing sales routes for maximum efficiency. This is where sales software can step in and streamline those things.

Sales 75

Sales Prospecting CRM Sales process 75

Spotio

MAY 10, 2023

However, there is a significant problem most B2B companies face: Sales teams hate it. HubSpot found that 42 percent of sales professionals say it is the most challenging part of the sales process. Let’s take a look at a few of the top myths about outbound sales prospecting methods. Sales Prospecting Myths Busted.”

B2B Sales 98

B2B Sales Prospecting Sales CRM 98

Spotio

AUGUST 4, 2024

The Island: This is the traditional approach to sales where every salesperson on the team is responsible for each aspect of the sales process. They generate their own leads, make their own sales calls, close their own deals, etc. Lastly, look for ways to improve your onboarding the process.

Sales 98

Sales Management Sales Management Training 98

Map My Customers

JULY 7, 2022

If your product requires more research or requires a lot of touchpoints to understand, a channel sales strategy is probably not for you (yet). This is all key to making sure your channel partner sales strategy has everything it needs to efficiently identify and sell to your buyers.

Sales Strategy 98

Sales Strategy Sales Sales process Management 98

CloserIQ

APRIL 30, 2019

What’s required now is an approach in the sales process that includes people from across your organization, united in nurturing and growing long-term customer relationships? . The difference in this modern selling scenario is that the behind-the-scenes resources are more customer facing and collaborative.

B2B Sales 101

B2B Sales Sales Prospecting Sales process 101

CloserIQ

FEBRUARY 21, 2019

Remember: Even if your new AEs have sales experience, they’re new to selling your product. In order to become effective members of the team, they need to gain familiarity with your company, product, and sales process. Here’s how to establish an onboarding process that works for AEs: 1.

Training 96

Training Sales Sales experience Sales process 96

Integrity Solutions

APRIL 19, 2024

Bringing Personalization into the Sales Process It’s important to remember that selling is about helping people make buying decisions that are in their best interests, and the sales process needs to flow from that context.

Sales 104

Sales Leads Prospecting Sales experience 104

Pharma Leaders

MAY 15, 2023

Filed in the US Bankruptcy Court for the Southern District of Texas, the proceedings will allow the company to pursue expedited sales process. Biopharmaceutical company Athenex and some of its subsidiaries voluntarily have filed Chapter 11 proceedings of the US Bankruptcy Code.

Food and Drug Administration 52

Food and Drug Administration Sales process Sales Food 52