Posts

How to Overcome Sales Rep Barriers

Research suggest it’s becoming harder for reps to access HCP offices, with 49% of physicians placing moderate to severe restrictions on sales reps (up from 45% in 2013). For specialty reps, the job is even more difficult. For example, rep…

VP of Sales: Are Your Sales Reps Skills Up to Date?

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Eyeforpharma recently released findings from their industry 2014 Healthcheck.  This global survey of 971 pharma executives echoed many trends we are seeing today – from industry consolidation to a shift towards a solution provider, patient-centric…

Analytics and Influence – The Importance of Why

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As a management consultant, I was taught to use the technique of the “Five Whys” to get to the root cause of my client’s issue. Oftentimes, what people first say doesn’t exactly get to the heart of the matter. The idea behind the practice…

Sales VPs: It’s time for the earnings call, are you ready?

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You’re the VP of Sales for a medical device and diagnostics company. You sell thousands of products to hospitals and labs and it’s nearing the end of the quarter. The CEO wants to see your updated sales forecast so that he can prepare for…

Tips & Tricks to Guarantee You Never Enter a Sales Call Blindly Again!

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I never have the right information when I’m going into a sales call! I feel like I’m always scrambling to find the right statistics! I waste all my time driving from appointment to appointment! I feel like I’m going into sales call blindly!…