Remember Dolly, the cloned sheep? No doubt many a sales manager privately wondered if the same science could be applied to their top performers. After all, if you had an entire sales team comprised of top performing reps, you’d never have to worry again about making the numbers, even in today’s economy. Until human cloning […]

Often, the problem of selling in a down economy isn’t so much that pipelines are empty, it’s that prospects reach decision time and become paralyzed with worry. Are they taking too great a risk in light of market conditions? Will they realize value from their investment? Might they find a cheaper alternative elsewhere? Besieged by […]

We’ve known for a long time that sales leaders who recognize their employees have greater employee engagement than their non-recognizing, warm-as-Russian-shot-putter peers. But our recent research study of 200,000 people shows another startling difference: managers who do recognition right get vastly superior revenue growth versus those managers who do recognition incorrectly.
So what is an incorrect […]

Everyone talks about the importance of product knowledge. No one tells you how to use it to make a sale.
REALITY: Most companies train 90% product knowledge, 10% sales knowledge. Big mistake. The percentage should be: 20% product or service, 80% sales, personal development, attitude, and presentation skills.
REALITY: Salespeople spend 80% of their time OR […]

Selecting the perfect site isn’t just about dates, rates, and space, says Tim Brown, partner at Meeting Sites Resources, a global specialist in meeting site research and hotel contract negotiations. Don’t get so focused on the big picture that you forget some of the little details that will lead you to the perfect site and […]

You start the meeting, only to be interrupted by two or three latecomers. As you glance around the room, people are busy sending text messages on their cell phones and whispering quietly to each other. What about the meeting? How do you even try to compete with all of these distractions, not to mention the […]

Feeling a little inundated by technology? You’re not alone, but if you don’t embrace the new technology in the near future, you may very well find yourself alone.
“There’s a lot of fear thats out there and people are often overwhelmed by all the new technology,” says Corbin Ball, speaker, consultant, and meeting expert. “There are […]

As a pharmaceutical sales professional, your success will likely be determined by the skills, knowledge, and talents that you can offer to help your customers, as well as your company, achieve strategic goals. And in a rapidly changing industry with more representatives than ever competing for a smaller share of customers, the difference between success […]

When today’s pharmaceutical sales professionals get together, two of the most frequent topics of conversation are the industry’s future – and its past. Many of the more seasoned reps fondly recall the good old days of pharmaceutical sales, when physicians gladly threw open their doors for extended conversations with drug reps, and gatekeepers would practically […]