Highlights from the Changing Role of Sales, Compliments of Big Pharma

By Warren Shiver

A great article in the WSJ (“Drug Firms Divert Pitch to Hospitals”) outlines how pharmaceutical sales reps are increasingly calling on hospital administrators as opposed to Doctors. The following graphic nicely summarizes this trend:

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How Do We Improve Our Go-to-Market Model And Strategy?

By Michael Perla

The title of this blog is a question I often hear from clients … and unfortunately, the answer is usually an “it depends.” The next reasonable question to ask is, “What does it depend on?”

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6 Shifts Sales Organizations Need To Lift Performance

By Symmetrics Group

Is your sales organization struggling? Here are 6 changes you can make to lift performance.

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Internal Sales Campaign

By Warren Shiver

As part of researching effective sales transformations, Michael Perla and I have had the privilege of speaking with more than 30 sales leaders in the past 6 months to learn about their experiences leading change within their organizations. One of the interesting threads that we’ve consistently heard is the importance of leading change and how to communicate and lead an organization and functional area that can be highly resistant to change: sales.

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What Can We Learn from the Detritus of a Deal?

By Michael Perla

 

An IDC survey this year found that only 55% of large B2B organizations have a formal win-loss analysis program in place.

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The Air We Breathe

By Michael Perla

When you talk to Senior Leaders at most middle-to-large sized companies, a key word often creeps into the discussion. I’ve heard the word for years, but it feels like I’m hearing it more lately. It can be a bit nebulous at times, but it often engenders some philosophical deliberation and deep thought. That word … Culture.

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First Job…Sales?

By Warren Shiver

There’s a great article in the New York Times today where the author, Bryan Burkhart, reflects on his first job out of college and pulls together a “not-to-do” list for recent college graduates. It demonstrates the maturity and ability to reflect that only experience and middle age can bring. One of my favorite parts is where he recounts the comparative success of one of his peers who, “was driven to acquire customers for Trilogy, understanding that revenue was the lifeblood of a fast-growing start-up. At the time, I could not have been less impressed with that role”.

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How to Support Your Sales Process with CRM

By Warren Shiver

Want to know what’s ailing your sales process? Look no further than how your reps are using CRM.

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Are you willing to be bad?

By Michael Perla

 I was conducting some sales training this past week and I said something at the end of the two-day session that gave me pause. It sounded like it came from a Fortune Cookie or maybe some sort of self-help bumper sticker.

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What’s Keeping You Up at Night?

By Warren Shiver

I recently worked with a client to conduct a foundational presentation skills workshop and when I polled the group about some of their favorite questions to ask in a discovery meeting with a prospect, one person offered up the classic, “what keeps you up at night?” This was a relatively junior group, so I wasn’t too surprised, but it was useful to revisit some of the basic keys to an effective discovery meeting:

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