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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We Work For You

By Warren Shiver

What’s in a name? If it’s a B2B sales enablement and resource website, then it truly says it all, and well. We recently met with AutoTrader.com and spent some time discussing their sales transformation and evolution from supporting auto dealers with advertising solutions, to becoming dealer consultants with a 360 degree perspective on all aspects of running a best in class retail automotive dealership.

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Selling in Our Culture of Fact Subjectivity

By Hope Eyre

I was sitting in a bar drinking martinis with my friend, Amy, on a recent Saturday night.

We were talking politics, and I mentioned the premise of my last blog post – that the confluence of affordable personal technology with a cacophony of media outlets has allowed our culture to create something new: personalized facts.

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