Eight key characteristics of a high growth sales organization

Summary: There are tremendous pressures on the modern sales organization. Customers are becoming more powerful, more discerning and more demanding, and growth is an enduring theme in all vendor organizations big and small. The last ten years has witnessed more organizational and structural change in sales organizations than in the previous forty. Marketing is creeping…

The value of the Medical Sales rep:- What are our relationships worth?

http://www.linkedin.com/e/t8pn2j-ge4dn5nl-2d/vaq/28316716/61852/22861265/view_disc/ Read here What Terri Kern asks about the perceived value of  Sales Representatives in the Pharma industry …..and my comments below Hi There was a report that a large pharma company moved all their sales of a major gastro intestinal brand to call centre based marketing Pretty bold move and apparently it worked Makes…

Closing a Sale in 30 Seconds

In the book, You’re Working Too Hard to Make the Sale!, researchers William Brooks and Thomas Travisano examine how a buyer’s emotional triggers influence the sales outcome from the first meeting. After interviewing hundreds of decision-makers, buyers and end-users, they conclude that customers want to buy from people they believe understand them. Features and benefits…