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Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Over the past three decades, I’ve had the privilege of working with over a hundred sales organizations in life sciences and medical devices. One truth has become clear: medical sales is getting tougher. Access is harder, buying committees are larger, and the stakes are higher. And selling strategies for medical sales aren’t keeping up. What […]

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Avoiding the Most Common Sales Mistakes: Making Assumptions

One of the sneakiest threats I see in sales isn’t lack of effort, weak messaging, or even competitor pressure. The most common sales mistakes begin with making assumptions. And ironically, the more experience a sales rep has, the more likely they are to assume. I’ve been guilty of it too. But assumptions are silent killers […]

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Start with the End in Mind: Aligning Learning to Sales Strategy

In the life sciences industry, commercial learning and development teams face relentless pressure to demonstrate that sales training programs are more than check-the-box or “feel-good” events—they must show measurable business impact. Yet a stark reality remains: sales organizations invest millions annually in training, and these efforts too often fail to deliver the results the business […]

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Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

Why Sales Deals Stall: The Hidden Assumptions That Derail Pipeline In an episode of The Sales Hunter Podcast, I had the pleasure of joining Mark Hunter to explore one of the most persistent threats to sales success: sales assumptions in complex B2B sales that quietly kill deals. In complex B2B sales, sales assumptions are untested […]

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How to Identify Key Influencers in Complex B2B Sales

In sales, we often hear about the importance of identifying and working with influencers—those individuals who play a pivotal role in shaping a customer’s decision. But a critical truth is often overlooked: not all influencers are created equal, and more importantly, no two individuals can have exactly the same level of influence over a decision. […]

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How to Help Salespeople Create A Sense of Urgency in Sales

The Real Job of the Salesperson Is Not Creating Urgency — It’s Revealing It A critical factor underlying any buying process is the customer’s sense of urgency. Most salespeople will have a sense of whether or not a customer wants to act now. If the sense of urgency in sales, what’s primarily driving and motivating […]

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Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Avoiding the Most Common Sales Mistakes: Making Assumptions

Start with the End in Mind: Aligning Learning to Sales Strategy

Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

How to Identify Key Influencers in Complex B2B Sales

How to Help Salespeople Create A Sense of Urgency in Sales

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