Successful companies take a systematic approach to develop a consistent sales process. A robust sales process can help drive revenue growth by increasing the amount of time reps focus on high impact activities that drive a sales opportunity through the sales process....
According to a study published in Harvard Business Review, only 3% of new products achieve their revenue targets. There are lots of reasons new products don’t make it. The product design could be poor, the marketing campaign could be weak, the timing could be off, or...
It’s a brutal fact that many sales organizations invest into training each year and yet very little of the training leads to better business outcomes. It is almost a guarantee that no training initiative will achieve 100% impact. The cause of this variability has more...
Sales people have been told, for decades, that selling is about uncovering and developing needs. In our research, 80% of sales people believe the purpose of every sales meeting is to understand the customer’s needs, and then to link their solutions to these...
It’s fair to say that medical device sales forces have encountered more changes in the last five years than they did during the previous 30 years. Manufacturers are facing pricing pressures and the need to cut sales costs to improve margins are increasing every day....
Think of your checking account. You make deposits to build up its value so that when you need it, you can make withdrawals. The goal of having a bank account is to have enough in reserve to cover all of your costs. In this webinar, we extend the same metaphor called...