Search Results for: buying process

Sales process – it must mirror the customer’s buying process

Introduce a well thought out sales process because it can contribute to replicating success and scaling the business. But, beware of overdone rigor and excessive compliance. The latter will tend to eliminate innovation and discourage the positive deviants among you from exploring the ideas that will define what success looks like tomorrow. Continue reading

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Best practices for improving sales process

Improve your sales process. It is whatever your salespeople are doing on a given day to improve their navigation of the customer’s buying process. So it makes good sense to gain control. If not you will end up with everyone doing their own thing and having a fair number of sales reps being less effective than they could be if you pursued a systematic approach to improving the sales process. Continue reading

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Getting sales process right

2 pitfalls to avoid when instituting a sales process Continue reading

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New sales strategy process being implemented – caution ahead!

Successfully launching a new sales strategy a process requires three things: First, success requires planning, communication, and leadership from the executive team. Second, the leadership team needs to craft a strategic planning process that fits the culture, experience level, and history of the sales team, as well as, the type of sale. Then an appropriate sales training program needs to be selected and implemented to help the sales team adopt the process and learn the skills needed to implement it. Continue reading

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Medical device sales – the sales process is changing

The medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regularly involvement. Given this picture, what are the implications for medical device sales people? Continue reading

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Goldilocks and the sales process

Goldilocks and the Three Bears was penned by British author and poet Robert Southey. When first published in 1837 the lesson of the cautionary tale was one of respecting the property of others and the consequences of “just trying things out” that don’t belong to you.

Today the tale’s moral has been reframed to illustrate the lesson – you have to keep trying until you find what is “just right.” This modern interpretation provides a lesson about the use and misuse of sales process.

Whether talking about porridge temperature, chair size, bed softness, or the amount of structure for a sales process, “just right” seems to be somewhere in the middle.

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Implementing a new sales process – moving from compliance to adoption

Companies often launch a new sales process only to fall flat. Why? In addition to age-old barriers like resistance to change, structural barriers (like lack of support), and how the sales process is “sold” to the sales force can minimize adoption. This blog post introduces 5 tips for selectnng the “right sales process” initially – increasing a company’s chance for adoption. Continue reading

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How to accelerate your sales by avoiding empty sales touches

Sellers and buyers alike want to accelerate the sales and buying processes. This book – Amp Up Your Sales – will help salespeople achieve success. Continue reading

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Sales reps – to win a sale, you first have to be considered!

Sales reps cannot win a sale if they don’t understand the buying process, don’t make the initial cut-off and once there – don’t understand the trade-offs customers will make and the rationale for those trade-offs. Continue reading

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Boost sales by understanding healthcare economics

ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria.
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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Uncategorized | Tagged , , , , , , ,

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