Category Archives: Business Acumen

Medical devices – the changing market and implications for sales

The medical device market is changing – from the traditional physician preference model to the increased importance of economic influence and the role of profitability. In addition, the medical device market is no longer homogeneous, leaving opportunity for companies to resegment the market place – and re-focus how they train their sales force. Continue reading

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Building a world-class sales team? – podcast

Why is world-class sales performance important in the first place? Well, in today’s competitive marketplace everyone is looking for a competitive advantage that will sustain over time. And, because of a number of converging factors, like global competition and improved manufacturing technologies, it is becoming increasingly difficult to maintain a sustainable competitive advantage by traditional means. Companies must consider this idea when crafting today’s sales training programs.

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Moving from good to great sales presentations

When selling, a great formal sales presentation that fails to win the business isn’t good enough. How can we do a better job in crafting a winning presentation? Incorporating these five techniques are a good starting point… Continue reading

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Quantifying your value proposition – making the business case

Success sales requires sales reps make the business case for a customer to purchase a product or service. This starts with understanding the customer’s business – and your value proposition. Continue reading

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Fine-tune consultative selling by starting with what you know

Consultative selling means doesn’t translate simply into asking customers questions. Today’s customers expect sales reps to know about their industry and their business issues – certainly in broad strokes. This means that developing business acumen is more important today than ever. Continue reading

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Selling economic value – some drill down questions

Customers don’t buy, they invest – and they invest where they get the maximum economic value. This blog post discusses how customers determine economic value. Continue reading

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Is it a good idea to use a sales simulation?

Sales simulations are a very effective sales training tool companies for building a superior sales team. With sales simulations, companies can align sales training with business goals, reduce the length of time it takes for sales people to master the knowledge and skills – and minimize time out of the field by incorporating multiple skill sets into the sales simulation.

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