Field Sales
What’s at the Core of Effective Sales Training
All sales training looks alike. Right? On the surface, there are a lot of apples next to apples — similar steps, similar scenario-based practice, similar evaluation. But under the hood, there are some key differences. In most sales training, two huge components are missing. When these are overlooked or unaddressed, companies like yours spend all…
Read More3 Components of a Great Pharmaceutical Sales Training Program
The days of walking into a physician’s office, getting a meeting, and selling a product (as an easy wham-bam) are long gone. Due to regulatory shifts, the days of golf outings, wining and dining, and other sales nurturing efforts are also gone. There has been a monumental shift in what it takes to sell pharmaceuticals.…
Read MoreVirtual Sales Training vs. In-Person Sales Training
Life in the glowing box: it’s our new normal. We’ve grown accustomed to remote work, virtual team building, and digital-first culture. Most sales organization leaders have accepted the fact that some training will be virtual. But should it all be? Now is a good time for leaders to step back and consider: Does virtual sales…
Read MoreThe Best Way to Establish a Relationship with a Prospect
There are 5 things I have learned in 25 years of prospecting. (I know, that’s only one thing every five years), but hear me out… I’ve learned more, but these five seem not as obvious as others, like “know your customers,” which I did not when I made my first prospecting call in September 1993. …
Read MoreThe Secret of the One Percenters
Have you ever witnessed greatness? I’ve been fortunate enough to be able to personally watch some of the greatest athletes of all time. I’ve experienced the unrivaled performance of Michael Jordan, Nolan Ryan, Dale Earnhardt Sr., Peyton Manning, Tiger Woods, and even Trevor Brazile (every blog needs a rodeo reference). I can testify to some of the…
Read MoreA Surprising Tip for the Toughest Presentations
Think about your most difficult presentation, your toughest audience, or the time where you had little to no shot at changing the minds of the decision-making team. Despite the odds, you showed up anyway. Got it? You remember the day? I promise you it doesn’t come close to the audience Erin Gruwell faced in the early…
Read MoreThe Problem with Sales Techniques
The #1 Technique to Becoming a More Effective Seller: Don’t Focus on Techniques As I read all the advice and articles posted about the secret, magical words to say to a sales prospect that will always make them say yes and become a customer, I hope that everyone is reading the fine print: These ‘techniques’…
Read MoreThe One Thing Missing from Every Sales Process
Every sales process is missing one step. When I’m passionately trying to make a point, I’ve been known to overstate reality to boost my argument. I use words like “millions” or “never” or “always,” especially with my wife, to win the argument or sell an idea. This isn’t one of those times. I have reviewed…
Read More2 Reasons Traditional Objection Handling Isn’t Effective (& How to do it Right)
So, you had a productive call/meeting with a potential client when suddenly they show some hesitation. “I’m not really sure about …,” they say. In response, you give some stats from marketing and share a success story, and you both agree to reconnect. But you never do. The reason why: you didn’t overcome their objection.…
Read MoreHow to Impact & Improve Sales Rep Performance
I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance? There may be higher callings in life, but this is the path I’ve chosen, and after 25 plus years, I believe I’ve discovered the most important ingredient to not only catapult a rep’s performance,…
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