Dec 15, 2010

I recently had the honor of being asked to write a few guest posts for Pharmaphorum.  This is a wonderful little online community that has brought together marketers, scientists, salespeople, and consultants to discuss some of the pressing issues in the pharmaceutical industry.  What is great about it (besides that they publish some of my stuff) is that it...

Would it not be great if there were signs your employees wore on their heads that helped identify what they would be great at?  You can walk through your cubicle farm and see who would be best at managing, sales, customer relations, negotiation, etc.  It would make some of the problems a company experiences disappear and others minimal at their worst. Well...

Every business has a process. Many times the process operates silently behind the scenes – keeping operations humming – and unbeknownst to the customer. The only times an individual becomes aware of the process is when it breaks down. This comes typically when a customer’s request/complaint/suggestion does not fit into the business process. Sales has a...

It is amazing what the power of social media can do. Someone in my LinkedIn network had an update about another software platform called SocialGrow. They used a video from Xtranormal, which has pre-cut computer animated scenes. All you have to do is type in a script, place some camera angles, and… you have a movie! It is even easier than iMovie. Here is...

Great sales start with even greater detailed meticulous planning.  All the homework, research, and effort you put into your pre-call sales plan will lead to great conversations and even larger sales.  The proof of this is in your own experiences and in the habits of the highly successful salespeople in your company. Putting in the effort to plan for your sales...

When it comes to sales questions are amazing wonderful tools.  Sadly when it comes to all the practicing, pre-call planning, and preparation that sales professionals do it seems that questions fall by the wayside.  Which is too bad because questions make for great conversations and help the participants of the sales call find winning solutions. Great questions...