Category Archives: sales training

Selling Value

Selling Value For all of us who are selling value more than price, it is always discouraging to hear: “Look, it’s just too expensive for me …” before you even get started with the conversation.  And we’re often selling products … Continue reading

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Just Do Something!

Has anyone asked you the hard question yet?  In tough times, we are often asked, “What are we doing about it?”  Sales Managers especially will be asked this as soon as revenues start to slip below forecast.  My advice is … Continue reading

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Profiting from Tough Times

Everyone seems to be fascinated by the economy and how to manage a business when all the predictions seem dismal. Depending on your industry this may be a time when you find yourself really scrambling to keep up, or you … Continue reading

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Selling Pencils – Selling Technology

What does selling pencils have to do with selling technology? Quite a lot, if you’d like to double or triple the effectiveness of your sales force! Recently I was leading a sales training session for a life science company and … Continue reading

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What Customers Really Want

In April, I had a chance to preview a recent study conducted by BioInformatics, LLC, a market research firm in Arlington, Virginia. The study was called, “Improving Sales Rep Performance … Life Scientists’ Perspectives”. I was intrigued with the findings … Continue reading

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Life Science Sales: A Call to Action

A recent study of sales force perceptions by GS Discovery has some findings that certainly caught my interest. And I think they will interest more than a few of you in the Life Science Industry. This study may be the … Continue reading

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