Category Archives: sales

Sales + HR Management Accelerate Results

If you’re trying to challenge your company to achieve greater business results, then you need all the help you can get.  For example, you may be trying to open a new market, introduce a new technology, turn around a struggling … 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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The Power of A Report

A great question to ask a sales managers is “What do you ask your people to report to you?”   The answer reveals a great deal about what is important in that organization and how it is being communicated from top … 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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