New Directions for Medical Device Sales Reps: Carpets vs. Clinics (Part 1)
April 3, 2018
Sarah can’t close enough deals to meet her goals. A medical device salesperson with a history of exceeding her quota, she has plenty of… Read more
Just in Case vs. Just-in-Time Online Sales Training
March 22, 2018
Online sales training based on calendars and catalogs is designed to get reps skills that may or may not be relevant to their most… Read more
“Why Evolve?”: Researching the Best Upselling Techniques
March 15, 2018
If our recent research reveals one big truth about marketing or sales, it’s that your messaging and skills training can’t be monolithic, a one-size-fits-all… Read more
Taking Virtual Sales Training Beyond eLearning
February 20, 2018
If you accept that the traditional in-person classroom is the gold standard of sales skills training, then it follows that virtual training will only… Read more
Can Virtual Sales Training be Better Than Traditional Classroom Training?
February 9, 2018
In-classroom training limitations are only exacerbated in a virtual classroom. Is there a better way? Everyone assumes that virtual sales training is a pale… Read more
How to Increase Sales: Record Yourself to Record Performance
January 31, 2018
You may not be a golfer, but you know an awkward swing when you see one. You’ve probably never acted in a movie, but… Read more
The Missing 33 Percent
January 21, 2018
In a recent TED talk, Susan Colantuono, CEO of Leading Women, proposed a striking theory that, according to her, partially explains the “gender gap” in high-level management positions in the corporate world.
Why Virtual Training Needs a Rethink
January 16, 2018
Training connoisseurs are pretty consistent when listing the pros and cons of virtual classroom training and onsite learning options. Here’s a simplified version of… Read more
Answering the “Why Now” Question
December 12, 2017
A sales rep at a medical equipment company recently told me he lost a deal for an MRI machine, not to another MRI competitor,… Read more
Sales Strategy: What’s Most Effective? A Great Message!
November 24, 2017
When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? Consider the following… Read more
