Growing Sales in the New Pharma Era
Growing Sales in the New Pharma Era. Business Acumen is Critical Success Factor. The Pharmaceutical Industry has undergone enormous change. The number of sales reps has declined significantly over the...
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Business Acumen – Fuelling Pharmaceutical Sales Growth
Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. With fewer sales reps and resources...
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5 Ways to Win at Business Acumen
The Oxford English Dictionary defines acumen as “the ability to make good judgments and quick decisions.” Our definition of Pharmaceutical Business Acumen is ability to make critical business decisions...
View ArticleBusiness Acumen: A General Understanding of Business Principles
By S. Anthony Iannarino Business acumen doesn’t follow closing, differentiation, or prospecting, even though it is fourth on the list. Although there are salespeople who may be able to close and obtain...
View ArticleEffective Sales Coaching Practices – Part 1
Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales. Last month, at a round table discussion at the Sales Excellence Canada...
View ArticleEffective Sales Coaching Practices – Part 2
What do the best sales coaches do? In this article we want to further explore what effective sales coaching looks like. As I previously discussed in Part 1 of Effective Sales Coaching Practices, the...
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Sales Management Tip – Customise your Coaching
Tip #8: Customise Your Coaching Welcome back to Sales Management TV. Today I want to talk to you about a very important aspect of coaching. The tip of the week is “Customise Your Coaching” Coaching is...
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How to Become a Sales Superstar
I wanted to share a post by Kendra Lee, President of the KLA Group who just wrote a very interesting sales book titled The Sales Magnet: How to Get More Customers Without Cold Calling...
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Top Sales & Marketing Influencers 2014
Top Sales & Marketing Influencers For the second year running, I was honoured to have made the list of The Top Sales & Marketing Influencers. I am humbled to be in such great company. I have...
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