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The digital age has provided us with thousands of tools, one being sales enablement, to help us determine how our sales and marketing teams are performing, what content is converting and how people are responding to our message. But, tools can only tell us the raw facts and data. Read More

One of the most important aspects of a sales representative’s job is lead qualification, and the primary way this is done is by asking questions. However, while a simple question might give you a lot of information, is it giving you the right information? Read More

All successful organizations know that to enable sales and marketing they need to speak to each in order to have a comprehensive understanding of the sales landscape. One cannot survive without the other. But, we still see disconnects between sales and marketing teams every day. Read More

For most sales organizations, when a sales representative gets in front of a potential customer, that is when they know they can close the deal X% of the time. Content marketing, like Slideshares, blog posts, articles, sales packets, videos, etc., can be viewed by the sales team as simply support m Read More

Count yourself lucky if you are a marketer or sales professional that is tasked with marketing and selling in the pharmaceutical marketplace. These professionals face extremely tough and unique challenges that many markets do not face. Some of these challenges include: Read More

Think about this. Twitter did not exist 8 years ago. No one was on Facebook 10 years ago, and the iPad is only 4! The connected world has changed dramatically, and so too has the role of the salesperson.

In the last 5 years B2B salespeople, sales managers and company executives have seen the ro Read More

One of the big struggles for sales organizations today is that the sales cycle continues to get longer because of the growing amount of options available to consumers. We’re overwhelmed with how many different companies are offering the same products. And if the sales cycle continues to lengthen, t Read More

We all know that people do business with people, not with businesses. And that is why it is so important for companies to place an importance on vetting their sales representatives before you hire them. Your sales team is only as good as how they are able to adapt and resonate with a customer. Whil Read More

There is a lot of discussion in pharma today about increasingly competitive market dynamics, changing economy, increased regulation, and a host of other challenges. The result of all this discussion? Lots of new sales approaches, marketing strategies, increased investment in interactive content, a Read More

In 2014 MGA’s and their parent insurance and financial companies face 5 customer engagement challenges to create a competitive advantage in a highly competitive market. Read More