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The annual planning process is the time of year when pharmaceutical sales executives are asked to justify the cost of their sales force. In light of lost revenue with products going off patent, changes in formulary coverage, and evolving decision makers, sales executives are tasked with difficult d Read More

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_ Top Ten Attributes of a Guerrilla Social Media Marketer
_ Guerrilla Social Media Tool # 101 – http://www.backtweets.com (not taking new applications?)
_ Guerrilla Social Media #102 – http://www.twello.com – indexes twitter accounts
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Guerrilla Social Media Marketing – Part 2: In this segment Shane Gibson talks a little bit more about his own use of Social media, spurred on by web expert Stephen Jagger and business expert Mike Dejardins. Shane also share’s how social media can help and hinder branding as discovered by Build Dire Read More

While the tools and resources for sales teams continue to improve, results are not keeping pace. There needs to be a greater focus on coaching with the tools, rather than just using the tools. Read More

I always thought of 'why' as core question in sales, now someone is telling me that you can't use it, it is too aggressive. Why? Or is this just another softening of sales? Read More

Sales people often have difficulty answering this question, which should not be the case for such an important element of their success. On the other hand, there should be a bit more clarity by what is meant by "average Sales Cycle". Read More

With changing and evolving markets and buyers, it is up to the seller to change and advance his game. Sales people need to add and change their technique or risk being outdated, even when their product is not. Read More

Selling is a lot like driving, you have to maintain flow while dealing with a host of expected and unexpected element. How you deal with these will determine of you arrive safely at your destination, a satisfied customer. Read More

In sales, as in all things worth doing, finishing and follow through are key. Once you execute, you need to review, assess and make adjustments so you can continue to evolve with market and continue to be successful. Read More

First impressions go a long way, especially when engaging with new prospects. IntroMojo is a new tool that gives you a complete view of the prospect making for a better first and lasting impression. Read More