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Every industry and persona is different, but understanding how to sell to doctors takes particular nuance. When your target market - doctors, nurse practitioners, and PAs - put patient care first, success hinges on blending medical expertise with current digital realities: Like telehealth use in over 40% of visits and AI being adopted by healthcare orgs at 2.2x the rate of the rest of the economy. This guide, drawn from interviews with a primary care physician (who sees at least five reps a week!), a pharma specialist, an orthopedic device pro, and an animal health sales rep, distills timeless…
Wolf Cola, a regional beverage company, has been performing consistent and fair sales territory alignment for years - a lead comes in, that lead goes to Rep A. The next time a lead comes in, it is given to Rep B. The next lead goes to Rep C, and so on and so forth in a round-robin leads distribution process, safely logged in the related spreadsheet. Frank’s Fluids, a rival beverage company, also feel that they have a good handle on sales territory planning - they have four sales reps, each covering one of the four quadrants of the…
The world of sales, with its constant striving to reach quotas, always on call to management, and countless other demands, is a high-stress job. A certain amount of stress is good, it can keep you on your toes. But you need to learn how to combat stress and use it to your advantage. Enter mindfulness meditation. Meditation to a lot of people may seem like fluff or some new age nonsense. Or maybe you have tried it but it hasn't worked out for you. I’m here to tell you that meditation can work for everyone, and can do wonders for…
You may be thinking that putting together a sales tech stack is all about finding and selecting the best sales tools and implementing them across your sales team. While that’s certainly important, the real challenge lies in maintaining and keeping your stack up to date - something many sales teams struggle with. Technology as we know is developing at breakneck speed and with new tools constantly coming on stream, as well as older ones continuously being updated, staying on top of these changes is essential if you are to stay competitive. I’ve taken a deep dive into the most popular…
Imagine this: you’re juggling multiple meetings across your territory. Every week, you waste hours stuck in traffic, rerouting, burning through your fuel budget, and doing clerical work on the fly - all because your routing system is inefficient. Sounds familiar? If so, you’re not alone. Now imagine a tool that, if used correctly, cuts your driving time by 20%, giving you back 8 hours each week - and can boost your revenue by 20%. That’s the power of route optimization. From field sales to delivery services, route optimization is essential for industries that rely on efficient travel. Whether you’re trying…
