Sales Blog

After healthcare, pharmaceutical sales is the biggest medical sales industry in the world.  Global pharmaceutical sales have grown year on year and there doesn’t seem to be much let-up forecasted. So the opportunities in this sector seem to be promising and abundant, especially if you have a background in sales. But before you jump in and start applying for jobs, you should understand the ins and outs of the industry.  Pharmaceutical sales can be complex, so it’s important to be well-versed in what the day-to-day of the job looks like. So I’ve put together a detailed playbook that will show…

The year is not 2008. You’re not going to gain an edge over your competitors by downloading the latest and best sales software to your phone and expect instant results. Your competitors will be doing the exact same thing. So how can sales software really give you that edge that will make you outperform them? The key is finding the best sales software for you. You might not need the best-ranked sales tool on G2, the one you need is the one that fits your use case and optimizes the processes you are lagging behind in.  I’ve done a…

While it’s crucial that all B2B entities understand the importance of customer retention, not every one of them does.  I remember seeing a recent office exchange between a newly graduated salesperson and his veteran sales manager. The sales manager, let’s say his name was Michael, had asked the new salesperson, let’s say his name was Ryan, to share if business school had taught him any useful sales tips.  Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer?  Michael: Uh… it’s equal.  Ryan: It is TEN TIMES more expensive to sign a new customer.  Michael:…

“The secret to real sales success is building strong, respected, relationships that earn you the right to ask for referrals. But less than 5 percent of organizations have a disciplined, measurable, and reliable referral system.” - Joanne Black, Referral Selling Authority & Author  Say it louder for the people in the back - real sales success comes from a reliable referral system. You may feel that you are doing just fine without a sales referral program, but let’s take a look at some statistics around non-referral vs referral sales methods:  Only 2% of cold calls result in an appointment. That’s a…