Posts Tagged ‘Selling’
How Avagard Dented the Medical Device Rep World
On October 2, 2001, the selling world of the medical device took a dent. 3M Company received FDA approval of Avagard® and surgeons stopped scrubbing their hands at sinks outside of Operating Rooms. At the time, I was a medical device rep selling Intraocular Lens Implants (IOLs) and the action was at the scrub sink.…
Read MoreSuperhero Sales Rep – 5 ways you are saving the business world one deal at a time!
Superhero status is what everyone strives for, right? How do you reach the rank of superhero sales rep when day-after-day you read about the demise of the profession? Many sales reps assume the role of superhero, their companies depend on them to save the business world and they do it in the humble anonymity of…
Read More6 Critical Reasons Sales Reps Must Understand Market Segmentation
If you want to succeed as a sales representative today, understanding market segmentation is critical. Well-run Sales and Marketing teams now work closely together, and their ability to collaborate creates new opportunities. Proper market segmentation work is foundational to good corporate and territory-level planning. Understand Your Market and How it Works Think of your market…
Read More3 Reasons the Price Discounts You Agree to are Killing Your Business
How is offering the price discount your customer is asking for killing your business? This article is about three important ways the discounts you’re offering are affecting your company! Your value is not consistent with the price No way, you say? Yes, it’s true. If your customer is asking you for a price reduction, their…
Read MoreSelf Assessment for Crushing Your 2016 Sales Goals the Rest of the Year!
You Can Still Crush Your 2016 Sales Goals! No Matter Where You Are With Your 2016 Sales Goals, Ask Yourself the Questions Below to Crush Them for the Remainder of the Year. Finishing your year strong or getting sales goals back on track both begin with an honest self assessment. Gather in one place, all…
Read More5 Steps to Help a Sales Rep be an Effective Executive Within an Enterprise
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Read MoreThe Duality of Sales Reps
[headline style=”1″ align=”center” headline_tag=”h1″] Sales Reps Must Think Like Innovators to Sell to Innovators [/headline] The first edition of “The Diffusion of Innovation” by Everett Graham was published in 1962. Graham’s seminal work supplied structure to academic thinking about how innovation spreads. Most Sales Reps are familiar with this concept. The fifth edition of his book…
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