Sales Effectiveness
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Are you fooling yourself about your funnel?

Are you fooling yourself about your funnel? | Sales Effectiveness | Scoop.it
CAN YOU REALLY DO BUSINESS TOGETHER?

Prospects might buy tactically - to solve a particularly compelling pain. But they choose vendors strategically - because of a shared vision. If you’re selling solely on the basis of product capability, rather than because your vision aligns with that of your prospect, then your prospect will treat you like any other vendor, rather than as a long-term partner.
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Your #1 Differentiator?

Your #1 Differentiator? | Sales Effectiveness | Scoop.it
   By John Barrows In my trainings I ask reps all the time – “what do you think you’re #1 competitive differentiator is?” I get a lot of different answers but most of them revolve around a specific features or functions, the company history, people, customer service, etc. These are all great things but unfortunately…
eHealth Nordic's insight:

Bottom line: Communicate your results generated for other customers.

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10 Questions to close the deal

10 Questions to close the deal | Sales Effectiveness | Scoop.it
In some sales organisations, a vast range of resources are used up writing offers, yet the conversion rate from offer to order is so low that the company can be called a “offer-producing company.”
eHealth Nordic's insight:

Short and sweet...

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Global data insights

PwC’s Global entertainment and media outlook: what global shifts in consumer& advertising spending are forecast in the next 5 years? Find out here.
eHealth Nordic's insight:

Any distinction between ‘digital’ and ‘non-digital’ is irrelevant for consumers. They have taken on board the proliferation of content and access options enabled by digital - flexibility and freedom -

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Building marketing and sales capabilities to beat the market | McKinsey & Company

Building marketing and sales capabilities to beat the market | McKinsey & Company | Sales Effectiveness | Scoop.it
Many senior executives still argue that the return on investment (ROI) from marketing and sales is just too difficult to assess, especially when compared with revenue-generating line businesses. So, instead of taking a systematic and deliberate approach to investing in their institutional marketing and sales capabilities, many companies choose to focus on tactical efforts that provide quick, visible results. That’s a mistake.
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Sales Performance Continues to Decline Even as the Economy Rebounds and What Strategic CEOs Do to Stay Ahead of the Competition | LinkedIn

Sales Performance Continues to Decline Even as the Economy Rebounds and What Strategic CEOs Do to Stay Ahead of the Competition | LinkedIn | Sales Effectiveness | Scoop.it
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The Salesperson As "Orchestrator" Or "Resource Manager"

The Salesperson As "Orchestrator" Or "Resource Manager" | Sales Effectiveness | Scoop.it
The role of the sales person is changing–we all know that. The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer
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Are You Doing The Work? | Partners in EXCELLENCE Blog -- Making A Difference

Are You Doing The Work? | Partners in EXCELLENCE Blog -- Making A Difference | Sales Effectiveness | Scoop.it
We're all busy.  Look at anyone's calendar, they are filled with meetings.  We fill our time with activities---email, tweeting, research, CRM, more me
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Customer journey transformation: The idea, the impact, and how to s...

Why do companies need to manage the entire customer experience? New analysis reveals that the entire customer journey - the series of interactions with a brand
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NPS is a Thermometer, but You May Need a Customer Relationship MRI | Service 360 Partners

NPS is a Thermometer, but You May Need a Customer Relationship MRI | Service 360 Partners | Sales Effectiveness | Scoop.it
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CRM market growth continues, enters new phase

CRM market growth continues, enters new phase | Sales Effectiveness | Scoop.it
Investment in Customer Relationship Management (CRM) solutions continues apace and, despite the market already well and truly mature, some enterprises...
eHealth Nordic's insight:

In its latest evaluation of CRM solutions, Ovum says organisations that have made “great strides in creating a seamless customer experience” are now looking further ahead to what it refers to as the “customer-adaptive enterprise (CAE).”

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Edetails soar as pharmas slash sales forces

Edetails soar as pharmas slash sales forces | Sales Effectiveness | Scoop.it
Pharmas spent 40 more on nonpersonal promotion to healthcare professionals globally last year while continuing to shed sales reps, a Cegedim survey shows.
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Common nonverbal mistakes made during a job interview

Common nonverbal mistakes made during a job interview | Sales Effectiveness | Scoop.it
eHealth Nordic's insight:

Most likely the same things that are important when making a sales pitch.

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THE 7 HABITS OF HIGHLY EFFECTIVE PEOPLE BY STEPHEN COVEY - ANIMATED BOOK REVIEW

The 7 Habits of Highly Effective People by Stephen Covey (summary, review). The 7 Habits of Highly Effective People is one of the most influential books in s...
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Has the era of the super successful pharma sales rep really come to an end?

Has the era of the super successful pharma sales rep really come to an end? | Sales Effectiveness | Scoop.it
We spoke with James Crowley, author of the Accenture report “The Rebirth of the Pharmaceutical Sales Force,” to gain insights into why some pharma sales reps are actually doing better than ever.
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7 Secret Rules for Powerful Sales Emails

7 Secret Rules for Powerful Sales Emails | Sales Effectiveness | Scoop.it
How to get a better response rate and better sales opportunities from your email-based selling and marketing. By George James Now that the combination of voice mail and call screening has made cold...
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4 Things Every CFO Needs to Know About Sales

4 Things Every CFO Needs to Know About Sales | Sales Effectiveness | Scoop.it
In any organization, influence is bestowed as well as earned. It requires relevant expertise, but also being recognized by others as adding value through one’s activities with colleagues. CFOs are no exception to the rule.Changes in companies are creating the conditions for increased CFO influence. For example, the number of executives in the C-suite of U.S. firms has doubled since the 1980s, largely driven by more people responsible for specific functions (CIO, CMO, etc.), rather than general m
eHealth Nordic's insight:
CFOs who do know the pulse of sales are more able to be strategic partners and help craft actionable responses.

 

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What Is Inside Sales? The Definition Of Inside Sales

Note: I have been asked dozens of times to update the top article on my blog, www.KenKrogue.com, the ranking blog in the world on the industry of inside sales. This is the article that firmly set in place the definition of what is now the fastest growing industry [...]
eHealth Nordic's insight:

"Research shows that four years ago, outside sales reps spent 41 percent of their day selling remotely. Two years ago it rose to 46 percent. It is now crossing 50 percent." 

http://www.forbes.com/sites/kenkrogue/2013/02/26/what-is-inside-sales-the-definition-of-inside-sales/

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Doctors Prefer Digital Media to In-Person Sales Reps

By Mia Burns (mia.burns@ubm.com) A new joint study from Capgemini Consulting and Quantia indicates that pharmaceutical companies’ shrinking access to physicians through traditional sales representatives is putting their in-office engagement...
eHealth Nordic's insight:

Let´s show you how our tool iPrezentr can support this transition: “Increasing usage of a digital communication strategy can help pharmaceutical representatives increase engagement with the physicians they want to reach. While the more traditional face-to-face, in-office visits might decrease, the role of these representatives is projected to be as important as ever. Moving forward, they will need them to be the directors of multiple information sources, customizing their outreach so it is more personalized and physician-centric.”

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Adaptive path's guide to experience mapping

Customers don't care about these efforts. they care about meeting their needs across touchpoints and across the competitive landscape. When done well, an exper
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MediaPost Publications Five Ways To Improve Marketing And Sales Effectiveness 08/13/2013

MediaPost Publications Five Ways To Improve Marketing And Sales Effectiveness 08/13/2013 | Sales Effectiveness | Scoop.it
Five Ways To Improve Marketing And Sales Effectiveness - 08/13/2013
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Leveraging Technology for Better Sales - Think customers: The 1to1 Blog

Leveraging Technology for Better Sales - Think customers: The 1to1 Blog | Sales Effectiveness | Scoop.it
eHealth Nordic's insight:

An effective salesforce is compulsory for business success. Savvy organizations are investing heavily in their sales team to make sure that they close as many deals as possible.

Forward-thinking business leaders are constantly looking at new technologies that will help their sales teams do a better job. Many organizations, for example, are leveraging mobile technologies and social media to improve their sales effectiveness and improve the company's bottom line.

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