At SPI Health, we’ve worked with many of the world’s leading pharmaceutical, medical device, and medtech companies, to optimize their sales performance. In our experience, we find that one of the challenges that many companies face is accessing decision makers. Shift in Life Sciences Sales Increasingly, physicians are becoming employees of healthcare systems. Thus, they […]
In this brief video Phil McCrory, founder and president of McCrory & Company, an SPI gold certified partner, describes a past experience in which fear of change stopped him from a purchase and he explains how that same fear of change can possibly scare away your prospects.
This tool is designed to help sellers identify and plan the optimum audiences, transmission methods, content themes, frequency and cadence for messages that stimulate curiosity and begin conversations with likely buyers.
If you missed part one, make sure to read it here! In our first post about call preparation, we discussed the two types of calls: calling for research and calling to get an appointment or lead. We explored the calls for research more in depth so now it’s time to dig deeper into the 2nd […]
SPI’s “Rock Star” Business Development Associate, Alyssa Fein, shares some secrets of her success. When it comes to cold and/or warm calling, most people hate it. However, it can help open up opportunities for your sales team. We would like to share some valuable advice for calling, which will also hopefully help to start a […]
“How is social selling any different than plain old selling? We don’t break up selling into little groups; we don’t call it phone selling or email selling, so why are we trying to put social selling in its own box? SELLING IS SELLING!” “It’s a numbers game”, if you are a seller you are quite familiar with this phrase when it comes to prospecting. The idea of casting a wide net in the hopes that you catch a few “fish” has been the mainstay for sellers around the globe for a long time. Advancements in social media have made this process challenging…
What is a prospect? For most salespeople, a prospect is someone that is currently looking for the kinds of products or services that their organization provides. With this definition in mind, many salespeople think of prospecting as hunting for people that are looking for them a relatively small number of hard-to-find opportunities. What would a salesperson’s life be like if we turned the typical definition of a prospect on its head? What if we defined a prospect as a person who is not actively looking for your products or services at the time that you call on them? The universe of potential prospects grows tremendously under this expanded definition.
we have found that common disease now infects a huge percent of the salespeople around the world.The disease is phone-a-phobia, the fear of picking up the telephone and encouraging a new prospect to start looking at your product or service. This disease cripples the careers of many salespeople. Phone-a-phobia not only affects salespeople’s ability to develop new sales opportunities, it also adversely influences how they interact with current prospects.
When the going gets tough, the tough get going. Joseph P. Kennedy (1888-1969), US politician, businessman, and father of President John F. Kennedy As sales professionals, we earn our living in difficult times today. According to research conducted by Sales Benchmark Index, 27% of salespeople now fail to generate enough revenue to cover their costs. […]