In Search of Gold

If I have learned anything about great salespeople and great sales coaches it is that they are perpetually looking for an idea that is as good as gold. They are in search of an idea that they can use to improve their ability to connect with prospects and customers. They are looking for an idea [...]

By | March 1st, 2017|Pharma Sales, Sales, Selling Resources|0 Comments

Five to Thrive

The last 2 blogs I wrote were focused on increasing our ability to remember new skills. Today, I want to build upon the ideas of practice and the transfer of learning. Transferring learning means that we have transferred the learning of a new skill to the ability to apply that skill in our daily work. [...]

By | February 23rd, 2017|Learning, Pharma Sales, Sales, Training|0 Comments

A Secret Worth Repeating

One of the newsletters I receive and love is from Sims-Wyeth. They are a terrific resource for learning about presenting information to others. Last week we discussed the challenges of applying what we have learned. Here is a great excerpt from today's Sims-Wyeth newsletter (http://www.simswyeth.com/20170207-secret-good-corporate-training/) that hits the nail on the head.  It is a [...]

By | February 17th, 2017|Pharma Sales, Sales Training, Selling, Uncategorized|1 Comment

If Only We Were Elephants…

They say that an elephant never forgets. Well, if that is indeed the case, it’s Elephants 1 – Humans 0 when it comes to the Memory Game. In the late 1800's Hermann Ebbinghaus discovered a concept he called the "Forgetting Curve". Ebbinghaus was interested in studying how long individuals remembered information and his findings are fascinating. He found that within 20 minutes of being presented with new information, individuals had forgotten over 50% of that information. Within 24 hours, individuals would typically forget 2/3 of the information, and a month later, these same individuals had forgotten 80% of the information presented just 30 days prior.

By | February 9th, 2017|Coaching, Pharma Sales, Sales Training, Selling|0 Comments

Just a Little Understanding

It's hard to watch television this days without getting the sense that "true understanding" is in reasonably short supply in many circles in our country; however, several things I have read over the years have led me to the conclusion that one of the most critical traits of really successful people is an open mind. The statement, "The mind doesn't work unless it's open" has been drilled into many of us over our life time yet I would venture to say that many of us have found ourselves in recent months with anything but a truly open mind.

By | January 26th, 2017|Business Relationships, Mindset, Pharma Sales, Selling|0 Comments

‘Tis the Season

This time of year is a joyous time for most and an opportunity to spend time with family and friends. It’s also a time for giving gifts to those who are close to us and those who we appreciate. And it’s in this spirit of gift giving, that I’d like to propose that the greatest gift one could ever receive, is when someone shows us that having a relationship with us is something of true value to them.

By | December 20th, 2016|Pharma Sales, Relationships, Selling|0 Comments

Selling Out – Engagement In!

It’s been proven time and time again that people hate to be sold but they love to buy. If that is truly the case, and indeed it seems to be so, why do we teach people to sell? Why don't we instead teach people to get customers to buy-in? The difference can be staggering and it starts with our mindset. Our first business words and the first question we ask often indicate the exact reason we are there. Is it to sell the customer or rather to better understand their business, their beliefs, their behaviors, and quite frankly, whether or not our product is actually a fit?

By | December 9th, 2016|Pharma Sales, Selling, Selling Excellence|0 Comments

The Most Important Leadership Skill?

One of the most important leadership principles I learned along the way was gleaned from a professor of Psychology at Notre Dame, who had recorded a program entitled, "Are you an Amateur or Professional in Selling?" He made a statement in that program, which has resonated with me from the very first time I heard it, "How a person feels determines their behavior more than what they know."

By | November 23rd, 2016|Leadership, Pharma Sales, Selling|0 Comments