Salesforce

DECEMBER 1, 2021

Building strong relationships is the key to successful sales. In the healthcare and life sciences industries, those relationships have traditionally developed in person. The new normal for sales professionals is a hybrid approach with an accent on digital contact. Drive sales with connections in B2B Healthcare and Life Sciences.

Healthcare 97

Healthcare Pharmaceutical Cold Call Hospitality 97

Partners in Excellence

JULY 11, 2022

We work with DevOps companies, Medical Device companies, Professional Services, SaaS, Industrial Products, Technology, Financial Services, Basic Materials, even Not For Profits. the primary Medical Devices I use are an occasional box of Band Aids, sometimes a wrap if I sprained something.

Cross-sell 69

Cross-sell CRM Technology Technology 69

Martech

MARCH 13, 2024

If it’s a bank or an insurance company, they’re saying, “I have sales staff everywhere. It’ll be on your devices, on your phone. Imagine you’re getting a medical scan and you get a better predictive capability of what’s ailing you and what are the treatments. How do I train them?

Hospitality 82

Hospitality Appointment Technology Technology 82

Highspot

JANUARY 27, 2022

27, 2022 /PRNewswire/ – Highspot , the sales enablement platform that increases the performance of sales teams, today announced soaring customer adoption as organizations worldwide turn to sales enablement to drive revenue. Enterprise deployments: Highspot now has more than 40 customers with 5,000 sales reps each.

Customers 96

Customers Manufacturing Represent Sales 96

Partners in Excellence

AUGUST 25, 2022

We invest millions in “Benchmarking,” comparing what we do to those in similar industries and markets. It’s amazing, if we start talking to our peers in very different industries, sectors, or markets; we can learn a lot about what is commonplace to them, but which , when adapted and tweaked, can be new and novel to us.

Sell 73

Sell Up-sell Technology Technology 73

Salesforce

FEBRUARY 2, 2023

What exactly is the Fourth Industrial Revolution — and why should you care? The Fourth Industrial Revolution is a way of describing the blurring of boundaries between the physical, digital, and biological worlds. Start now Here’s everything you wanted to know about the Fourth Industrial Revolution (but were afraid to ask).

Manufacturing 98

Manufacturing Technology Technology Pharmaceutical 98

Partners in Excellence

OCTOBER 5, 2021

If my various inboxes are any indicator, the majority of sales and marketing people do no targeting other than, “Do we have an email? We don’t buy industrial machinery. We aren’t a healthcare company and don’t buy medical devices/pharmaceutical products. A phone number? A LinkedIn ID?

Customers 101

Customers Healthcare Pharmaceutical Manufacturing 101

Martech

MAY 19, 2022

The Brooks Group is a sales management, training and consulting firm. “We work with sales organizations, primarily B2B, to help them equip their teams with effective processes and the right sales skills,” said VP of sales performance research Michelle Richardson. Positive strategies to build trust.

Trust 114

Trust Customers Manufacturing Transportation 114

Search Engine Land

FEBRUARY 3, 2023

So what you see may look different than another business in a different industry. In the screenshot below, the “Insurance” menu is available because the business is in the medical category. Health insurance (medical categories in the U.S. Offers online care (medical categories only). Crowd (i.e.,

Appointment 98

Appointment Represent Cross-sell Service 98

Hubspot

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. But experienced sales reps know that gatekeepers don't have to be a roadblock in your sales process.

Cold Call 90

Cold Call Hospitality Pitch Sales 90

Partners in Excellence

DECEMBER 16, 2020

When I started my sales career, two things happened that caused me to shift my focus forever. Customers are, often, very abstract, even to sales people. Alternatively, we may understand “intellectually,” we may have been trained on “critical issues facing medical device companies and how we help them.”

Technique 146

Technique Prospecting Meeting Customers 146

Hubspot

APRIL 20, 2021

Jonathan Franchell, CEO and Founder of Ironpaper, says, “While Goddard fills a real need for their customers by designing medical devices, historically they’ve struggled to find quality leads that could use their services. They worked with one of their clients, Goddard, to achieve significant success using HubSpot’s SEO tools.

Strategize 94

Strategize Clients Growth B2B 94

Hubspot

MAY 4, 2020

Sales is people-oriented. Actively maintain a blog with content relevant to your industry as a whole. Stay active on industry-relevant forums and social media hubs. Find online forums specific to your industry or area of expertise and maintain an active presence on them. It's a brutally honest analogy.

Networking 80

Networking Construction Sales Trust 80

Hubspot

JANUARY 19, 2016

Case studies are important to the medtech buyer persona because before they make a purchase, they have to know that the solution or device being promoted has been safely and successfully used by others. In the medical technology world a good case study can provide vital evidence by presenting medical data and testing results.

Hospitality 46

Hospitality Healthcare Manufacturing Trust 46

Hubspot

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. Hopefully you have some idea of what your open rate is -- but do you know how you rank against the rest of your industry? Find out how your email open rate compares to your industry. The overall average open rate across all industries is 32%. Biotech: 37%.

Real Estate 96

Real Estate Hospitality Non-Profits Government 96

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. While some industries had to rethink their selling approach completely—financial services and medical device sales in particular—others such as high tech were already onboard. But the rapid shift to virtual selling has not been uniform.

Sell 57

Sell Pitch Manufacturing Up-sell 57

Hubspot

FEBRUARY 28, 2019

Let's say you've spent weeks or months scouring the internet for a new sales job, but none of the job postings seem to match your skill set or career interests. Have you taken a step back and thought about a specific type of sales job you want? Here are a few examples that are common for sales teams and reps.

Strategize 83

Strategize Strategic planning Objectives and Key Results Quota 83

Highspot

MARCH 12, 2019

For our first Highspot Market Pulse survey, we chose to explore the state of sales and marketing alignment within the rapidly growing life sciences industry. According to KPMG , global annual sales for the medical device industry alone will reach nearly $800 billion by 2030.

Healthcare 40

Healthcare Sales Clients Closing 40

Hubspot

APRIL 26, 2016

I can’t tell you how many times I’ve been told this by sales and marketing leaders at B2B companies that make obscure, highly complex technology and products. Most have expensive custom products with long sales cycles and apply to a very narrow customer base. It’s a very sciency product in a highly specialized industry.

Manufacturing 48

Manufacturing Education Lead generation Niche 48

Sales Pop!

APRIL 20, 2023

Publish Conversion-Focused Long-Form Content Your blog can be a powerful sales tool if utilized effectively. Publishing high-quality, long-form content that addresses specific niche pain points can help establish your brand as an industry expert and build trust with your audience.

Niche 52

Niche Trust Represent Retail 52

Miller Heiman Group

FEBRUARY 13, 2019

Unfortunately, in large markets controlled by a small number of companies, such as automobile manufacturing or medical devices, this can be riddled with challenges. In these situations, many sales teams make very common—and very preventable—mistakes. By being aware of these mistakes, you can learn how to minimize their impact.

Account management 69

Account management Strategize Manufacturing Closing 69

Highspot

MARCH 6, 2020

One major reason is that after an acquisition, companies have a big problem: how do they get their sales team to actually sell the new product? If there is a new surgical procedure and I put a guide in the medical library of a hospital, are the people in the OR magically ready to operate? 83% is pretty dismal. Not even close.

Hospitality 82

Hospitality Strategize Up-sell Growth 82

Highspot

SEPTEMBER 17, 2019

Today marks our Fall ‘19 Release , which introduces industry-first SmartPage technology, designed to provide go-to-market teams with interactive and mobile-ready guidance alongside content so they can have the most effective customer conversations. Sales enablement professionals can improve sales performance.

Technology 58

Technology Technology Conversion Customers 58

Partners in Excellence

OCTOBER 3, 2022

” Glad you noticed that, the jargon, at least ever since I’ve been selling, has been the “sales process.” ” Traditionally, it’s been focused on what sales people do to customers –oops, with customers. We will look at designing people based sales interventions into this engagement process.

Process 82

Process Sell CRM Up-sell 82

Sales Hacker

JANUARY 4, 2022

In this episode of the Sales Hacker Podcast, we have Jason Bay , Chief Prospecting Officer at Blissful Prospecting , a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework. Subscribe to the Sales Hacker Podcast.

Cold Call 75

Cold Call Up-sell Pitch Start-ups 75

SalesLoft

DECEMBER 30, 2015

We’re onto the next step in Account Based Sales Development : selecting your accounts. This is an opportunity for sales development and marketing to come together to collectively decide the fate of your sales development effort. Step 1: Selecting Your Industry. What is your win-rate in each industry?

Represent 52

Represent Sales Clients Pitch 52

Hubspot

JANUARY 7, 2018

But on a higher level, core industry trends and patterns were presented today at the 2018 Tech Trends to Watch session, given by the Consumer Technology Association's (CTA) senior manager of market research Lesley Rohrbaugh, as well as senior director of market research Steve Koenig. Voice: The Fourth Sales Channel. Virtual Reality.

Objectives and Key Results 0

Objectives and Key Results Technology Technology B2C 0

Hubspot

MARCH 19, 2015

First up was a prominent Stanford medical researcher, who’d made a breakthrough in Parkinson’s treatment thanks to the millions of iPhone and Apple Watch users who volunteered to have their health monitored through their mobile devices. Host Mike Volpe went on to introduce the day’s guests.

Construction 68

Construction Networking Growth Technique 68

ConversionXL

APRIL 1, 2019

Marketers are intimately familiar with their industry and product. The authors of the first article use physicians’ diagnoses as an example: For instance, public discussions of medical cases make doctors think that diseases were easier to diagnose than they actually were. You want to position yourself as an industry leader.

Pitch 133

Pitch A/B testing Up-sell Launch 133

SBI

JUNE 12, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Every company provides some form of sales training.

Gaming 55

Gaming Sales Manufacturing Inside sales 55

SBI

FEBRUARY 5, 2019

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Now is the time for three types of sales org transformation to ensure seller readiness. Coach your coaches.

Sales 37

Sales Technology Technology Sports 37

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. What problem/s are you solving for sales and/or marketing organizations? Nancy: What does Qstream do?

Up-sell 55

Up-sell Closing Sell Pharmaceutical 55

Partners in Excellence

OCTOBER 29, 2015

.” It’s really important, both from an account prioritization (think of all your account based marketing/sales strategies) and to make sure you are prospecting/qualifying the right deals. We may say: We’re targeting the financial services industry, or manufacturing companies, or any other segment.

Manufacturing 90

Manufacturing Cross-sell Territory Finance 90

SaaStr

JUNE 7, 2021

We’re building the industry cloud for life sciences, so our customers are people like Pfizer and Novartis, etc., In a nutshell, what we say is we’re building the industry cloud for life sciences. ” I have apples for sale. Peter : The history of Veeva, so basics, 10 years old, about 1,700 people.

Non-Profits 133

Non-Profits E-commerce Start-ups Up-sell 133

Heinz Marketing

MAY 6, 2019

Yet another great episode this time of Sales Pipeline Radio , live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 54

Pipeline Sales Cross-sell B2B 54

Hubspot

DECEMBER 8, 2011

A loss or gain of a couple positions is pretty natural in the SERPs (in fact, you may even have different rankings depending on which device you use!), Let's say you're in the medical supply industry and considering the word "wheelchair" as a keyword to target, which receives 40,500 exact global monthly searches.

Entertainment 58

Entertainment Retail Engineering Follow-up 58

SBI

JUNE 3, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. What problem/s are you solving for sales and/or marketing organizations? Nancy: What does Qstream do?

Up-sell 22

Up-sell Closing Sell Pharmaceutical 22