To be a great salesman you must be able to sell a pencil. That’s right, a pencil. As a matter of fact, this is a common training technique used by many sales managers so let’s just see how you measure up to the pros.
Let’s put this situation into play. You are sitting across from a client (for now, a friend or co-worker). With you is a pen, nothing expensive, nothing fancy, just an ordinary pen. Now, your job is to get the client to buy the pen from you. How do you do it? What do you… Continue
Added by Tanya Willette on August 6, 2008 at 12:03pm —
Motivation is one of the biggest keys to developing successful teams. Every day strong skilled teams are beaten by lesser skilled ones loaded with heart and desire. But who creates the motivation for that to happen?
One of my favorite hobbies is playing baseball with my kids. I'm very involved with their Little League teams and volunteer to help teach baseball skills to the kids. My 7-year old son, Steven, is playing his first year of coach-pitch baseball. Prior to that,… Continue
Added by Lee Salz on August 6, 2008 at 8:33am —
EXECUTIVE-LEVEL MANAGEMENT: Business Development, Sales
Seasoned sales and business leader with more than 18 years of experience contributing to advanced corporate performance and profitability through the delivery of large revenue deals and the establishment of major pipelines. Skillfully identify new business opportunities and cultivate profitable relationships with clients, expanding territories and generating new revenue streams. Reputable for starting up, turning… Continue
Added by Joe Botto on August 4, 2008 at 1:00am —
A lot of people want to know what I think about CafePharma. Here goes: I think that it’s a great source of relevant headlines for those of us in medical and healthcare sales, pharmaceutical sales, laboratory sales, clinical diagnostics sales, DNA sales, medical supplies sales, medical equipment sales, imaging sales, and pathology sales. However, beware of the chat room. There can be a lot of negative information from people who have their own specific axe to grind. No company is as bad as they… Continue
Added by Peggy McKee on July 30, 2008 at 6:00pm —
So, the other day I was talking to someone I thought would be a great candidate for laboratory sales–high-energy, great people skills, knowledgeable, everything. She was interested in the opportunity, too. Her only concern: with all the traveling involved, what does she do with her dog? My answer: doggie day care. Many dogs don’t do well when left alone, even with a dog door. Doggie day care facilities dogs them with socialization skills, so they’re a happier dog when you pick them up and you… Continue
Added by Peggy McKee on July 28, 2008 at 6:00pm —
From time to time I have had the opportunity to teach my client the power of ‘fishing’ vs. the one time benefit of handing them ‘fish.’ The power and extensibility of creating a repeatable process has many benefits which include having ownership of a passive pool of candidates, creating a branding strategy to build credibility in high potential candidate eyes and the maximum benefit of identifying true ‘A’ players. Contrasted with hiring one talented employee per requisition, and the benefits… Continue
Added by Ron Mason on July 25, 2008 at 10:12am —
I have had a chance recently to think about sales and why we, as Recruiters, tend to live in a state of denial about the roots of this business. I was one of them. My father was a salesman; I grew up in a house where a million dollars was always waiting around the next corner. Two of my brothers are salesmen; I guess it is in the blood.
I spent my first two years in recruitment telling my boss, "I am not a salesman." I refused to face the fact that what I was doing was the very… Continue
Added by Rayanne on July 25, 2008 at 3:00am —
E-mail thank you letters after job interviews in medical sales, healthcare sales, biotech sales, medical equipment sales, DNA products sales, clinical diagnostics sales, laboratory products sales, medical supplies sales, or pharmaceutical sales are perfectly acceptable. But what do you do if you happened to leave without getting an e-mail address?
Google them: *@thecompany.com. For instance, *@phcconsulting.com would get you mine, and everyone else who works here.
Added by Peggy McKee on July 23, 2008 at 6:00pm —
Don’t underestimate how important thank you letters are in the job interview process. Everybody “knows” they’re critical, but unbelievably, not everyone writes them. Thank you letters accomplish several things:
1) They get your name in front of the hiring manager one more time.
2) They are your last chance to package yourself as the best, most qualified person for the job.
3) They are polite, and manners count.
4) They help you land the… Continue
Added by Peggy McKee on July 21, 2008 at 6:00pm —
If you’re looking for a job in medical sales, clinical diagnostics sales, laboratory sales, DNA sales, medical supplies or equipment sales, pharmaceutical sales, or biotechnology sales, marketing, or tech support (or you will be soon), it would help you tremendously to have a brag book.
A brag book is a list of your accomplishments (stories for behavioral interviews, right here), new skills and training, stack rankings, performance reviews, e-mails or letters from satisfied… Continue
Added by Peggy McKee on July 18, 2008 at 5:00pm —
Salary negotiations can be the most stressful part of the entire interview process in medical sales, laboratory sales, clinical diagnostics sales, biotech sales, molecular products sales, cellular products sales, medical device sales, pathology sales, imaging sales, or pharmaceutical sales.
The video below is designed to help you navigate your way through.
So: How do you answer questions in the interviewing process that have to do with your… Continue
Added by Peggy McKee on July 15, 2008 at 8:00pm —
Recently, I had a candidate who was going to get an offer–it was all over but the references. And that’s where it all went wrong. We began calling to check (yes, we really do that) and two days later, only one was done. It wasn’t even a matter of them trashing my candidate…they just wouldn’t return our calls.
If your references don’t even think enough of you to call back, it doesn’t reflect well on you. It cost my candidate a job.
Choose your references wisely. The best… Continue
Added by Peggy McKee on July 14, 2008 at 8:00pm —
Hey, look! I’m being watched in Ireland! (My videos, anyway.)
Paul Mullen, a career coach in Ireland, has highlighted my online videos as offering excellent advice (I have to agree…). Turns out, Paul offers some excellent advice, himself. His Measureability website offers psychometric testing (ability and personality assessments) and career coaching. It includes a career blog, with a post I like on Reasons for Interview Failure. He also has a Careers and Jobs blog focused on jobs in… Continue
Added by Peggy McKee on July 9, 2008 at 6:00pm —
One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their situation, feelings, and motives.
When you are in tune with your buyer everything you say or do seems to be right on the mark. The buyer gets the feeling that you really understand them and the road to a successful sale lights up like an airport runway. The… Continue
Added by Jeff Blackwell on July 9, 2008 at 1:00pm —
I get a lot of great comments from my readers, which I love. One of these was a response to MySpace Killed the Candidate…critical job interview tip, in which I told the cautionary tale of one of my candidates leaving too much information on her MySpace page and losing a job opportunity: avoid such issues by ”setting your social networks to private.” I agree that it is best to set your social network sites to private, and be careful who you accept as a friend.
Still, there are things… Continue
Added by Peggy McKee on July 7, 2008 at 9:00pm —
I am looking for candidates in the Northeast.... Baltimore, Philly and looking for Arkansas. Need to have 3-5 years surgical sales experience, clean resume, top 10%, and a desire to have an aggressive quota!! Hungry!! Must have strong surgical contacts in territory. If you know of any job boards geared towards the health care industry/ surgical sales or recruiters that work in this field, please contact me!!
Have a fantastic day!! ~ Amy
Added by Amy on July 1, 2008 at 10:44am —
Long have I contended that they were separated at birth. Salespeople and recruiters need to build and maintain pipelines (deals/candidates), networks (no difference) and track close ratios.
"Sell" done well, is NOT a four-letter word. So why then have all the recruiters with whom I've broached that conversation so opposed and seem to distance themselves from sales?
Can't we all just get along?
Added by Mike Maisel on June 27, 2008 at 10:33pm —
you might think "what could go wrong?" -- well, I've been running latpro.com now for 11 years and here is what has gone wrong
from time to time.
it's not actually a complete list, as some things are just not easily discussed in public -- but it's pretty close to complete I think.
Added by Eric Shannon on June 7, 2008 at 10:42am —
I. THE ROLE OF PARENTHESES IN BOOLEAN SEARCHES
AM I SUPPOSED TO GIVE YOU 5 MILLION DOLLARS OR 6 MILLION DOLLARS??
You’ve heard it said when looking at your paycheck, or looking at buying that new boat, “It’s just a matter of ‘zeros’.” Well sometimes it is just a matter of ‘parentheses’.
It makes a difference how you group the numbers below by putting in parentheses:
1+2x2=$5 million? $6 million?
1+(2x2)=5 Here we did the “multiply” first, and… Continue
Added by Hasan Mirza on May 29, 2008 at 10:23am —
I started recruiting about 3 years ago, and work for a small executive search firm. I really loved my job until about 6 months ago when it changed from just candidate development to include business development. The environment is hyper-competitive, and I struggle to bring in retainers (actually, I'm pretty bad at it) so I'm always at the bottom of the producer list. The fun has gone out of my job for me, although I'm unsure if the problem is that I need to get out… Continue
Added by Claudia Faust on May 27, 2008 at 9:00pm —