Posts by Noah Zandan
The Challenge of Growing Pharma Sales
A global head of sales at a pharma company recently told me that “only 15% of our sales calls end in a positive outcome.” In the context of a new medical innovation where there is a high unmet patient need, this means patients are not getting rapid access to medicines that can positively impact or…
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How to Accelerate Sales: 5 Sales Coaching Tips
Before Learning How to Accelerate Sales, What Is Sales Acceleration? The business landscape is changing, perhaps faster than ever before. But sales organizations still need to close deals more quickly and increase productivity. At the same time, buyers demand compelling interactions with salespeople who have empathy and can help them solve their main problems. Companies…
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Best Sales Acceleration Tools to Drive Insights and Win More Sales
Before the Best Sales Acceleration Tools: What Is Sales Acceleration? The business landscape is undergoing a tremendous transformation, which may be more rapid than any other in history. Even so, sales organizations still need their deals to close fast, while customers expect emotional connection and compelling interactions with salespeople who can solve their main concerns. Organizations…
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What Is Conversation Intelligence and How Does It Help You Create Personalized, Scalable Coaching Programs?
What Is Conversation Intelligence? Enhancing your sales team’s customer connection and conversation skills is the most effective way to drive revenue. In practice, however, you are limited in your ability to watch to live calls to assess how your team is doing objectively. Instead, when asking what is conversation intelligence, you can automatically identify individual…
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Sales Readiness Tools: The Role of AI-Based Training
Sales Readiness Tools for Virtual Sales Interactions Regardless of their industry, sales teams around the world have been forced to transform their sales-readiness programs. In the process, sales managers have found the way they deliver training has become even more pivotal. The following data from Harvard Business Review (HBR) can be helpful in illustrating current…
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Develop a Modern IT Services Sales Training
IT Services Sales Training: What Are the Effects of the Pandemic? IT services sales training is just one of many B2B areas that have changed due to the pandemic. Digital channels are becoming the norm for communicating with customers and prospects. Consequently, sales leaders have had to make agile decisions to improve the conversation skills…
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Conversation Intelligence Software: Is It Worth the Investment?
What Is Conversation Intelligence Software? Developing your team’s collective conversation skills is one of the most efficient ways to drive revenue. But, on a typical day, how long do you have to listen to live calls or manually assess your team’s performance? You can overcome this challenge by utilizing Artificial Intelligence (AI)-powered conversation intelligence software,…
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What Is Conversational Intelligence for Coaches and Managers and Why It’s So Valuable
Conversational Intelligence for Coaches and Managers: What Is It and How Does It Work? In large and growing organizations, sales teams’ communication skills can be challenging to evaluate, monitor, and develop. To manage these responsibilities in an agile manner and at scale, leaders try to come up with creative and innovative solutions. In the process,…
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Three Must-Haves for Pharmaceutical Sales Representative Training
Pharmaceutical Sales Representative Training Needs Updating Sales teams throughout the healthcare industry encountered new challenges due to the pandemic, much of which was due to not being able to visit prospects and customers physically. Even the best pharma sales reps found themselves struggling to be as effective in a virtual world as they were in…
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Two Tips for Post-COVID Coaching for Sales Performance
New Requirements in Coaching for Sales Performance Most coaching for sales performance emphasizes traditional selling skills or how to construct a tremendous in-person pitch. In addition to these generic objectives, reps are frequently guided to update their product knowledge or sales processes or simply improve their wording and competitive battle cards. In this guide, we…
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