Post Traumatic Growth and Personal/Career Expectations Post COVID
By Randi Rotwein-Pivnick, M.A., LMFT, INC Last year we all felt the impact as our world changed before our eyes when COVID took control of our ‘freedom’ to come and go as we please, as well as robbing many of us of our securities (loss of jobs, incomes, homes, and unfortunately, for many, the loss […]
What Makes a Good Salesperson?
Because selling is such a vital part of the economy and business, psychologists have long studied the traits and characteristics of a successful salesperson. Much has been written on the subject, so much so that people can generally (and correctly) assume the traits that set good sales representatives apart from great sales representatives are confidence, […]
Customer Reactivation: What, Why, How?
Win Back Dormant Customers With a Customer Reactivation Campaign If you’re in sales or marketing, your primary concern is bringing in new customers. That’s to be expected—after all, new business is the engine that sustains businesses growth. But if you aren’t trying to re-engage inactive customers, you may be missing out on a huge source of untapped revenue: A […]
Social Selling 101: Using Social Media to Reach B2B Buyers
One of the most surprising changes in the B2B marketplace is how B2B buying decisions are happening and who’s responsible for making them. A study by Google and Millward Brown Digital found that a growing number of B2B decision makers are now aged between 18 and 34 years old. Considering that millennials are the largest social media user demographic, […]
How to Generate B2B Sales Leads
Why Your Company Needs a B2B Lead Generation Strategy Leads are the lifeblood of your sales team. When your business development pipeline is dry, you stand to lose more than revenue—you may also lose your top salespeople. It stands to reason then, that you would look to generate leads quickly. Buying a list of targets is one […]
How to Sell to Hospital Administrators
Tips for Selling to Hospital Executives Get In the Door by Knowing the Biggest Healthcare Pain Points and How to Solve Them The healthcare industry is growing, rapidly. According to the Bureau of Labor Statistics, it’s among the fastest growing industries in the United States. But, with new and ever-changing government regulations, doctor and nurse shortages and other challenges, […]
How to Market Medical Devices and Medical Equipment
Tips for Developing a Low-Budget Medical Device Marketing Strategy After the cost of manufacturing the product, marketing is usually the second biggest expense for most medical device companies. But that doesn’t mean you need a huge marketing budget to generate buzz and interest among physicians, hospital administrators, and other decision-makers who may be interested in your medical device. The key to […]
Sales Follow-Up Statistics You Need to Know
The sales follow-up is where most deals are won. Unfortunately, it’s also where most deals are lost, especially when sales reps don’t make enough follow-up attempts to work a lead and ultimately close the deal. Whether you’re a sales development rep looking to get a leg up on the competition or a sales manager looking to improve your team’s […]
Selling to Hospitals 101: The Hospital Sales Cycle
How Long Does It Take to Sell to Hospitals? If you’re new to hospital sales—or healthcare sales in general—prepare for a long sales cycle. Selling to hospitals and large healthcare organizations can take many months and requires talking to many different stakeholders along the way, including clinicians, purchasing agents, and C-Suite executives. Of course, the […]
Managing Our Emotions as We Come Out of the Pandemic
RANDI ROTWEIN-PIVNICK, M.A., LMFT, INC Much has changed in our world since this time last year when we were first being hit with the reality of COVID-19 and the negative impact it would have on our lives. For the past year most of us have spent time isolated from our family and friends, fearful of […]