Your Weekly Sales Data Shot: Cold Calling the C-Suite, Ensuring Success in Sales Meetings and Why Focus on the Top of the Funnel?

Posted by Roambi

October 31, 2014

 

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

 

The Perfect Playbook for Cold Calling the C-Suite

Having trouble breaking through to a prospect? Sometimes the best move is going straight to the top. Sure, it can seem intimidating to call up executives, and they may not be your first target. But sales executive, author, and serial entrepreneur Jeff Hoffman argues calling the C-suite is a sales strategy that can actually produce remarkable results. Here’s why and how to do it.

Read More

Topics: Sales, Industry News

Pharma 101: Quick Facts on How Roambi Works with Pharma

Posted by Roambi

October 30, 2014

As of 2012, the pharmaceutical sector displayed an average return on revenues of 16.5%—globally ranking it as the 5th most profitable sector (Forbes 2000, 2013). Success is plentiful in the pharma industry for those who work hard to achieve it, but retaining success is much more difficult. In 2012, the operating profitability of the top ten pharmaceutical companies declined, falling victim to the rising weight of market pressures and reconstruction (Smart Pharma Consulting Annual Reports, 2011-12). Can you handle the pressure?

Read More

Topics: mobile, Roambi for Pharma

Your Weekly Sales Data Shot: 7 Types of Stakeholders, Sales Metrics for BDRs and AEs and Time Is the Most Important Metric for Sales

Posted by Roambi

October 24, 2014

 This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

The 7 Types of Stakeholders (and the 3 That Wield the Power to Close Deals)

No matter how differentiated your company's product or service, how fantastic your salesperson's insights, or how strong the customer need, at the end of the day, a deal won't close without a relationship between the buyer and the seller. Even in our digital world, the human element still has a significant impact in sales.

Read More

Topics: Sales, Industry News

Big Data v. Big Costs in Pharma

Posted by Roambi

October 21, 2014

Pharma companies today face higher costs than ever before. Research and development efforts—before a single drug even reaches the market—cost around 350 million dollars per medication. Then, 95% of experimental drugs eventually prove ineffective or dangerous when they reach human trials. Adding together all of a company’s expenses, each drug demands about 5 billion dollars (Forbes 2013). At first glance, it’s a shock that pharma companies are still in business. How do companies combat these unnerving numbers? Data.

Read More

Topics: mobility, Roambi for Pharma

Your Weekly Sales Data Shot: Measuring Sales Enablement, Becoming an Effective Sales Coach & Educating Customers

Posted by Roambi

October 17, 2014

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

How Do You Measure Sales Enablement?

Many organizations have a hard time defining Sales Enablement. Which makes it nearly impossible to determine success. But if you invest in Sales Enablement, you should be able to measure it. How is this done? First, start with the definition of Sales Enablement and take it a level deeper.

Read More

Topics: Sales, Industry News

How Mobility Makes a Difference on ALL Levels of the Pharma Industry

Posted by Roambi

October 15, 2014

Fact: 90% of healthcare providers have adopted mobility into their daily practice (Epocrates Mobile Trends Survey, 2013). As a result, the pharmaceutical industry has adapted to become a market fueled by mobile applications and data-driven sales. Many believe that mobile apps only affect the way end-users work, but this is far from the truth. In pharma especially, mobility has had large influences on all tiers, such as…

Read More

Topics: Mobile Executive Reporting, mobility, Roambi for Pharma

Your Weekly Sales Data Shot: Steps to Sales Productivity, Closing Deals with Social Selling and the Importance of Being Completely Sold on Yourself

Posted by Roambi

October 10, 2014

 This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

3 Steps to Sales Productivity

Time is precious in sales. When it comes to sales enablement for the sales force, the focus is on increasing revenue by removing time waste and inefficiency. Buyers have changed the way that they interact with companies, products and services of interest. They spend significantly more time alone on the buying journey and are more informed and aware of their business problems (and options!) before even the first conversation with sales. 

Read More

Topics: Sales, Industry News

Pharma, Mobility & The Quick Shift to a KAM Sales Model

Posted by Roambi

October 9, 2014

Responding to the changing face of healthcare, pharmaceutical companies are pushing their sales forces away from representative-based sales models and toward Key Account Management (KAM) strategies. While representatives boast a generic sales skill set, key account managers (KAMs) require an organization-wide knowledge that spans across multiple tiers of a business setting—making the need for mobile data organization greater than ever.

Read More

Topics: Mobile Field Reporting, mobility

Your Weekly Sales Data Shot: Discovering a Prospect’s Behavioral Type, Executing the Last Mile & Making Distance Meetings Great

Posted by Roambi

October 3, 2014

 

This is an on-going series designed to distill down the best sales tips and data-driven stories from around the web into a digestible little data shot. Cheers!

Two Simple Questions to Discover Your Prospect’s Behavioral Type

Effective communication is essential for every businessperson, but perhaps especially so for those in sales. Salespeople often only have a few minutes to capture a prospect’s attention, garner their interest, and forge the beginning of a lasting relationship. And that’s far easier said than done. Salespeople are constantly told to talk to prospects in their language. But what does that truly mean? 

Read More

Topics: Sales, Industry News

Pharma Rep to Ground Control: I’m floating in my data!

Posted by Roambi

October 2, 2014

Caught in an endless galaxy of information, pharmaceutical representatives are in constant combat with data overload.

The amount of information a representative can access extends to infinity and beyond, but—without insight—the potential use of this information is limited. No matter the breadth or volume, data is essentially useless on its own.

Read More

Topics: Sales, Mobile Field Reporting

A blog exploring the mobile revolution and big data insight. Learn best practices, read success stories and get the latest news.