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.

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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.

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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…

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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. 

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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.

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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? 

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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.

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Topics: Sales, Mobile Field Reporting

Your Weekly Sales Data Shot: Relationship Selling, Who Owns Sales Enablement and Why Your Team Can’t Close

Posted by Roambi

September 26, 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!

 

I Assure You That Relationship Selling Is Alive and Well 

Right now, there is nothing more important than your relationships, but you must create relationships of value. A great product is no longer enough to win the day. Everyone can now make a great product, and we are in such a creative period that even intellectual property rights aren’t enough to protect your lead. Experience, meaning differentiating on great service and support, is no longer enough to provide you with a competitive advantage. There are a lot of obstacles to providing a great experience, but anyone with the will to do so can easily replicate a great experience.

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: Mastering Social Sales, Building an Inside Sales Lab and Strategies for a Responsive Sales Culture

Posted by Roambi

September 19, 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 to Master Social Sales in 30 Minutes Per Day [Infographic]

Salespeople know that social media is becoming an increasingly important source of prospects, and a platform on which to establish subject matter authority. Problem is, time spent on social is time not spent selling. This infographic lists a compressed social selling routine that makes it easy for reps to build their social presence bit by bit. 12 steps, 30 minutes a day. It doesn't get much simpler than that. 

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Topics: Sales, Industry News

Your Weekly Sales Data Shot: Busting Sales Ops Myths, Getting the Impossible Appointment and Knowing Your Unique Sales DNA

Posted by Roambi

September 12, 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!

 

Bust These Sales Operations Myths for a Better 2015

When it comes to Sales Operations, it’s better to believe in fact over fiction. The best teams deal with the world the way it is, not the way they wish it was. Said differently, they deal with the facts and don’t buy into the myths. Here are three common Sales Operations myths that will hold you back in 2015.

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Topics: Sales, Industry News

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