Posts under ‘Sales Advice’

80% of you won’t agree with this.  20% will:
100% – 20% = Failure for a laboratory sales rep
How can that be?
If you’re a field-based pharma sales, laboratory sales, pathology device sales, or clinical sales rep, don’t you always have more tasks to accomplish than time to do them?
Hello 80/20 rule!
Simply stated, the 80/20 rule [...] Related posts:

1. The 80/20 Rule Applied to the Sales Manager Role Rest in peace Joseph Juran.  Inventor of the 80/20 rule….
2. Improved Sales Performance for Clinical Sales I met Lance Cooper on Twitter.  He’s the President of…
3. Norris and McKee (HealthCare Sales Managers) Discuss Defining Performance Expectations Drop in on a conversation between 2 seasoned sales managers…

Here’s a terrific (long, but really worth it) Mark Hunter article on sales call best practices filled with sales tips you can use to be an fantastic sales rep in medical sales, pharmaceutical revenue, laboratory device sales, medical diagnostics sales, biotechnology revenue, imaging sales, or pharmaceutical sales:
Sales Call Best Practices:
33 Sales Tips
1. Early Morning Voice [...] Related posts:

1. Phone Sales Tips: Use Phone Skills for Medical Sales Job Interviews Mark Hunter has some great tips for you when contacting customers…
2. Phone Sales Tips = Phone Interview Skills Here’s another great article for you from Mark Hunter, The…
3. Applying Worthwhile Sales Skills to Great Job Interviews Here’s an article from Mark Hunter with some more sales…

Here’s an article from Mark Hunter with some more sales advice for you.  Practicing these sales tips will certainly improve your selling and closing skills, but here’s a wonderful way to apply it to your career opportunity interview skills:  It’s true that you probably don’t wanna limit your talking during the job interview to 20% [...] Related posts:

1. Phone Sales Tips: Use Phone Skills for Pharma Sales Position Interviews Mark Hunter has some great tips for you when contacting customers…
2. Phone Sales Tips = Phone Interview Skills Here’s another great article for you from Mark Hunter, The…
3. Use a 30-60-90-day plan to secure a medical sales job! I got a thank you note recently from a candidate who just landed a…

Mark Hunter is a sales expert.  He has some networking tips for you to use if and when you go to a networking event.  These are great: Networking:
21 Tips to Use at a Networking Event
  When you arrive at a networking event, avoid gravitating to people you know.  You should initially thank the host and then immediately [...] Related posts:

1. Phone Sales Tips: Use Phone Skills for Pharmaceutical Sales Position Interviews Mark Hunter has some great tips for you when contacting customers…
2. Phone Sales Tips = Phone Interview Skills Here’s another great article for you from Mark Hunter, The…
3. LinkedIn Tips for Your Pharma Revenue Position Search What is LinkedIn? LinkedIn is a social networking site for…

Mark Hunter has some great tips for you when contacting customers by phone.  I’m reprinting them here because (1) they’re nice sales advice; and (2) I want you to think about them in terms of phone interview skills for your laboratory revenue job interviews.  Revenue calls and interviews require very similar skill sets.  Get good at one, and [...] Related posts:

1. Phone Revenue Tips = Phone Interview Skills Here’s another great article for you from Mark Hunter, The…
2. Ten Tips for Phone Interview Success!   Phone interviews are usually the first step in the…
3. Podcast on Phone Interviews? Get the podcast, get the career opportunity! Do you have a very important phone interview? BREAK THE…

Rest in peace Joseph Juran.  Inventor of the 80/20 rule.
Your 80/20 rule saved many careers.
How can that be?
If you managed for any period of time and were an effective manager, you’ve used the 80/20 rule.
Simply stated, the 80/20 rule says that 80% of your results will come from 20% of your efforts.
If you have [...] Related posts:

1. Sales Managers, Sales Reps: Do you know the rule of 78? The Rule of 78-As it applies to the reagent/consumable…
2. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Revenue Manager…
3. Improved Sales Performance for Medical Revenue I met Lance Cooper on Twitter.  He’s the President of…

Here’s another great article for you from Mark Hunter, The Sales Hunter.  They’re great sales tips for you to use when contacting customers over the phone, but I want you to also look at those as great tips you can use in phone interviews for pharma sales, clinical sales, clinical sales, imaging sales, biotech sales, [...] Related posts:

1. Selling Yourself with Confidence as a Medical Revenue Rep Candidate Mark Hunter, “the Revenue Hunter,” is an expert on increasing…
2. 10 Tips for Phone Interview Success!   Phone interviews are usually the first step in the…
3. Major 10 Job Interview Gaffes All job candidates worry about their performance in medical revenue…

Mark Hunter has a great set of questions for you to ask your pharmaceutical, medical, biotech, pharma device, clinical diagnostics, imaging, clinical laboratory, or pharmaceutical revenue force to get ‘em to think about the strengths and weaknesses of your revenue process, the sales team,  and your reputation with customers and competitors that will improve your company’s [...] Related posts:

1. Who’s the most effective in medical revenue force? Pfizer. I discovered a great article for you from www.pharmalive.com:  Pfizer…
2. Selling Yourself with Confidence as a Medical Revenue Rep Candidate Mark Hunter, “the Sales Hunter,” is an expert on increasing…
3. What questions will they ask in a clinical sales interview? Interview preparation in any industry requires that you know what…

Mark Hunter, “the Sales Hunter,” is an expert on increasing profitibility and success in revenue, and has written a great article on maximizing your sales success by being confident in yourself and what you sell.  I’ve posted the whole thing here for you.  I’d like for you to think about it with this perspective:  what about in [...] Related posts:

1. Explaining Pharmaceutical Sales–Part II In my previous post (Explaining Medical Sales – Part I),…
2. Clinical laboratory Device Revenue Managers: Selling Power Discusses CRM Trends…. What is a CRM? CRM (customer relationship management) is an…
3. Dear Entry-Level Pharma Sales Candidate, I just finished up searching for 4 specific positions where…

Drop in on a conversation between 2 seasoned revenue managers in the medical/healthcare arena. They discuss why you’ve to set (define) expectations with a new revenue hire. And then how to determine what to expect, how to communicate it and then how to revisit it for maximized performance and job satisfaction (for your big [...] Related posts:

1. Chris Norris (GE/Bayer/Abbott) discusses the Behavioral Event Interview I asked Chris Norris to discuss with me the BEI,…
2. Sales Manager Gives (Audio) Insider Perspective on Hiring (GE/Bayer/Abbott background) I met Chris Norris 12 + years ago when I…
3. Should they stay or should they go? (The sales manager’s dilemma) Previously in my career, I was a Regional Sales Manager…