A better understanding of decision-makers will lead to more productive client conversations. By Patrick T. Malone In a previous column I wrote that successful reps are adept at following their clients to get a decision. So, to help you improve your ability to get decisions, let us focus on helping you better understand your decision-maker. When your customer goes into … [Read more...]

How to identify and overcome the rut in your life. By Pete Mercer Have you ever found yourself in a rut? You might not have noticed it at first, or even how it happened, but many of us have encountered a rut in our careers, personal lives, and relationships. Plenty of things can contribute to a rut, especially in the workplace. You can feel purposeless and adrift, which … [Read more...]

How to sell like you mean it. By Brian Sullivan Alright, gather around, let’s get this out of the way: “I am a salesperson.” Feel that? That’s the sound of shackles breaking. For too long, we’ve tiptoed around our titles, cloaking ourselves in innocuous labels like Sales Associate, Solutions Consultant, and – my personal favorite – Relationship Manager. As if managing a … [Read more...]

Content, what is it?  We find content all around us today. It can be on your television, laptop, phone, radio, and so much more. But what is it? It is anything we consume. For example, a Saturday afternoon of college football. The players and games are content to garner a certain demographic’s attention for companies to subtly slide in their messaging.  Another … [Read more...]

Information reps can use to provide value and consulting services for cervical cancer prevention and diagnosis. By Jim Poggi, Principal, Tested Insights This month’s POL article is devoted to providing information about the changing landscape regarding vaccination and testing for cervical cancer.  Morbidity and mortality from all forms of cancer have declined in the … [Read more...]

Rebecca Koran of Lynn Medical shares her journey to becoming a sales rep and the value of a supportive team and company. Rebecca Koran always wanted to be a doctor. She grew up around technology and innovation, and through her parents’ career as computer scientists, witnessed how technology impacted people positively. After experiencing a personal medical emergency, she … [Read more...]

Jeramy Shaver on the day-to-day of working for Henry Schein as a sales rep in the Hawaiian Island Territory. Jeramy Shaver broke into the med/surg industry right out of college, landing his first job at the age of 22. When he graduated from university, his aunt’s neighbor at the time was employed as the hiring manager for AstraZeneca. After a lucky interview with her, … [Read more...]

Why Digital Marketing Works By Pete Mercer Digital marketing is the great frontier of marketing initiatives, proving that businesses can only succeed when they are flexible with the current trends and technologies. Your digital footprint is more important than ever, as companies in every industry are fighting to keep up with the increasing demands of having an online … [Read more...]

Dukal’s Gloria Lind believes a united sales team can accomplish even the most audacious goals. By Jenna Hughes Gloria Lind realized early on in her career that to succeed in the medical sales industry, an individual needed to have grit, determination, and the ability to operate through discomfort. This realization came after working with a large national account that had … [Read more...]

A Heart for Serving Wilburn Medical USA is a place where faith, family, and a people-centric culture have led to success in the marketplace and in philanthropic endeavors. Growing up, Emily Wilburn Andrews got a front row seat to how an entrepreneurial spirit can make a real impact. Her father, Rick Wilburn, started North Carolina-based Wilburn Medical USA 27 years ago … [Read more...]