Why bother pre-call planning?

by Ellen Simes, Guest Contributor on 9/12/16 8:00 AM

Everyone has heard the expression if you fail to plan you plan to fail, but let’s be honest, that isn’t enough motivation for everyone to do pre-call planning. Many sales reps still fall into the trap of grabbing their materials...

Pre-Call Planning, the Call Continuum, and the Close

by Lyndsey Ladd on 9/3/14 8:00 AM

If you were to take a poll of pharmaceutical representatives and ask them what the most difficult part of the sale is, most would say the CLOSE. Closing can be challenging in pharmaceutical sales as there is no clearly defined...