Tag #PharmaSales

The best seller on your team just got promoted to sales manager.

“The market’s tough right now.”

The deal didn’t die in the meeting. It died the night before

The Paradox of Choice

The Script Is the Problem

You think you’re presenting benefits. You’re presenting features with ambition.

Your client sat through six vendor presentations last week.

You don’t have sales alignment. You have a shared illusion.

Full pipeline. Busy calendar. Losing deals you should be winning.

Neil Rackham built his career on the big sale vs. small sale distinction. Then he admitted it was the wrong frame all along.

Cristiano Ronaldo or Messi still has a coach. Why doesn’t your best salesperson?

🤩 Taking action

The Value Architects: Create, Capture, Deliver!

Why be boring when you can be memorable?

Stop Talking and Document What You Hear