Comments for Impactiviti blog

Comment on Is Pharma Sales Dead? by Glen Drummond

Glen Drummond — Fri, 19 Apr 2013 22:41:20 +0000

Steve,
It is a fascinating question…one that requires us all to stop and contemplate, especially if we are in the training world responsible for preparing or arming our sales colleagues with the right skills to bring value. To me, it is a question centered around the value proposition pharma reps provide. First hand I see those that still live in the “detail-world” being unsuccessful in creating value for their customers. Those that have adopted an interactive selling dialogue to match the customer’s true goals and needs still provide great value. As long as pharma reps provide value on a call and are seen as a resource for that practice, all of the other support being provided to that HCP is just that…support.

Comment on Is Pharma Sales Dead? by Andrew Nemiccolo (@nemiccolo)

Andrew Nemiccolo (@nemiccolo) — Fri, 19 Apr 2013 16:47:31 +0000

Steve, the field sales role isn’t dead, but it’s certainly changing in health care!

Look at other industries, too — from B2B tech sales to consumer auto sales. The same shift of information and power to the customer has occurred.

The inbound marketing vs. outbound sales debate rages on.

Wait for customers to contact you? Or “interrupt” their day with a sales call?

Technology and marketing automation won’t ever replace a savvy sales person, I believe. There’s still no full substitute for a meaningful human conversation. But sales organizations that use the latest tools will replace the sales organization that don’t, I think.

Comment on We Do Everything…Just Like Everybody Else! by DenVan

DenVan — Wed, 17 Apr 2013 15:37:24 +0000

Nice. Good point. As I’ve always put it: there’s reason there’s no Jack of All Trades section in the phone book. Pick a section Jack!
Older post on this: http://www.begtodiffer.com/2010/01/pick-a-section-jack/

Comment on We Do Everything…Just Like Everybody Else! by Steve Woodruff (@swoodruff)

Steve Woodruff (@swoodruff) — Tue, 16 Apr 2013 19:41:37 +0000

And cupcakes. Don’t forget cupcakes.

Comment on We Do Everything…Just Like Everybody Else! by Steve Woodruff (@swoodruff)

Steve Woodruff (@swoodruff) — Tue, 16 Apr 2013 19:41:08 +0000

Joe, I’m afraid it’s extremely common – let’s throw a bunch of capabilities spaghetti against the wall and see what sticks. The spray and pray approach really needs to be thrown out the window in favor of some courageous and frank positioning.

Comment on We Do Everything…Just Like Everybody Else! by Bill Senger

Bill Senger — Tue, 16 Apr 2013 19:13:23 +0000

Joe makes a good point. Why not throw in proofreading? Wouldn’t want to miss any of that business. The success of Apple has shown that concentration on core competencies can pay off handsomely. Their products command a premium in an industry that has become highly commoditized. They have revolutionized the music industry, yet they don’t make music. They don’t do games and they write very few apps. They don’t even invent new devices. They just take existing products and make them insanely better.

Comment on We Do Everything…Just Like Everybody Else! by Joe Cascio

Joe Cascio — Tue, 16 Apr 2013 15:54:27 +0000

In addition to sounding phony, I think the “everything” list also makes one sound a little desperate. What’s funny is that a marketing agency would market themselves in a way they wouldn’t for a client. What’s that poster you have? “You can’t read the label of the jar you’re in” ??

Comment on We Do Everything…Just Like Everybody Else! by Steve Woodruff

Steve Woodruff — Tue, 16 Apr 2013 13:27:18 +0000

Well said, Marian. It does take some courage to disrupt ourselves, doesn’t it? :>}

Comment on We Do Everything…Just Like Everybody Else! by mariancutler

mariancutler — Tue, 16 Apr 2013 13:21:47 +0000

Dare to be bold. It’s provocative and empowering. It’s also so super scary to agencies that they don’t even muster an attempt. The notion of truly disrupting how you position yourself and promote yourself, should be taken on as a regular part of business planning. Those bulleted lists are not just cobbled together, they are built year over year that they become an invisible brand legacy; which becomes chains to conform.

Imagine the creativity that could be unleashed if more agencies first knew and secondly embraced their true core competency and then leveraged the hell out of it.

Comment on We Do Everything…Just Like Everybody Else! by Steve Woodruff

Steve Woodruff — Tue, 16 Apr 2013 13:08:12 +0000

Jerry, I think in many ways we’re “trained” to fit in – it’s a huge step to leave the box behind and trust that our value is found outside of it!