One of the toughest sales jobs in business today is that of the pharmaceutical sales representative. There are so many barriers to the traditional process of selling…limited access, managed care, limited resources and generic drugs in a time when every patient and physician is hyper-sensitive to costs. According to SK&A Associates, a leading provider of […]
Pharmaceutical Sales: How to Stand Out Read More »
Negotiations deadlock for many reasons. When both sides refuse to budge, it’s time to be creative. Here are some guidelines to get the other side talking again: Start Over. When Ronald Reagan and Mikhail Gorbachev deadlocked during arms talks, Reagan reached across the table and said, “Hello, Mikhail, my name is Ron, and I think
Jump Starting Stalled Negotiations Read More »
Very well… thank you very much! First Quarter results were released today in the Linden Blog. Highlights of the quarter include: 124 Million User Hours, an increase of 42% from the same quarter last year Peak concurrent users of 88,200, an increase of 33% from the same quarter last year 120M in user-to-user transactions, up
The SL Economy and the Worldwide Economy Read More »
It is easier for a competitor in its early stages to promise many of the advances discussed in the last blog entry. Of course, large questions remain with regard to Wonderland’s ability to deliver on its promises. The challenges include: – Too Few Developers within Sun: Wonderland remains in the research phase and there are
Why Wonderland May Fall Short Read More »
I just attended a meeting in Second Life where SunMicrosystems’ Nicole Yankelovich described Sun’s Wonderland 0.5, which is planned to be released this summer. While a 0.5 version in any software program demonstrates that it is in its earliest stages, Wonderland is trying to address many of the concerns corporate training departments have expressed about
Wonderland is Wonderful Read More »
SNI has developed a presence in Secondlife to deliver content without the expense and hassle of travelling to a training progam. SNI’s founder, Mark Jankowski, has emerged as one of the industries thought leaders on using the virtual world to enhance the learning experience for SNI clients.
SNI in SL: Learning in the Virtual World of SecondLife Read More »
When we teach people to be more effective negotiators, we tend to focus on our Three Ps – Preparation, Probing and Proposing. Perhaps even more important than these threeskills is being a good listener. This area is often neglected because few people think that there is skill in listening, and even more believe it is
Listening Tips for Negotiators Read More »
Sorry about the long stretch since our last update…we have been on the road conducting research with some of our favorite clients – pharmaceutical companies! The prevailing opinion among the reps that we ride along with at the start of the day is that “We don’t negotiate! We’re not allowed to negotiate!” While we at
We’re BACCCK! Negotiating in the Pharmaceutical Industry! Read More »
Influencing is communicating with a goal in mind. In essence, influencing is a requesting process. You are requesting that the other person (or group) do something or achieve an outcome. Because you are making a request, there is inherently more accountability for both parties, thus more potential risk of tension, misunderstanding, defensiveness and conflict. Often
Influencing: Communication with a Goal in Mind Read More »
Relationship Value SNI believes that Relationship Value is the product of: 1. The level of TRUST you gain from a person. 2. The level of CREDBILITY you have with a person. 3. The amount of VALUE that you deliver to a person. Trust Trust is defined as firm reliance on the integrity, ability or character
