This tip could also go into the "Conquering Conferences" section of this month's vendor newsletter, but ultimately it's a marketer's job to determine what strategies should be utilized at meetings to attract foot traffic to the booth. Earlier this year, I read an article in EXHIBITOR MAGAZINE titled, "Swag is [...]

... said no one ever. However, in my personal experience, preparing more content creates confidence. If you are in a sales position where you are asked to give presentations to your prospects, your team members, or other members of your company/organization, it is likely there's always a bit of nervousness [...]

I don't know what your company calls the "BIG ACCOUNTS," but I used to work for a company that called them "whales." They weren't necessarily Super Groups, but they definitely had multiple locations and a minimum of six physicians - all with purchasing power (or at least you assume). In [...]

Earlier this year, I had provided some tips about tapping into the power of your Brand Champions - those DPMs who love everything you and your company does for them and provides for their patients. These are extremely valuable relationships; so when there are differences in opinion regarding how certain [...]

For most of us who have been in the podiatry game a long time, we know that having conversations with our friends and family can get frustrating... "Ohhhhhh, do you work with Dr. DownTheStreet?" "Ohhhhhhh, I go to Dr. AcrossTown; what do you think about her?" "Who do you recommend [...]

Clearly I love alliteration..... ANYWAY. People used to be shocked when they learned that the number one fear among people is public speaking. Please note: I don't know if current research shows that this is still accurate. When I taught public speaking at Eastern Illinois University (Charleston, IL) and Midstate [...]

CONTINUED... THE GOAL IS IRRELEVANT Last month, I shared my thoughts regarding goals. I know I said they were irrelevant, which is a bold statement and not entirely the point in terms of face value; instead the main idea was that we are not able to control the result. We [...]

Being in a business that does not sell directly to the end-user is quite a different playing field than working in consumer sales. For me, the biggest challenge has always been the lack of control in regard to selling to the end-user (the patient). When I was the marketing director [...]

I have my guilty pleasures, like we all do, and this weekend I binged a show on Netflix called, "Buying Beverly Hills." I'm not going to get into the premise, but the point is, one of the episodes showcased a perfect example of a concept I had been thinking about. [...]

Have you ever met someone who genuinely believes they are good at sales, only to think to yourself, "You're not good at sales, you just like to talk a lot." On the other hand, there are individuals who are actually very strong at communicating with people, but they are a [...]