May 13, 2021
A year after the pandemic forced pharma reps to switch suddenly from in-person to virtual sales calls, sales teams across the pharmaceutical industry are considering how to move back to in-person promotion.
As the first wave of the pandemic peaked, in-person selling dropped to just 8% of all promotional activity. The good news, according to the latest study by healthcare consultancy ZoomRx, is that 44 percent of healthcare professionals said face-to-face sales visits are again their preferred option for pharma promotions. Even better news for pharma reps, the same study showed that in-person selling drove 70 percent of the impact on prescribing.
Apr 05, 2021
In 2020, sales organizations navigating the COVID-19 pandemic underwent a seismic shift in how they engaged customers, led teams, and managed performance. Offices were closed to staffers, home became the sales cube and sales presentations and customer meetings were moved to the videoconferencing “table.”
Mar 29, 2021
The Quantified team has been hyper focused on helping organizations become more effective virtual communicators — first as we transitioned into all remote, all the time and now as we move toward a new hybrid and largely virtual normal.
Some of the biggest challenges have been for sales and revenue teams. Reps are competing for tech-tired customers’ attention against countless browser tabs, non-stop Zoom calls, and Slack notifications – not to mention the demands of their suddenly-merged home and work lives. And sales leaders are looking for ways to provide personalized coaching when they can no longer walk the floor and hold high-energy daily huddles to address needs as they crop up.
To help sales organizations overcome the new challenges of virtual sales, Quantified hosted a webinar featuring a lively panel conversation with some of the brightest sales leaders from LinkedIn, Spiro and The Brevet Group. We shared experiences and discussed what it takes for sales teams to evolve their communications, processes and technology for stronger performance in 2021 and beyond.
Mar 03, 2021
Selling in a virtual world is challenging. For reps who thrive in person, gone are the days of meeting prospects at conferences, dinners, and golf outings. Now, high-value solutions are sold over video calls. Even for reps accustomed to virtual sales, the very real phenomenon of Zoom fatigue means the competition for the buyer’s attention is higher than ever as tech-tired prospects juggle browser tabs, Slack notifications, and their newly merged home and work lives.
In this blog post, we offer ten tips to help you organize and deliver winning video-based sales calls that enable you to more effectively connect with prospects, earn trust, and move buyers to choose you every time.
Feb 25, 2021
Free Webinar | March 10, 2021 | 11:00 a.m. CST
In 2020, sales organizations witnessed a huge shift in how they engaged with customers, led their teams, and managed performance. No longer could they have daily huddles in the office, walk the sales floor, or meet prospects and customers in person over lunch, on the golf course, or at industry conferences. All of these conversations are now being conducted remotely — over the phone of course, but more than ever, over video calls.
Feb 23, 2021
My new book, Insights into Influence: The Strategies, Tactics, and Secrets of World-Class Leaders and Social Scientists, is now available, and I couldn’t be more excited to share the results of more than a year of work and research with you.
“Insights into Influence is a great read, capturing life lessons, no matter your field. While it can be read quickly, it merits careful reading and re-reading. The stories capture “aha!” moments that are crystal clear in their conceptualization, argument, reasoning, and potential for impact. Don’t miss a page.”
- Dr. Richard Foster, Director Emeritus, McKinsey
Feb 01, 2021
When leaders commit to building an inclusive organization, they tend to start with the company mission, vision, and values, and a promise to ensure everyone in the organization has a voice. But when those same leaders’ everyday behaviors don’t support those efforts, the progress stops there. And one of the crucial behaviors that can make or break a leaders’ commitment to inclusion is communication.
Dec 17, 2020
2020 saw a rapid, full-scale disruption of the way companies communicate, both internally and externally. We’ve witnessed many businesses achieve incredible pivots to continue serving their customers in new and valuable ways. But, there’s one critical skills gap that has widened with this transformation: communication.
Dec 16, 2020
Somehow it seems this year both flew by and lasted at least a decade, but here we are, sliding headfirst into the holidays and preparing to bid 2020 good riddance. But before we do, we wanted to take a minute to reflect on some of the small silver linings that came from this difficult year. We’re not talking big, life-altering blessings, though there were plenty of those, too. We’re talking about the small joys and useful innovations to help adapt to the new world of remote working during a pandemic. So, in the tradition of The Sound of Music, “these are a few of our favorite things.”
Dec 02, 2020
Tommaso Padula lives in Milan, Italy, with his wife. He has a degree in business administration from Bocconi University, he currently works as a brand strategist at Artefice, an Italian brand consultancy firm, and he dreams of one day starting a business in the food sector.
He is also a Harvard Business School student who recently completed HBS’s online course, Developing Yourself as a Leader. As part of that course, he was granted access to Quantified’s platform to measure and improve his professional communication skills in the English language — both during the course and over the next twelve months.