The Quantified Communications Blog

  • Jun 09, 2021

    The New Science of Training Sales Reps

    When it comes to satisfaction at work, the ability to achieve our individual and collective goals is paramount. For many professionals and teams, however, the biggest obstacle to those achievements is the lack of opportunity to develop and hone the skills that are foundational to success.

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  • May 17, 2021

    AI Will Never Replace Human Interaction…But It Can Dramatically Enhance It

    As artificial intelligence has spread from industry to industry, automating some jobs entirely and transforming others, it’s brought two big, scary myths along with it. First, that it will take away all our white-collar jobs, leaving business analysts, hedge fund managers, doctors, and lawyers unemployed and adrift. Second, that it will wipe out humans’ need to interact with one another—that we’ll become so accustomed to doing business with robots that we’ll lose our ability to create and maintain personal connections. Respectfully, we at Quantified disagree with both.

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  • May 13, 2021

    How Are Data and AI Enhancing Pharmaceutical Field Forces?

    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.

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  • Apr 05, 2021

    The Definitive Guide to Virtual Sales Success

    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.”

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  • Mar 29, 2021

    Webinar Recap: High-Performance Selling in a Virtual World

    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.

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  • Mar 03, 2021

    10 Ways to have Better Video Calls with Prospects Every Time

    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.

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  • Feb 25, 2021

    High-Performance Selling in a Virtual World

    Free Webinar | March 10, 2021 | 11:00 a.m. CST
    Register here

    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.

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  • Feb 23, 2021

    Insights into Influence: An Inside Look

    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
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  • Feb 01, 2021

    3 Ways Inclusive Leaders Communicate

    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.

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  • Dec 17, 2020

    Introducing the Buyers' Guide to Communication Skills Training

    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.

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