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 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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  • Sep 30, 2020

    The Secret to Sales Success: Enable Every Rep to Meet Quota, Every Time

    In the first weeks of the COVID-19 pandemic, businesses across the globe hunkered down, cutting costs where they could and scrambling to stay afloat. It was quite the finale to the first quarter of 2020. But now, as we’re wading into Q4, something has changed. We haven’t eradicated COVID yet, and most of us aren’t back in our offices. But businesses have come out of that initial defense and stabilization mode, and they’re looking for ways to continue serving their customers, bringing in revenue, and building the momentum they’ll need to remain competitive when the economy rebounds.

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  • Sep 13, 2017

    Measuring the #1 Trait for Sales Success

    The secret to ensuring every sales rep exceeds quota every time? Communication. And, for the first time, sales team leaders can measure every aspect of their reps’ communication skills, then use hard data to drive lasting improvement—and increase revenue.

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