Last week, I was sitting in a workshop where the theme was a customer-focused selling program. Now I'm all for customer focus in every aspect of business. That's what it's all about. But something …
SPBT re-cap
It's Friday morning, and I had no intention of writing a blog post or putting out a Friday Collection newsletter this week. Usually, at the end of a conference, I am so physically and emotionally …
Pharma Sales Reps – Evolution or Extinction?
From Pharmaceutical Representative magazine (June edition), an article co-written by Pam Marinko and me, on the need for pharmaceutical sales practices to evolve with the changing market. This …
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Training the “Gamer” Generation
Last night, I attended an excellent presentation given by Dr. Karl Kapp, a familiar speaker on the training circuit (he gave a presentation last year at the SPBT conference). Dr. Kapp is a Professor …
The demise of VitesseLearning
Canadian press release here (Vitesse had merged not long ago with Canadian provider Provinent). I had a high opinion of the original U.S.-based VitesseLearning team, and enjoy collaborating with …
Pharmaceutical Sales – tipping point?
For years, I've wondered when the tipping point would come. The pharmaceutical sales model is under increasing pressure, from managed care mandates, from regulation, from public and political …
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