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Conversations, tools and strategies to multiply your sales

Sales Fiction Podcast Ep 07: To Script or not to Script

When I first started in medical sales - I was way out of my league. For one, I didn’t have any actual ‘sales’ experience - unless you count selling candy door to door for Campfire when I was 8.

The really intimidating part was that I didn’t have much of a science brain. I mean, I was a communications major at Washington State for pete’s sake. So the thought of talking about complex medical conditions and treatments with people who actually went to medical school was moderately terrifying. 

While 6 months of training might seem like a lot, compared to 4 years of medical school, plus residency and actual patient experience, it felt like I was going in a bit underprepared.

What saved me was rote...

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Sales Fiction Podcast Ep 06: How to avoid micromanaging

Everyone hates working for a micromanager - but how do you know if you are one?

Take Julie for example - she’s been in sales for 10 years and loved her job, that is until she got a new boss.  All of a sudden, she was getting calls multiple times a day, being asked about every account, every detail of her expense report, and how many calls she was making throughout the week.

After just a few weeks, Julie started to feel like her new boss didn’t trust her and over time she started making sure she was keeping her boss happy instead of focusing on her customers and the bigger picture results. 

Not only did she start to hate her job, but her sales numbers went down well.

You don’t want to be that boss. 

While...

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Sales Fiction Podcast Ep 03: Hyperfocus your training for better results

When you have a small team and you need to produce big results, it’s essential that every member of your team is performing at their best.

Training and skill development is one area that can make a dramatic difference in your team’s results – but when you’re small, having the time and the bandwidth to continually train and mentor your team can feel overwhelming.

So, who do you hyper-focus your time and energy in training in a way that will have the biggest impact?

In this episode, we’ll dive into some of the key principles that will help you focus your training efforts for maximum growth. 

I’ve been thinking a lot about how to develop your sales team over time. The framework I’ve been using...

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