With all of the changes we’ve seen over the past year, one thing is for sure – sales teams have been reduced and redefined worldwide. Being forced to do more with less, many organizations realize they need to shift from tactical selling to strategic...
The following is a set of key findings and recommendations from ClarityES1 in terms of “what works” and “what doesn’t work” when endeavoring on Global SAM implementation. This will help create a globally consistent, (yet locally relevant) Strategic Account...
One of the most common mistakes SAMs and reps make is spending too much time and resources on opportunities that are not a good fit for their business. SAMs need to expand the conversation and ask strategic questions around a patient experience. This will...
The call for change….. As more companies take on the challenge of implementing SAM globally, it’s inevitable that the change factor comes up. And so it should. From Clarity’s perspective, it’s not a matter of if things need to change in the way your commercial...
In the ever changing landscape of healthcare, it can be hard keeping up with all the moving parts of a complete commercial excellence strategy. So we thought we would put together the “big picture” for you… From the voice of the customer to landscape education,...
Below are: 3 Emerging Trends in Effective Account Planning TREND #1: Account planning is becoming a team sport. The days of the lone individual are over when it comes to planning strategy and tactics for a large, major account. There’s far too much at stake to...
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