Peter Francis, President of Clinical Labs Sales Training, brings fresh insight for focusing your sales strategy.
24. Social Norms
This episode is about social norms, or as some people call it, the herd theory. Understanding social norms can be your best friend in sales, and here’s Peter to explain how.
23. A Retake on C Difficile Testing
This is episode is called A Retake on C Difficile Testing, and comes from the Lab Backgrounder Newsletter, which you can subscribe to at ClinLabSales.com.
22. Instituting Higher Standards
In this episode you’ll learn how to enhance your lab’s reputation, especially through the departments that regularly interact with clients or their patients. Peter explains the importance of offering continuous training to build extraordinary levels of customer satisfaction.
21. Improving Sales Performance
If you want your sales reps to progress, then they have to be willing to change. But we all know that’s not easy. In this episode Peter examines 4 truths behind making lifelong improvements in sales performance.
20. Hiring a Lab Sales Rep
This episode is for those of you who want to hire a first-class lab salesperson. What are the key qualities to look for? And how important is experience vs. inner abilities for a field rep? Hiring the right person is super important, and getting the wrong person can be very costly. Here’s Peter to help us out. Originally published July 2009.
19. Developing a Strategy
In this episode Peter encourages us to develop a competitive business strategy that all employees know and implement. He shares the three essential components of a strategy and how to put them all together for success. Originally published August 2010.
A must-listen for anyone involved in lab sales. Veterans and rookies alike should definitely give a listen.
It's obvious Peter has tremendous experience in this field. Personally, I appreciate his willingness to share some of his knowledge in podcast format. The content is honest and practical, yet incredibly useful in the field.