Triple-A Sales Enablement: Adaptability - How to Drive Adoption of Mobile Sales Enablement Tools

In my last post, I talked about how sales enablement tools and data need to be available to reps in order to deliver high user adoption. This means the applications must have a high rate of reliability, and must be integrated with multiple systems to provide information (data) when and where needed, and in context. I’d now like to discuss the third of the triple As: adaptability.

Posted on January 25, 2017 in Mind of Jeff Gaus by Jeff Gaus
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Triple-A Sales Enablement: Availability - How to Drive Adoption of Mobile Sales Enablement Tools

In my last post, I talked about how sales enablement tools needed to be accessible to reps in order to deliver high user adoption. This means the applications must meet the reps when, when and how they work. I’d now like to discuss the second of the triple As: availability.

Posted on January 19, 2017 in Mind of Jeff Gaus by Jeff Gaus
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Triple-A Sales Enablement: Accessibility - How to Drive Adoption of Mobile Sales Enablement Tools

In my last post, I briefly discussed why mobility systems yield very low adoption rates: apathy, aggravation and antipathy. I also introduced the three design choices that will deliver high (80%+) adoption rates: Accessibility, Availability and Adaptability. In this post, we will focus on Accessibility.

Posted on January 17, 2017 in Mind of Jeff Gaus by Jeff Gaus
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Triple-A Sales Enablement: How to Drive Adoption of Mobile Sales Enablement Tools

It’s 2017 and, regardless of what one thinks of current events, we all have jobs to do, deadlines to meet, numbers to make and expectations to satisfy. And in the world of sales and marketing operations, it seems the expectations are endless. #Bigger. #Better. #Faster. #More. #IWantItRightNow.

Posted on January 10, 2017 in Mind of Jeff Gaus by Jeff Gaus
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Digital Tenacity – Why CEOs must focus on digital transformation

One of my co-workers is nicknamed “the Honey Badger.” The reason? He is fearless, he never quits -- he is tenacious. I call this out because of a recent report published by Gartner: 2016 CEO Survey: The Year of Digital Tenacity.

Posted on May 25, 2016 in Mind of Jeff Gaus , Industry Watch by Jeff Gaus
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The Most Startling Finding from Our State of Life Sciences Commercialization Report

Prolifiq recently conducted our First Annual State of Life Sciences Commercialization in order to: a) understand the landscape and b) establish a series of benchmarks for future comparison.

Posted on May 19, 2016 in Mind of Jeff Gaus , Industry Watch by Jeff Gaus
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Geoffrey Moore’s 7 Megatrends and How They Apply to Life Sciences Commercial Strategies

Ok, I will admit it: I am a fan of Geoffrey Moore. Not in the Grateful Dead deadhead sense; but, I have drawn a lot of strength and inspiration from his thinking. Crossing the Chasm, Inside the Tornado, The Future of Enterprise IT, and The Next Trillion Dollars have all inspired my team’s and my thinking. Moore is a man of prescience; he is uncanny in his ability to distill big things into simple observations we can act upon.

Posted on May 4, 2016 in Mind of Jeff Gaus by Jeff Gaus
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3 Digital Content Strategies for Selling to Doctors & Hospitals

 

The reality for life sciences sales reps is the “no-see” doctor. This trend continues to accelerate as more practices become absorbed into accountable care organizations (ACOs) and large-network integrated health systems (IDNs) and hospitals, and more graduating physicians are choosing to attach themselves to these practices rather than strike out on their own. According to Cegedim Strategic Data in “Sales force effectiveness: Change is the constant,” under these networks, rep access to physicians is severely curtailed, and in some markets such as the Midwest, 70% to 80% of all physicians are working for an ACO or an IDN.

Posted on December 1, 2015 in Mind of Jeff Gaus by Jeff Gaus
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AdvaMed 2015: Thinking INSIDE the Box

I just returned from three days attending the AdvaMed 2015 conference; this year was special as it was the 40th anniversary of the group. This event did an excellent job acknowledging all the group stands for and has accomplished.

Posted on October 13, 2015 in Mind of Jeff Gaus , Industry Watch by Jeff Gaus
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PharmaForce 2015: Patients at the Center

Two weeks ago we attended PharmaForce in Arlington, VA; overall, this was an excellent event with great content in the VIP Think Tank, the panel discussions and during the networking events. What I enjoyed most about this event was the mix of disciplines represented: sales leadership, marketing leadership, sales operations, marketing operations, analytics, and IT. Because of this, there was a lot of interaction between the speakers and the audience and among the audience members themselves.

Posted on September 9, 2015 in Mind of Jeff Gaus , Industry Watch by Jeff Gaus
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