Keith Willis

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Leveraging AI for Enhanced Sales Management: Empowering Your Team and Boosting Results

In today’s dynamic business landscape, sales management is experiencing a paradigm shift with the integration of Artificial Intelligence (AI). AI has emerged as a game-changer in optimizing sales processes, providing valuable insights, and empowering sales teams to make data-driven decisions. In this blog post, we will delve into how AI can be effectively harnessed to

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AQ 101: Simple tips to help you get better at Answering Questions!

Introducing Dr. Brian Glibkowski: Answer Intelligence (AQ)™ Pioneer, the trailblazer behind Answer Intelligence (AQ)™ – a scientific approach that redefines answers in business and life. This groundbreaking concept, based on his academic research, identifies six answer types (story, metaphor, theory, concept, procedure, action) for leaders to amplify their influence. Dr. Glibkowski’s peer-reviewed study involved 25

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How to Create a High-Performance Sales Culture

In today’s highly competitive business environment, creating a high-performance sales culture is crucial for a team to achieve their sales goals. Culture affects the nature of the interaction between sales representatives and the manager’s decisions. The sales team’s culture affects competitiveness, team dynamics and sales ethics. A high-performance sales culture boosts productivity and revenue and

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The Impact of Emotional Intelligence on Sales

Emotional intelligence (EQ) is the ability to be aware of one’s own emotions and the emotions of others, and to manage them in a productive and empathetic manner. Studies suggest that EQ is as important as IQ for success in a sales role, with emotionally intelligent sales professionals performing better than their non-emotionally intelligent peers. In the

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Five Ways to Create a Culture of Sales Accountability

If you work in pharmaceutical sales, you know that it’s a fast-paced industry that demands results. You’re constantly under pressure to meet quotas, satisfy clients, and keep up with ever-changing regulations. And when your reps aren’t performing as well as you’d like, it can feel like an uphill battle. As a leader in this industry,

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The Impact of Culture on Organizational Agility

I recently finished my certification on Adaptive Mindset for Personal Agility workshop. TRACOM’s Unlocking Personal Agility course instructs participants about their mindset and biases that prevent them from optimizing their personal agility and shares specific strategies for participants to optimize performance. Organizational agility is the capacity to spot and exploit opportunities in fast-changing environments. Companies

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Three Reasons to Develop Advanced Curriculum for Pharma Reps

The pharmaceutical industry has always been an essential aspect of healthcare, contributing to the development of innovative therapies and treatments that help millions of people worldwide. However, as the industry continues to evolve, it is becoming increasingly apparent that there is a significant lack of advanced curricula for pharmaceutical representatives. This situation has arisen mainly

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