August 28, 2021 Adam Norton

Why are generics so popular on today’s pharmaceutical market?

Cialis is the second most commonly used drug for the treatment of erectile dysfunction. It is only slightly less famous than Viagra, the first drug that proved to be an effective and safe way to restore potency. Cialis was registered in 2003, while Viagra – in 1998, and a couple of years later, firmly established […]

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August 26, 2021 Adam Norton

Are Your Superstar Sellers Disguising Bad Management?

Question: You have two sales managers, each with 10 reps on their team. Manager 1 achieves 100% of his goal every quarter while Manager 2 achieves just 75%. Which is the better manager? The obvious answer is Manager 1, right? And because it seems so obvious, most companies will end the inquiry there. If a […]

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August 19, 2021 Adam Norton

The Importance of Simplicity: What Einstein Can Teach Salespeople About Simplicity

  Albert Einstein, arguably one of the greatest minds of all time, had a lot to say about simplicity. At VantagePoint, we agree with him. One of his famous quotes puts everything into perspective: “if you can’t say it simply, you don’t understand it well enough.” Throughout our history, we’ve done extensive research that led […]

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August 12, 2021 Adam Norton

The Importance of Simplicity: How Top-Performing Sales Manager’s Laser Focus Drives Results

  All sales managers want to get it right. Just tell me the right way to manage and coach my salespeople and I’ll do it. Oh, how provocative is the fallacy of the one perfect approach. We want the magic pill, the final answer, the definitive solution. Everyone wants the secret sauce. Alas, it doesn’t […]

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August 5, 2021 Adam Norton

3 Signs That Your Forecasting Demands Hinder Sales Productivity

As a sales leader, you put the execution of your go-to-market strategy in the hands of your sales force. The larger your sales force, the more likely it is that you are out of touch with the day-to-day realities of the front line. The further you move from the action in the field, the more […]

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