A Biotech Sales Process that Works from Lareal Lipkins and Sanguines Chelsea Bouvier
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This is episode 639.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today\'s show featured an interview with L\'areal Lipkins and her client Chelsea Bouvier, Sales Manager at biotech research company Sanguine. IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
L\'AREAL\'S ADVICE:\\xa0 "Slow down to speed up and ask \\u201cWhere\\u2019s there a gap?\\u201d What\\u2019s the behavior that\\u2019s driving that gap? What\\u2019s the belief that\\u2019s behind that? What are the behaviors that we\\u2019re doing or not doing that is generating that on the back end? Is it something cultural that as an organization we have these beliefs around our industry, our product, the economy, whatever it is, that is creating those behaviors or lack thereof, that is getting the results that we\\u2019re getting or not getting on the back end?"
CHELSEA\'S ADVICE:\\xa0 "Stay consistent and go in with an open mind if you\\u2019re changing your sales process. Often, salespeople are close headed, \\u201cHey, it\\u2019s working,\\u201d but you\\u2019re not always open to, \\u201cWhat else can I do to be better?\\u201d You\\u2019re just scared, what could go wrong? I would certainly say be open and then be consistent."
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