Episodes
163 | Training Starts with Trust
In this episode, Liz and Rachel dive into the interview with Sarah Keenan about commercial training. They discuss their thoughts on a competency model, how and why to certify (or not), and the benefits of developing a learning culture. The episode ends with a reflection how training starts with trust: without it, your training just won't be effective.
162 | Creating a Learning Culture with Sarah Keenan
This week Liz is joined by Sarah Keenan, VP of Commercial Excellence, to discuss the importance of building physician and rep competency for commercial success. In their conversation they dive into how to create a learning funnel, assess competency, and partner with hospitals to track training. Listen in for how to create a culture of learning at your organization.
160 | Go-To Market Strategy: An Interview with Sandy Waugh Ruggles
Are you ready to launch? This week, Liz is joined by Sandy Waugh Ruggles to discuss go-to market strategy. In their conversation, they discuss the importance of identifying targets early and training commercial reps on those targets so that they can best sell the product. Sandy shares why she recommends utilizing psychographic descriptors for targeting and the importance of gaining alignment on these targets prior to launch.
139 I Case Study: Commercial Product Launch
In this episode, Liz & Rachel discuss a recent commercial product launch they worked on in partnership with a company and the other consultants the company had hired. During their conversation, they cover their key learnings from the experience and the action steps they (and the company) took to ensure all deliverables were consistent, on-brand, and on time.
91 I Q&A: What’s the best sales process?
We often get asked, "What's the best sales training process?" The truth is, we're process agnostic. We just want a sales process that works for you and your organization. In this episode, Liz and Rachel share their best practices for selecting a sales process to fit your needs.
90 I Case Study: Developing an Objection Handling Playbook
Cumby Consulting recently partnered with an organization to identify why reps weren't closing sales for the long term. Over the course of 6 weeks, Cumby Consulting partnered with focus groups to uncover the need, brainstormed with key stakeholders to identify objections, probing questions, and key messaging, and deployed a Sales Playbook for reps to use in preparing for conversations with their customers. Listen in to hear what they learned along the way!
89 I Executive Insights: Time for *Another* Sales Process?
Executives, is your new VP of Sales requesting a change to the Sales Process? How do you know when to let her do her thing and when to ask her to jump into what the company is already doing? Tune in as Liz & Rachel discuss the questions they'd ask the VP of Sales when requesting a process change.
88 I Navigate Sales Processes & Overcome Objections with Dante Salvetti & Ryan Lange
Join Liz as she sits down with sales experts Dante Salvetti and Ryan Lange, who together offer years of invaluable experience in the industry. From prospecting to closing deals, their practical tips and insights are applicable for sales professionals at all levels. Tune in to learn how to successfully navigate complex sales processes and effectively handle objections today.
61 I Creating a Lasting Field Sales Training Program: Insights from Tim Lew
Liz is joined by Tim Lew to discuss the crucial topic of building a successful and lasting field sales training program. Throughout the interview, Tim shares his insights on collaborating with all stakeholders to create a consistent and engaging training program that follows adult learning principles. He emphasizes the importance of selecting the right leaders to run these programs and delves into why it matters for the success of the initiative.
35 | The Tools & Technology of the Trade
There are so many tools & technologies out there to enhance your training programs, so where do you start?
