Acronyms
RAM
Regional Account Manager
6 Critical Skills
Presence, Relating, Questioning, Listening, Positioning, Checking
What is SOC 2 when referenced with Nuctrac?
Certification for security. It is the tightest zip for a cloud based system
What is more important in a sales call than regurgitating statistics and talking about the product?
Building a relationship
“After a presentation, 63% of attendees remember stories. Only 5% remember statistics.” (Source: Chip and Dan Heath)
Where did Katrina go to college?
THE Ohio State University
ZOD
Zone Operations Director
Importance of the Understand Model
Gain critical information to differentiate yourself and win business
Make the customer feel heard
Add value with good questions
Tailor a winning solution
Build credibility and foster trust
Dosage depends on the _____ of the patient
Dosage depends on the weight of the patient
The second dose should be 3x the first
It takes a mere __ seconds to make a first impression.
seven (7)
Where was Katrina born & raised (city)
Cleveland (specifically Valley View)
IDN
Integrated Delivery Network
__________ shows that we are prone to discount, dismiss, or oppose information that is new or conflicts with our beliefs because it creates emotional discomfort
Cognitive Dissonance
During stress testing, patients exercise to __% heart capacity
85%
This chemical is released in our brains to give up the feeling that we are connected to someone, helping to foster trust
Oxytoncin
Names of her 2 cats
Luka & Lilo
ASP
Average Selling Price
Four Ps of Questioning
Prefacing - Introduce your question with a rationale to make you and the customer more comfortable with the question and to encourage a more complete response
Pursing - Ask drill down questions in order to go deeper into something that the customer said that is vague or broad to learn more about the customer’s thinking
Pacing - Maintain an effective pace that allows your customer time to think and respond
Phrasing - word your questions to be most effective
Macrophages
__% of deals require 5 follow-up calls after a meeting
“80% of deals require 5 follow-up calls after a meeting. 44% of salespeople give up after 1 follow up” (Source: The Marketing Donut)
What 2 instruments does Katrina play?
Piano & Ukulele
DAPA
Distribution and Pricing Agreement
What are 3 ways you can portray credibility, confidence & conviction (PRESENCE MODEL)
Use effective nonverbals (Body Language).
Use effective verbals (Tone, Pace, Word Choice, etc.)
Show your preparation by referencing actions taken, information gathered, research done.
Portray a strong belief in your background, relevant experience, and the value you bring.
Leverage experience and examples to connect value.
Choose strong language to shape perceptions.
Leverage your natural style to be authentic and genuine in your words and actions.
Show comfort with silence. Use silence to emphasize key points
Show that you are well organized and have a clear game plan for the conversation.
Guide the conversation to link value to needs.
Use facilitation techniques to manage the meeting flow, time, people, and outcomes.
Demonstrate appropriate assertiveness (e.g., willingness to ask thought-provoking questions, proactively offering ideas to shape perceptions, etc.).
Lymphoseek was purchased from what pharmaceutical company?
Carindal Health purchased Lymphoseek (2016) from Navidea Pharmaceuticals.
Cardinal has full production & selling rights for Lymphoscintigrapy
Lymphoseek was FDA approved in May 2013
What are the 3 account segments?
Early Adopter
Best in Class
Financial Health
List 2/6 *paying* jobs that Katrina had during undergrad
-Cardiac Research Assistant
-Chiropractic Office Manager
-University Tees Campus Director
-Doggy Day Care Worker
-Babysitter
-Tutor