The Difference Between "Great" and "Just Okay" Sales Reps? (It’s Smaller Than You Think)
The gap between a killer sales rep and an average one usually comes down to one simple thing: Doing your homework.
If you hop on a Zoom with a biotech exec and ask, "So, tell me about your business," you’ve already lost. They aren't listening anymore; they’re thinking about their failed Western Blot or what’s for lunch.
The fix is simple:
Be a professional stalker: Use AI to check their recent funding, published papers, or clinical trial results before the call.
Show Respect: Preparation isn't just about data; it’s the "entry fee" for their attention. If you respect their time enough to prep, they might actually respect you enough to listen.
Tip: Don't just show up. Show up ready!
