How To Build A Resilient Sales Identity

By Jeff Riseley, Founder of Sales Health Alliance

There is a lot of bad advice going around these days like:

“You shouldn’t attach your identity to your work if you want to be happy.”

Often these types of comments strike the perfect chord with people who are experiencing burnout. It helps them feel heard, seen, and understood, while simultaneously pointing the finger back at work.

When you’ve been carrying the burden of unrelenting work deadlines, the relief you feel from someone telling you it’s okay to take a break and not care so much can be intoxicating.

“I’m stressed because of work. It’s work’s fault.”

While work is likely a major factor in fueling your burnout, work is something you’ll spend ~90,000 hours doing in your lifetime, which means trying to separate your identity from work may not always be the best approach.

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Understanding What Your Customer Needs to Solve

Key strategies from the healthcare and biopharmaceutical industry that any SAM can incorporate.
By Janice Nissen

As account managers in our respective industries, we have — no doubt — developed a detailed understanding of our customer’s journey. Identifying their pain points and how to solve them are, at this point, table stakes. 

However, with the amount of variation that we now see in changing customer expectations, new channels of information and communication, and disruptors to traditional buying patterns, it becomes incredibly important that we, as account managers, are seeking a more holistic approach toward understanding of our customer’s journey.

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