You Are in the Friend Zone and It’s Killing Your Numbers
Why strong HCP relationships can still produce weak results, and how thoughtful tension can move a conversation from friendly to productive.
Publications & podcasts
Practical thinking for better selling, coaching, and leadership.
A collection of publications, articles, and podcast conversations that reflect Inspire Impact’s thinking on pharmaceutical selling, coaching, leadership, and behavioral change.
Publications
Published articles.
Written for LTEN Focus on Training and other industry publications, on HCP engagement, closing, and coaching sales teams. LTEN is the Life Sciences Trainers & Educators Network, a professional organization serving learning and development professionals in the life-sciences industry.
Helping Uncover Unmet Needs: A Training Imperative
Why meaningful discovery, not more product messaging, is essential to creating customer relevance and movement.
Take the Pressure Out of Closing
How trial closes reduce resistance, uncover what the customer needs, and help pharmaceutical sales conversations end with a clear next step.
10 Tips to Help New Managers Succeed
Practical guidance for leaders making the critical transition from individual performance to developing others.
How to Train the “Creepy” Out of Closing
A customer-centered approach to earning commitment without making the conversation feel forced. Tara Cafaro and Martino Hroncich, outstanding sales professionals, assisted with the article and helped spread persuasion selling throughout the sales organization.
Podcast appearances
Conversations on selling and leadership.
Longer-form discussions on what moves customers off the status quo and what separates a manager from a leader.
How Consultative Selling Builds Customer Trust with Larry Freedman
Why challenging the status quo and asking the right questions turns relationships into action.
The “Success Sequence” of Leadership
Larry discusses the leadership choices that create stronger teams, greater ownership, and sustainable performance.
The Leadership Success Sequence
A conversation about building relationships, creating culture, enhancing capability, and driving results, in that order.
Bring the ideas to your team
Turn insight into field execution.
Explore a customized workshop, keynote, or coaching engagement built around your commercial challenge.