Publication
LinkedIn post · June 2026 · more than 12,000 impressions
Published 1 June 2026
Why strong HCP relationships can still produce weak results, and how thoughtful tension can move a conversation from friendly to productive.
LinkedIn post · June 2026 · more than 12,000 impressions
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.
More insights
Further articles and conversations.
How Consultative Selling Builds Customer Trust with Larry Freedman
Why challenging the status quo and asking the right questions turns relationships into action.
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.