From the Field
Real stories. Real conversations. Real lessons.
An ongoing collection of real experiences from pharmaceutical and healthcare sales, exploring the relationships, conversations and lessons that shape better professionals.
Communication
Silence Doesn't Mean Someone Isn't Listening
A quiet physician, months of one-sided visits, and the field ride that revealed how much he'd been hearing all along.
By D. Frazer · 5 min readRead
CommunicationHe Didn't Refuse the Representative. He Refused the Delivery.
A physician declined a visit — not the product, not the person. What that quiet moment revealed about the difference between the message and the way we deliver it.
By D. Frazer · 5 min readRead
RelationshipsOne of My Greatest Sales Lessons Was Taught at the Front Desk
One of the earliest lessons pharmaceutical sales taught me was simple: every person in the office matters.
By D. Frazer · 5 min readRead
Field LessonsWhat I Learned After I’d Already Hit My Call Target
One strong field day taught me a lesson about opportunity, consistency and managing a pharmaceutical sales territory.
By D. Frazer · 4 min readRead