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Useful Advices - Rediscover A Proven And Easy Way To Increase Sales And Productivity
Recently I was listening to Kelly Hrudey, former LA King goalie, and now a Hockey Night In Canada commentator. He was taking calls when a father of a young and budding goalie, asked what is the one piece of advice Hrudey would give to the young and perhaps future star. Now you would think that if it came d
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
own to one thing, the one thing that would really make a difference, perhaps change the young man’s approach, it would have to be profound and special, something perhaps not obvious to hockey neophytes, and certainly not something that the average Joe public could deliver. Can you guess what he said?
His
His
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
advice was: “Tell him to keep his eye on the puck!”
Keep his eye on the puck? there is something only years of experience in the NHL could bring? What’s more, the reason the whole thing stuck with me was that the following day, Scott Morrison, another hockey expert and sought after sage, reinforc
Keep his eye on the puck? there is something only years of experience in the NHL could bring? What’s more, the reason the whole thing stuck with me was that the following day, Scott Morrison, another hockey expert and sought after sage, reinforc
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
d Hrudey’s comments. Stating that he was listening, and wanted to reiterate how important it is to “keep your eye on the puck”, imagine that. They both went on to explain that while it may seem obvious, there are so many things to distract a goalie, concentrating on the basics becomes an on going challenge
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
, and a key fundamental that has to constantly practiced and reinforced.
Now you are wondering where the parallel is to sales and productivity? Simple, success in sales follows a consistently straight forward path. Contrary to popular belief, sales is not about closing, although many will tell you that, e
Now you are wondering where the parallel is to sales and productivity? Simple, success in sales follows a consistently straight forward path. Contrary to popular belief, sales is not about closing, although many will tell you that, e
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
pecially after the big scene in “Glengarry Glen Ross”, where the reps were crudely reminded to “always be closing”, ABC. And while coffee may be for closers, success comes to those who can get appointments and develop a consistently healthy pipeline.
The fact is that Sales come from <
The fact is that Sales come from <
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
strong>Prospects, and Prospects come from Appointments. It's true for inside reps as it is for outside reps; it's true for “complex long sales” to five minute phone sales. If you are not getting in front of people, you are not going to have real prospects in
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
our pipeline. A healthy pipeline is the easiest way to ensure sales.
But wait, we are not there yet, here is your Kelly Hrudey sales moment: One of the most effective ways to get Appointments to convert to prospects is Cold Calling.
A recent article at BusinessWeek.com once again reconfirmed this. In a p
But wait, we are not there yet, here is your Kelly Hrudey sales moment: One of the most effective ways to get Appointments to convert to prospects is Cold Calling.
A recent article at BusinessWeek.com once again reconfirmed this. In a p
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
iece called “Is Cold-Calling Really Dead?” they cited a survey of 700 business leaders focused on effective business generation, where cold calling came in just behind referrals as t
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
e most effective means of driving business.
But before you go off thinking you can cut out cold calling and get new business from referrals, there are a couple of basics to deal with first. Most sales reps are not much better at cultivating or monetizing referrals than making cold calls. It feels more pro
But before you go off thinking you can cut out cold calling and get new business from referrals, there are a couple of basics to deal with first. Most sales reps are not much better at cultivating or monetizing referrals than making cold calls. It feels more pro
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ductive because it does not have the high rejection factor cold calling does. The number one reason reps don’t like to cold call is the high level of rejection, real or perceived. As a result, they will do anything to avoid it, as a sales manager at a wireless company once told me, when it comes time to pr
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ospecting (i.e. cold calling), there is always a battery that needs to be driven across town to a “very important” customer. So with a high perceived rejection factor, comes a high reluctance factor.
This is the reason for the proliferation of programs and methods promising prospects without the need for
This is the reason for the proliferation of programs and methods promising prospects without the need for
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
old calling. This reminds us of informcial for “motionless exercise” and miracle weight loss. The reality is that as with any exercise regiment, nothing works better than consistent implementation of a disciplined routine.
If you look at the facts more closely, a different reality exists. Most people who
If you look at the facts more closely, a different reality exists. Most people who
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
complete and fully implement our Appointment Making program generally convert 16% to 25% of conversations resulting from a cold call to appointments, and about 50% of calls result in conversations (this includes getting return calls from voicemails left). Add to that the relative low cost and minimal time
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
equired to attain these appointments and you can see why cold calling is much more effective than most reps will recognize or admit.
Combine referrals with cold calling and you have a powerful means of ensuring that your pipeline is full with enough real prospects to drive your objectives and results. I h
Combine referrals with cold calling and you have a powerful means of ensuring that your pipeline is full with enough real prospects to drive your objectives and results. I h
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
ave a former participant in a program who has truly mastered the art of referrals. But he always points out two things, that referrals still have to be engaged, and a time has to be scheduled to initiate the sales process. This may be simple with “warm referrals”, but can be a challenge for common referral
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
. The other thing he points out is that he regularly cold calls to ensure that he a has a steady source for new referrals. He wants to consistently expand his networks, and at the same time build new networks. He understands that everybody he meets know some 250 other people, he regularly cold calls to bri
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ng in new connections of people with 250 connections.
To fully exploit both referrals and cold calling to generate a sufficient amount of leads, appointments and prospects, you need a method guaranteed to help you put into practice a proven and easy (not effortless). You need to develop the discipline and
To fully exploit both referrals and cold calling to generate a sufficient amount of leads, appointments and prospects, you need a method guaranteed to help you put into practice a proven and easy (not effortless). You need to develop the discipline and
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
commitment to constantly and consistently implement a regiment of getting in front of new prospects. This may sound as simple as keeping your eyes on the puck, but then again, of the thousands of would be hockey players very few make it to the pros. Of the thousands of would be sales people, the ones that
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
deliver year in and year out are the ones that see a sufficient number of prospects week in and week out. To find out how you can get your team to keep their eye on the prize, visit Appointment Making Program, or contact us directly
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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