Useful Advices - Business

Sales Managers are often faced with the dilemma of ensuring their sales team are managing highest quality relationships with their current customers as well as (a) gaining new business and (b) commen

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

cing the ‘win back' process on worthwhile lost accounts.

Sales Managers need to ensure their sales people allocate a portion of their time (it may only be 5-15% of available time) to (a) and (b) abo

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

ve. Detailed below are the key steps to acquisition and win back - as well as a lead generation guide, which will ensure more effective and efficient outcomes for your people as well as a higher degree of success.

<

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

strong>New Business Acquisition

Turning Cold into GOLD. A new business acquisition guide for your sales team.

1. Have a plan. 20 minutes of planning per day will improve your productivity. Your people will

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

leverage their time for more effectively.

2. Have clear, personal goals for each call you are going to make. Which leads me to the next step.

3. Don't make cold calls! Research each call as much as you can conduct

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

industry research, phone the company and get decisionmaker names, ask colleagues if they have any knowledge of the company - find out what you can but watch out for 'over preparation'.

4. Ensure all tools, resource

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

s are to hand. Analyse each call and make planned, systematic improvements as you progress.

5. Have a plan for turning gatekeepers into advocates. E.g. courtesy, friendliness, obtain/use their name and keep your con

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

versation brief and professional.

6. When opening a call with the decisionmaker, here is a successful four part formula:

a positive, confident introduction;
confirm their status (are they the righ

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

t person?);

give the reason for your call: make it short and make it of value to them!

Ask for their time, before you proceed.

7. Be aware that you are selling YOU - not a produ

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

ct or service - at this stage.

Then, refer to the last section of this article - Lead Generation - Your Guide to Making a Sales Appointment.

Lost Business Win Back

If they were valued customers, t

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

en your people need to plan a ‘win back' strategy.

1. Determine WHY the business was lost - internal and external factors.

2. Determine IF the business is worth winning back.

3. Determine WHAT needs to be done to

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

win the business back. Prepare a step-by-step plan.

4. Determine WHO is now the decisionmaker at this business - same person or new blood?

5. Determine HOW to approach this business e.g. write a letter/make an offe

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

r/update on new services ...?

6. Consider a special offer to regain the business (especially if your Company shares the blame for the split) but do not alienate current customers!

7. Set goals for the call; have a

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

purpose.

8. DO IT.

9. Analyse results; improve as you proceed with your lost business reactivation campaign.

Don't sit there and wait for business to come to you - get your people on the phones to gain
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

>NEW business and REACTIVATE lost accounts.

Lead Generation - Your Guide to Making a Sales Appointment

Below is a guideline for that first time call, to gain an appoi

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

ntment (new business or lost account win back) - first time.

Introduce yourself, let the decisionmaker know where you are from - in a firm, confident voice.
Briefly confirm that the person you are

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

speaking to is the person you should be speaking to.

Give a reason for the call e.g. an introduction of yourself/desire to meet the person/talk about benefits you offer - be brief!

Close by offeri

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ng two available days/timeframes: ‘Would you be available for a meeting on __________ or _________?'

If OK - confirm necessary details and terminate the call. You have the appointment - don't move

.

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

into a ‘selling' mode!

If an objection is put forward, compile a list of possible objections (e.g. too busy, happy with current supplier, tied up in a contract ... you have heard them all before) and formul

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ate a short response, ending with one more request for an appointment.

If that fails, offer to keep-in-touch and arrange to contact them from time to time. Now, find a reason for that next contact!

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/38315/usefuladvices-Turn-Cold-Into-Gold--How-Your-Sales-Team-Can-Increase-Sales-By-Effective-Telephone-Contact.html">Turn Cold Into Gold – How Your Sales Team Can Increase Sales By Effective Telephone Contact</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38315/usefuladvices-Turn-Cold-Into-Gold--How-Your-Sales-Team-Can-Increase-Sales-By-Effective-Telephone-Contact.html]Turn Cold Into Gold – How Your Sales Team Can Increase Sales By Effective Telephone Contact[/url]

Laser cutting is a technology that uses a laser in cutting different kinds of materials, mostly metals such as carbon steel, aluminum, stainless steel and copper alloys. It is widely used in the metal fabrication industry to increase cutting speed and cutting capacity, reduce production costs, increase productivity and improve cutting quality.

Anyone seeking work in the computer services industry will need an information technology resume. I've included a link to a sample resume at the bottom of the article. This resume can be used as reference when writing your own.

When was the last time you sat through a terrible presentation using computer projection? When was the last time you gave one?

Tags

Links

Useful Advices - Turn Cold Into Gold – How Your Sales Team Can Increase Sales By Effective Telephone Contact

Related Articles: