Useful Advices - Business

Let's talk about the fact that a lot of companies actually fail when it comes to telesales and telemarketing deployments because they fail to follow some of the key principles. So let's talk about what some of those failures are and how you can avoid thos

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

e if you're looking to employ telesales and telemarketing functions. First of all, a lot of companies assume that if they just bring people in and stick them on a phone, give them a list and stick them in a cubicle that they'll be able to do fine on their

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

Examples of combination products may in

own. And telesales and telemarketing is a really, really hard job and it requires a very specific skills set, a lot of unique DNA, which you won't find in another sales person, and also a lot of coaching.

The first thing is probably the fact that telesa

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

les, because people who work in this kind of industry face a very, very high level of rejection, they have to have an extreme level of ego resilience and a willingness to rise above getting the phone slammed on them all of time and continue to make calls u

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

ntil they find the magic approach for getting through to potential prospects, warming them up and engaging them. So, a lot of companies hire the wrong people for this without testing and profiling to make sure that they've got the necessary DNA and that t

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

Combination pro

hey've got high ego resilience. Second of all, once they hire them, they put them into a back room, give them a list and a phone and tell them to go to work and neglect to coach and manage them. Third, many times they fail to develop a rigorous process r

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

elated to the planning, execution, and follow up to each telesales call. And without a strong process, you're just not going to make it in telemarketing and telesales. Fourth, many times companies fail to provide the effective, day to day and moment to m

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

oment management supervision that's required in order to effectively coach telesales and telemarketing professionals to a higher standard. Fifth, a lot of companies assume that they know how to do telesales and telemarketing but unless they actually have

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

somebody who has this high level of expertise, which most sales managers don't, often times they find out that it's not enough to set up the function and the real magic comes from having somebody who understands the telesales and telemarketing process and

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

who can really micromanage the deployment of that process, the hiring of the correct people, their coaching, the continuous improvement in the call methods and approach until the results are being gained.

So if you're thinking about setting up telesales o

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

r telemarketing or outbound prospecting and lead generation for your company, you should consider whether or not you have the inside talent in your company with proven experience and track record to deploy this kind of function and really make it work. A

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

Following aspects would a

lot of companies figure oh, this could be easy, it couldn't be that hard, and then they fail miserably. We've seen many clients that have taken that sort of approach and spent large amounts of investment trying to get their telesales and telemarketing fun

dd to the challenges in developing combination products:

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

ctions to be productive and when they couldn't do it ended up just shutting it down and saying, oh telesales or telemarketing doesn't work for our business. Well the fact is, it can work for any business. Whether it be business-to-business or business-to

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

-consumer, again, the best in class companies are using this sort of approach and methodology to improve their lead generation, drive higher efficiency into their sales force, reduce their cost and accelerate their overall revenue growth.

We have many cli

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

ents that have actually produced outstanding results using this kind of operation, including a construction company that hired us to come in and deploy a telesales activity so that they could get into major accounts where they could do multiple, ongoing co

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

nstruction projects. As a result of deploying this activity in their company, their sales have more than doubled in the last two years. Another company that we recently did a revamp on their outbound telemarketing activity for experienced a 500% increase

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

Professional from academic institutions, pharmaceutical industries, health care indust

in their close ratios as a result of doing a detailed assessment, modifying their call approach, hiring additional telesales talent, training them to the process and coaching them to success. So we've seen lots of companies that have been able to greatly

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

increase their telesales effectiveness by bringing in consultants.

Another example is a manufacture of consumer electronic displays that used Cube Management as a telesales consulting function in order to dwindle down the number of dealers that they were

.

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

using for selling their products and really focus on the ones that had the best potential. Another example of a company that we're working with today is a software company that develops power quality systems for the utility and large manufacturing indust

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

Companies that provide selfless information through particip

ry. These are all just some examples of how companies are using telesales, telemarketing, and lead generation across a multitude of industries in order to rapidly increase their pipeline, reduce their sales cycle and improve their overall sales efficiency

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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People know how hard it is to find someone who wants to buy what they have, and once they have cash in hand, they just can't turn it away . . . even if it means making a little less.

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Useful Advices - Why Telesales/ Telemarketing Deployments Fail

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