Tags |
|
|
Links |
|
|
Useful Advices - $13 Million Found With This Sales Strategy
The story you are about to hear is true.
With the implementation of one well-crafted sales tactic, Gene surprised himself by making one phone call and getting a meeting with a senior executive. A man Gene and
With the implementation of one well-crafted sales tactic, Gene surprised himself by making one phone call and getting a meeting with a senior executive. A man Gene and
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
his team had been pursuing for more than one year!
The contract ended up serving the executive so well he had no reason to renew current contracts with eleven of Gene’s competitors.
What a day that was! Bette
The contract ended up serving the executive so well he had no reason to renew current contracts with eleven of Gene’s competitors.
What a day that was! Bette
; 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
yet, the days that follow continue to be lucrative with a steady flow of sales coming from the powerful strategy used that day.
One cold call, one meeting, one $13 million contract … ba-da bing, ba-da boom!
One cold call, one meeting, one $13 million contract … ba-da bing, ba-da boom!
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Play-by-play reports of big sales bring shivers of delight to sales professionals. We meet. We talk. We share our stories of success. After all, that’s where we get out jollies! We thrive on closing the deals .
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 no one appreciates the sophisticated subtleties of these stories like other sales professionals
The best-of-the-best know that within each story are nuggets of learning that will …if unearthed and applie
The best-of-the-best know that within each story are nuggets of learning that will …if unearthed and applie
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
d … add greatly to their own success.
Gene decided to try calling this executive cold, without a “warm” introduction. His reasoning was, “I’ve spent months trying to get a hold of this guy. I have nothing to l
Gene decided to try calling this executive cold, without a “warm” introduction. His reasoning was, “I’ve spent months trying to get a hold of this guy. I have nothing to l
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
se by calling his office myself.”
Gene called, spoke with his prospect’s executive assistant, and requested a 20-minute meeting.
When the gatekeeper asked the question asked by all gatekeepers, “What’s this m
Gene called, spoke with his prospect’s executive assistant, and requested a 20-minute meeting.
When the gatekeeper asked the question asked by all gatekeepers, “What’s this 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
eeting about?” Gene responded, “I want to know why he’s using eleven companies to do what his competitor across town just uses us to do.”
Those words prompted the executive to call Gene and schedule a meeting.
Those words prompted the executive to call Gene and schedule a meeting.
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
During their face time, Gene outlined the benefits of: doing business with one vendor in terms of reduced paperwork, having easy access to one contact, and reducing expenses with volume discounts.
That’s the s
That’s the s
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
ales call that resulted in a staggering $13-million contract.
Yes, such deals are as simple and complex as all that.
There are important lessons to learn from that brief phone message. A few sentences can res
Yes, such deals are as simple and complex as all that.
There are important lessons to learn from that brief phone message. A few sentences can res
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
lt in a tremendous increase in your meetings with high-level decision makers.
First of all, Gene called the executive’s office and let him know he wanted to meet.
Sounds pretty basic doesn’t it? Now, ask your
First of all, Gene called the executive’s office and let him know he wanted to meet.
Sounds pretty basic doesn’t it? Now, ask your
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
self, how many executives have you called this week, better yet, today? That’s the question Gene asked himself.
For months on end, he and his super sales team worked their contacts hoping for warm introduction
For months on end, he and his super sales team worked their contacts hoping for warm introduction
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
right on up the organizational ladder. Contacts who had assured Gene they’d get him and his team in to see the President. Frustration mounted, as those folks inside the company were unable to follow through on
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
their commitments. Twelve months after going down this path, Gene still wasn’t in.
When introduced to the concept of successfully cold calling executives, the light clicked on for Gene. He could clearly see a
When introduced to the concept of successfully cold calling executives, the light clicked on for Gene. He could clearly see a
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
new solution for an old problem. He returned to the office, called the executive, and gave a good reason why the executive would want to meet with him.
Let’s take a few minutes here to scrutinize the few words
Let’s take a few minutes here to scrutinize the few words
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
that led to such powerful profits. You’ll find several tactics you can easily implement!
* State the purpose of the call … a 20-minute meeting with the executive.
* Leave a compelling message.
* Speak direc
* State the purpose of the call … a 20-minute meeting with the executive.
* Leave a compelling message.
* Speak direc
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
ly to the executive’s interests in bottom line terms with numbers the executive can sink his teeth into.
Then, take note of what Gene did not do. Take note, he did not “burn daylight” elaborating on:
* Who he
Then, take note of what Gene did not do. Take note, he did not “burn daylight” elaborating on:
* Who he
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
was
* The name of his company
* What his company does
* How long the company has been in business
* And so forth … there was no fluff!
His words, information, and delivery positioned him as an important p
* The name of his company
* What his company does
* How long the company has been in business
* And so forth … there was no fluff!
His words, information, and delivery positioned him as an important p
.
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
ayer in the executive’s world. Those very words compelled the executive to act quickly so as to capitalize on a timely opportunity.
Now, it’s your turn to give it a go. Call the top executive of a company you’
Now, it’s your turn to give it a go. Call the top executive of a company you’
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
ve been prospecting for awhile, follow-through with these tactics, and get ready to be awed by the spine tingling stories of success that come your way!
Forward this article to friends—they’ll thank you for it
Forward this article to friends—they’ll thank you for it
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/39180/usefuladvices-13-Million-Found-With-This-Sales-Strategy.html">$13 Million Found With This Sales Strategy</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/39180/usefuladvices-13-Million-Found-With-This-Sales-Strategy.html]$13 Million Found With This Sales Strategy[/url]
Related Articles:
Starting Your Own Internet Business?
There's Never A Bad Time For A Great Sales Promotion
Database Marketing - in Search of Statistical Significance
Bookmark it:
|