Tags |
|
|
Links |
|
|
Useful Advices - So You've Done the Hard Work and Got Your Sales Leads - Why Does it All Go Wrong From Here?
Managing sales leads to deliver results
So you've done the hard work and got a stream of qualified sales leads why does it all go wrong from here?
After much gnashing of teeth and hours spent justifying the investment and ca
So you've done the hard work and got a stream of qualified sales leads why does it all go wrong from here?
After much gnashing of teeth and hours spent justifying the investment and ca
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
lculating your required return on investment, you have spent your hard-earned marketing money to generate a stream of sales leads whether telemarketing, exhibitions, seminars, online or offline advertising, direct response advertisin
; 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
g or directory listings they all have one thing in common, they are expensive and the investment has to be justified.
Now you have your leads
Whatever the source, you are now the proud owner of a stream of (hopefully) qualifie
Now you have your leads
Whatever the source, you are now the proud owner of a stream of (hopefully) qualifie
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 sales leads, unfortunately our experience is that this is just the beginning and on its own it does not mean that this will automatically translate into sales.
A CRM system is key building block
Perhaps the most critical tas
A CRM system is key building block
Perhaps the most critical tas
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
you can do once you have got the leads is to make sure that you capture all the information about these leads onto a database in a way that is going to allow your sales team to easily access and update this information and in a way th
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
at is going to allow you to track and monitor the progress of these leads as they are developed. This can be done using any one of the many sophisticated CRM systems that are available or by developing your own database. Now is not the
ucts have become life saving products for the pharmaceutical companies who doesnt have many innovative molecules in their product pipeline and have been inc
place to evaluate the various CRM systems that are available or to assess the relative merits of using an off-the-shelf package vs. the DIY approach, suffice to say that either way it must happen!
Many companies fall down on this
Many companies fall down on this
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
wasting time and money!
Unfortunately many companies appear to skip this key building block in their sales management process and as a result they are inefficient in following up leads and they lose visibility of progress causing
Unfortunately many companies appear to skip this key building block in their sales management process and as a result they are inefficient in following up leads and they lose visibility of progress causing
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
many expensive and hard won leads that could have converted into business to be lost. This is nothing short of a criminal waste of precious marketing resources but our experience is that it happens all too often in organisations of al
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
l shapes and sizes.
Not all leads are created equal
You must classify your leads depending upon their potential worth to the business and your probability of winning the business. If you do this you can allocate your resources
Not all leads are created equal
You must classify your leads depending upon their potential worth to the business and your probability of winning the business. If you do this you can allocate your resources
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
and prioritise accordingly. There is little point having your expensive field sales people chasing up business that your desk sales people could do or that you have little chance of winning.
Somebody has to be accountable for every
Somebody has to be accountable for every
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
lead
You can not fudge ownership of leads, this is where sales and marketing teams come together and it is where they have to work effectively to prevent potentially good leads going cold. In cricketing parlance somebody has to s
You can not fudge ownership of leads, this is where sales and marketing teams come together and it is where they have to work effectively to prevent potentially good leads going cold. In cricketing parlance somebody has to s
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
hout "mine" and catch the ball. To some degree it doesn't really matter who does this as long as somebody does and they take accountability Without this clear accountability, the urgency in the follow up will be lost as different team
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
members look to each other and nothing gets done!
As somebody once said "I didn't plan to fail but I failed to plan"
For all leads you must have a contact plan that is appropriate to the class of lead. Equally important is th
As somebody once said "I didn't plan to fail but I failed to plan"
For all leads you must have a contact plan that is appropriate to the class of lead. Equally important is th
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
ability of your sales team to plan and prepare for the sales meeting or sales call itself - the ability of your sales team to close the business once in front of the prospect is another story!
Keep records so you know where you ar
Keep records so you know where you ar
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
e
Every contact with a lead should be recorded on your database / CRM system. The status of the lead should evolve throughout the sales development process, accurate records must be kept.
This is in activity where most sales p
Every contact with a lead should be recorded on your database / CRM system. The status of the lead should evolve throughout the sales development process, accurate records must be kept.
This is in activity where most sales p
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
eople singularly fail!
By nature sales people are generally not good at administration, they are too busy pushing on with the next prospect or out meeting their existing customers whatever the excuse this is rubbish - you must h
By nature sales people are generally not good at administration, they are too busy pushing on with the next prospect or out meeting their existing customers whatever the excuse this is rubbish - you must h
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ld them to account and make them update the system otherwise you are flying blind and you are reliant upon somebody's memory which is all too frequently selective!
And finally, as somebody else once said "you get what you measure"
And finally, as somebody else once said "you get what you measure"
.
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
Never was a truer word spoken in sales. If you are to maximise the return on your sales leads you must track and report progress and hold people to account! It is unrealistic to expect all leads to turn into business but we have
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
to know that this is not because we haven't effectively managed that lead. Knowing which leads converted and why and which leads didn't convert and why is precious information for future campaigns record it, nourish it and cherish 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/39191/usefuladvices-So-Youve-Done-the-Hard-Work-and-Got-Your-Sales-Leads--Why-Does-it-All-Go-Wrong-From-Here.html">So You've Done the Hard Work and Got Your Sales Leads - Why Does it All Go Wrong From Here?</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/39191/usefuladvices-So-Youve-Done-the-Hard-Work-and-Got-Your-Sales-Leads--Why-Does-it-All-Go-Wrong-From-Here.html]So You've Done the Hard Work and Got Your Sales Leads - Why Does it All Go Wrong From Here?[/url]
Related Articles:
Medical Billing - GX0 Record Fields 8 Through 13
Do You Have This Important Tool in Your Marketing Arsenal?
Referrals Build Profits: The Best Kind Of Customer Is A Referred Customer
Bookmark it:
|