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Today I want to share a question from a reader who writes:

How do I keep from being burned out while cold calling? My job is to call

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

current customers and also call new business prospects. I have a quota of 60–80 calls to make per day, but it seems as though I cann

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

Examples of combination products may in

t stay focused long enough to make even 50 phone calls. By the time I get finished calling my current customers and servicing their a

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

counts, I am mentally burned out. I am in no state to begin calling for new business. What advice/strategy do you recommend to keep m

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

"pounding the phone" and "dialing for dollars"?

****

You ask an excellent question, and one that comes up for many people who co

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

Combination pro

duct business over the telephone. Phone work can be exhausting! It is an intense experience. You must stay focused, listen carefully,

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

assess prospects and respond quickly.

Try making your new calls first. Set aside a specific time, such as the first hour or two in t

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

he morning (depending on how many customer service calls you need to make that day) and dedicate that time to making new calls and on

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

y new calls. When the time that you have scheduled is up—stop. Then, go on to your customer service calls.

In addition, be sure to g

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

ve yourself breaks throughout the day. Get up every hour and stretch. Walk around your office. Drink plenty of water throughout the d

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

y, so that you aren't dehydrated.

Give yourself incentives. For example, every time you complete a predetermined number of calls,

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

Following aspects would a

ut some money ($1, $2, $5...) into an envelope. At the end of the week, take that money and treat yourself to something—even if i

dd to the challenges in developing combination products:

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

's only an ice cream cone!

Find a mentor in your office (or outside your office) to whom you can go for a pep talk now and again. Ma

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

be there are others in your office who are also feeling burned out. Form an informal support group.

Gather testimonial letters from

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

customers. (This is a great marketing tool as well!) Make copies and post them prominently near your desk. Take a yellow highligh

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

er and highlight all the really good parts. This way when you feel a little burnt; you can remind yourself of all the wonderful thi

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

Professional from academic institutions, pharmaceutical industries, health care indust

gs customers have said about you, your company and what you are selling.

Recognize that what you are doing is difficult, and give yo

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

rself credit for what you accomplish! Remember that all your current customers were once new customers, and before that, they were pr

.

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

bably new calls! Think about the all benefits you bring to your customers—you will bring those same benefits to the new calls you tur

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

Companies that provide selfless information through particip

into customers. Make a list of those benefits, and also post that list prominently, so that you can look at it when you need a boost

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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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.

Based on my 25 years in industry, I can confidently say that success at work has little to do with ability, but loads to do with confidence.

We are in the midst of another wave of mergers. They fail far more often than they succeed. Here’s what to avoid and what to do to increase the odds in your favor.

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