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Digg It - B2B Cold Calling Sucks
Yesterday I received an unsolicited phone call from a woman. It turns out she was a B2B cold caller. Here's how it wen
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
t:
Cold calling woman: Hello, can I speak to the person in charge of your janitorial cleaning services?
Me (the deci
Cold calling woman: Hello, can I speak to the person in charge of your janitorial cleaning services?
Me (the deci
; 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
sion maker): We don't use janitorial cleaning services.
Cold calling woman: OK, then. Good-bye.
That was short and s
Cold calling woman: OK, then. Good-bye.
That was short and s
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
weet; it was the shortest cold call I had ever received. I regularly receive unsolicited phone calls from B2B telemark
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ters trying to sell me their services. I actually am one of the few that enjoy receiving these phone calls. Although,
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
I never purchase any of the goods or services being pitched, I enjoy hearing the sales pitches. I like to hear everybo
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
dy's selling techniques. Normally, when I say "no" the cold callers don’t stop. They try to overcome my objections. Bu
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
t not this woman.
I’m pretty sure that this woman has been told that she needs to make X number of cold calls a day t
I’m pretty sure that this woman has been told that she needs to make X number of cold calls a day t
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
book X number of appointments to make X number of presentations and close X amount of sales and earn X amount of comm
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
ission. I think what happened yesterday was she called me then she finished the rest of her X amount of cold calls wit
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
h no success. No appointments, no new sales. Today will probably be more of the same – unsuccessful cold calls.
Too m
Too m
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
any sales managers in B2B sales advocate cold calling as a way of generating sales leads and new business. But it does
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
’t work anymore, at least not the way it used to. Executives and decision makers, like me, don’t respond to unsolicite
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
d sales pitches any more. They know what they need for their business and don’t need to be interrupted by a telemarket
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
er to tell them.
What usually plays out when a new sales rep gets a B2B sales job is that they are told outdated stat
What usually plays out when a new sales rep gets a B2B sales job is that they are told outdated stat
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
istics about how much they need to cold call to be able to sell and earn a certain level of commission. It sounds so e
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
sy and too many new sales reps get too excited. It’s not as easy as it sounds. So many new sales reps fail. And, they
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
fail for one reason. Cold calling doesn’t work; B2B cold calling sucks!
I suspect "cold calling woman" that called me
I suspect "cold calling woman" that called me
.
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
yesterday had a bad day. I declined her sales pitch. I’m sure she made another ten calls after that, with no success.
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
I’m sure she’ll quit her job shortly. And, I’m sure it’s because her boss forces her to cold call.
Cold calling suck
Cold calling suck
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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