Tags |
|
|
Links |
|
|
Digg It - Why Salespeople Need To Do More Than Practice Selling
The saying goes, “pride come before a fall” and indeed, when it comes to sales and marketing skills for smaller businesses.
The people that most need to improve their sales skills are those who think they don’t. Sounds con
The people that most need to improve their sales skills are those who think they don’t. Sounds con
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
trary but it is rare to come across someone in a small business that acknowledges their weaknesses in sales and marketing skills and goes out to address it.
We recently conducted some telemarketing for a client that really
We recently conducted some telemarketing for a client that really
; 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
hit home on this point. The client was offering ?1000 funding to smaller business towards investment in the principals or directors. I need to repeat that sum in case you missed it: ONE THOUSAND POUNDS. Now sure, some contr
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ibution was required from the prospect company but we need to get clear, this was free money on offer. I thought we would have a tremendous response. As you might have guessed, most companies were either very sceptical or j
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
st did not see the value of investing in their major decision makers. I am humble enough to accept that it could have been the quality of my company’s telemarketing, but, take my word for it, we tried many different approac
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
es and our telemarketers know a good few persuasive techniques!
Contrast this with my life partner who is a business development director in multinational market research firm. They send her on training courses for soft sk
Contrast this with my life partner who is a business development director in multinational market research firm. They send her on training courses for soft sk
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
ills every 6 months or so. Moreover, they were virtually throwing a premium quality business coach at her, even thought she ADMITTED to that coach that she was considering leaving the company so it was probably not a sensib
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
e investment! They don’t need a ?1000 inducement to improve her skills because they know that a few tip and hints that help her win one new piece of business pays for 5 years of training.
Spot the difference between our te
Spot the difference between our te
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
emarketing prospects and the market research firm. Now I am not moaning just because one division of my company undertakes sales training and most of our prospects are smaller companies. I say this because improved sales an
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
d marketing skills for smaller businesses can really help them leverage their advantages over smaller firms. Having a small motivated workforce makes companies hungry and lean so clients get better value and a can-do attitu
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
e backed up with accountability.
I can already hear the legions of directors of small companies reading this who are moaning that they do not have the time, funds to invest or ability to implement the great ideas they may
I can already hear the legions of directors of small companies reading this who are moaning that they do not have the time, funds to invest or ability to implement the great ideas they may
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
earn. Each of those excuses can be cured by investment in improved time management, delegation and borrowing to help grow the business.
In fact the problem is as much with luddite entrepreneurs as their archane decision-ma
In fact the problem is as much with luddite entrepreneurs as their archane decision-ma
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
king abilities. So many business groups seem to accept the excuses their members make about not wanting to change successful formulae, IITWWHADI (it is the way we have always done it) or our customers would not stand for us
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
using such new-fangled methods.
This government to its credit has created many schemes to help business and Business Link has some superb people and services to offer start-ups as much as to established ambitious concerns.
This government to its credit has created many schemes to help business and Business Link has some superb people and services to offer start-ups as much as to established ambitious concerns.
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
Sure, there are many valid criticisms of red tape but smaller firms DO have many places they can turn to. But again, I have lost count of Business Link representatives and their equivalent that complain that they have the f
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
unds but can’t easily find the serious clients. I have associations with the Prince’s Trust and they have an excess of volunteers over young people coming forward to claim up to ?5000 funding for a business along with the s
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
pport of an experienced business mentor.
And let us not forget the rash of business networking groups that now exist. In fact, we visit various groups and there is a marked contrast in the types of membership. Some groups
And let us not forget the rash of business networking groups that now exist. In fact, we visit various groups and there is a marked contrast in the types of membership. Some groups
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ctively solicit free training and develop the sales and marketing skills of their members. But the other 90% of groups perfectly illustrate the stick-in-the-mud attitude to improving the way they bring in new business. The
.
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
irony that so many members have joined dynamic networking groups, only to refuse to change they way they approach prospects or change their thinking, is startling.
So let this be a rallying call to all small businesses, en
So let this be a rallying call to all small businesses, en
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
repreneurs and sole proprietors: get off your bums and seek out new sales and marketing skills. No-one else is going to do it for you and there is a wealth of resource out there to generate you double digit growth next year
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.diggit.org.ua/article/39738/diggit-Why-Salespeople-Need-To-Do-More-Than-Practice-Selling.html">Why Salespeople Need To Do More Than Practice Selling</a>
BB link (for phorums):
[url=http://www.diggit.org.ua/article/39738/diggit-Why-Salespeople-Need-To-Do-More-Than-Practice-Selling.html]Why Salespeople Need To Do More Than Practice Selling[/url]
Related Articles:
Gurgaon – The Medical Destination In The Making
A Company in Crisis is in a Nightmare
Selling Landscape Services by Phone
Bookmark it:
|