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What makes sales so difficult for some people and so much easier for others? Why do some companies thrive and others fail to catc

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

h on, even when they have a great concept? What is the secret to success in sales? Obviously, there are many answers to these que

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

Examples of combination products may in

tions, but I have discovered one that makes sales easier for almost everyone.

The answer is… (not yet)

John, the cable guy, was

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

at my house to fix the converter box that had decided to erase all of the programs we had recorded and refused to record any more

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

Not believing it was the box’s perogative to make those decisions, I called for help. John was very sharp. His ability with peop

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

Combination pro

e was far beyond what I had observed from his peers who had been here on other occasions. I had an interesting conversation with

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

im as he swapped out the box.

As he was leaving John asked, “What do you do?” When I told him that I was a sales consultant and

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

trainer he lit up. “I did cable sales for a while. Then we ran out of good leads and it got too tough. I made good money when we

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

ad good leads, but when we had to just do cold calling, it took too long to find an interested person.”

What he was saying is th

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

t selling is easy if you are selling to people who want to buy. What a concept! Better leads = more sales.

The answer is effecti

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

e Prospecting!

At its most basic, sales could be reduced to these two steps:

1. Find a willing party with a need.

2. Show them

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

Following aspects would a

a solution that fits their need.

The better the willing party’s need matches your solution, the higher the probability that a sa

dd to the challenges in developing combination products:

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

e will be made. Even a relatively unskilled sales person can sell if the match is right. So, given that assumption, isn’t it wort

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

some effort to provide your sales team with better leads?

Unfortunately, too many companies put 100% of the prospecting on the

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

backs of their sales team. Since many of the effective techniques for prospecting are more clerical or marketing related, shouldn

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

t we reevaluate this approach? A $15/hour clerk can do mailings and free up a $50/hour sales person for real selling time.

Our l

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

Professional from academic institutions, pharmaceutical industries, health care indust

cal cable company is still advertising for sales people. Their turnover is awful. What would happen if they built a better lead g

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

nerating system and kept their sales people in front of potential buyers? John might still be selling and bringing in new custome

.

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

s.

My recommendations:

A. If you are a company executive, build a prospecting system that generates good leads.

B. If you are

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

Companies that provide selfless information through particip

sales rep who has to fend for yourself, build a system and find someone cheap to manage it for you.

Good prospects = Good sales

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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What happens to your business when you keep clients that are not a good fit? All of your time and energy is drained in serving these clients, you lose any enthusiasm you ever had for your business, and you no longer have the time or desire to go out and market yourself and continue to fill your client roster. Check your client roster against these 7 signs -- is it time for you to shake out your client roster?

For many, transcription work is a life saver. It is good work. It is a job that is likely to be needed for a long time. And, it provides you with the flexibility that you need. Some times, transcription can be done from home. Other times, it can only be done through the use of specific computers at a location. Nonetheless, there are some things that you will need to do in order to get a job in transcription.

Getting a fast start out of the box in January is one of the best ways to ensure a successful sales year. Many salespeople get lulled into the holiday spirit (and there is nothing wrong with that), but tend to get a slow beginning after January 1st.

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