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Digg It - How To Prospect Top Dogs And Put Your Sales Through The Woof!
What if you could earn lots more, in considerably less time, and feel mightily successful when your competitors are so scared they're spazzing out (haven’t used that phrase since high school) chasing their tails in circles, whimpering, "If buyers aren't buying we aren't going to have a business."
Top Dogs Want Your Calls. Believe It!
Wouldn't your ears
Top Dogs Want Your Calls. Believe It!
Wouldn't your ears
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
perk up and your tail wag with anticipation at the thought of spending your selling time in front of nothing but qualified prospects, with unlimited check writing privileges, and the ability to say, "Yes" to your solutions and services?
Could you sit up and shake hands with prospects that remove obstacles for your implementation, significantly reduce f
Could you sit up and shake hands with prospects that remove obstacles for your implementation, significantly reduce f
; 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
rustrations, and sign off on multi-million dollar contracts with you. Yes, even in a slow economy!
These things can and do happen with Top Dog Selling Strategists. These top-dollar sales professionals thrive, regardless of economic conditions. They understand that a down economy gives them the Lead Dog's edge, a hunger for bigger contracts, better 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.
cts, and faster contracts. With laser-like focus, they mercilessly scrutinize, prioritize and chew to shreds their least profitable sales practices and identify ways to leverage their time for more dollars.
What do they do to keep business strong? Make the change to Top Dog selling. They faithfully call on the presidents' offices of their existing clien
What do they do to keep business strong? Make the change to Top Dog selling. They faithfully call on the presidents' offices of their existing clien
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ts and of prospect companies. Understanding there is no other single business decision like this change in selling strategy that will increase sales revenues geometrically.
A recent publication reported that firms are hiring additional sales staff to generate revenues. Most likely those companies justify their investment in salaries for more sales peopl
A recent publication reported that firms are hiring additional sales staff to generate revenues. Most likely those companies justify their investment in salaries for more sales peopl
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
by thinking these positions pay for themselves in terms of revenues generated. That's one approach.
How ‘bout trying this, support your existing sales force with increasingly productive sales strategies. Leverage their profitability by transitioning to a top-down sales strategy. Make sure that a call below the office of the president no longer counts a
How ‘bout trying this, support your existing sales force with increasingly productive sales strategies. Leverage their profitability by transitioning to a top-down sales strategy. Make sure that a call below the office of the president no longer counts a
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
s a sales-call. Reward them as they schedule appointments with Top Dogs.
Sadly, sales professionals continue to use the bottom-up sales methods they were taught in the beginning of their careers, even though these habits bring in less than top dollar results. They steadfastly hold onto the familiar, in spite of reason. At this point, the commitment to a
Sadly, sales professionals continue to use the bottom-up sales methods they were taught in the beginning of their careers, even though these habits bring in less than top dollar results. They steadfastly hold onto the familiar, in spite of reason. At this point, the commitment to a
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
less profitable strategy is for some a desperate retreat to the safe and comfortable. For others, pure ignorance.
If you are currently doing business with levels below the office of the president of your client companies, make a profitable change. Get in front of the president.
Top Dog Is Better Than "C" Level
Many an inexperienced pup will protest th
If you are currently doing business with levels below the office of the president of your client companies, make a profitable change. Get in front of the president.
Top Dog Is Better Than "C" Level
Many an inexperienced pup will protest th
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
is idea and insist on being more inclusive ... saying with their nose up in the air, "My prospects are the people in charge of hiring, the CIO or some other 'C' level person."
Listen up pups, Big Sales Dogs don't even bother to sniff at that kind of reasoning. Here's why. When you call Top Dogs first, you have everything to gain, nothing to lose.
Firs
Firs
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
of all, you may get in to see the Top Dog and where else would you rather be than in front of the-buck-stops-here person with more decision-making authority (ability to say "Yes" to you) than any other person in the company?
Secondly, if a call to the president results in a referral to a "C-level" person, such as the CIO, your positioning is stronger t
Secondly, if a call to the president results in a referral to a "C-level" person, such as the CIO, your positioning is stronger t
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
han it would have been without that call. What started out as a cold call has quickly turned to a warm introduction from the President of the CIO's very own company. As you call the CIO you can honestly say, "Your president's office said you were the one to handle this call.". A far more powerful opening line than, "Hello, my name is J. Doe with ABC Comp
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." Don't you agree?
Change Your Prospecting "Hit" Ratio
Business to business numbers since the early 1950's have been 2 out of 10-meaning a sales pro who calls 10 prospects will get 2 appointments. It's a numbers game. When you add Top Dog selling strategies to the mix you see a staggering change. Top Dog Selling Strategists get as many as 8 out of
Change Your Prospecting "Hit" Ratio
Business to business numbers since the early 1950's have been 2 out of 10-meaning a sales pro who calls 10 prospects will get 2 appointments. It's a numbers game. When you add Top Dog selling strategies to the mix you see a staggering change. Top Dog Selling Strategists get as many as 8 out of
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
0, that's 8 appointments out of calls to 10 Top Dogs. That's a skills game.
These skilled sales pros consistently prospect Top Dogs, presidents of companies; they learn how to control and direct the 90-seconds of telephone time they have with the Top Dog or his assistant. And they use benefit statements, open-ended, close-ended, and alternative of choic
These skilled sales pros consistently prospect Top Dogs, presidents of companies; they learn how to control and direct the 90-seconds of telephone time they have with the Top Dog or his assistant. And they use benefit statements, open-ended, close-ended, and alternative of choic
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
e questions to their strategic advantage.
"'What?' A handful of you say as you recoil in horror. You want me to go over the heads of the people I'm working with now to meet with the president?" I understand the Naysayers are fearful of offending the lower-level people with whom they are currently doing business by going over their heads.
No one is sugg
"'What?' A handful of you say as you recoil in horror. You want me to go over the heads of the people I'm working with now to meet with the president?" I understand the Naysayers are fearful of offending the lower-level people with whom they are currently doing business by going over their heads.
No one is sugg
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
sting for you to sabotage your current low-level relationship. However, I am telling you straight up that the path to a level of selling that you never dared dream of is available to those who leave the comfort of the familiar for the potential of Top Dog selling.
Top Dog sales professionals learn to rule fear so it doesn't have a chance to rule them t
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
o a less productive end. Fear serves you well when it tells you that more information is needed before moving forward. And most sales pros, when given the words to say, will calm their fears enough to go over the heads of their existing low-level relationships and meet with Top Dogs, on their turf, where the big bucks are.
Just tell your lower-level con
Just tell your lower-level con
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
acts that your new business directive calls for meeting with Top Dogs. And that you'll tell their president how pleasurable and profitable your working relationship has been.
From The Top Dog's Viewpoint
- What’s specifically and strategically not said is as important as what is said. Take note, there is nothing in this scenario that asks permission fr
From The Top Dog's Viewpoint
- What’s specifically and strategically not said is as important as what is said. Take note, there is nothing in this scenario that asks permission fr
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
om the lower-level person to speak to the Top Dog.
- Your job is to control the conversation. Politely, but firmly, convey the decision of your new selling strategy.
- Tell the president about your successful relationship with the lower-levels.
- Your praise of a former contact identifies you as a partnership player as opposed to an outsider who will
- Your job is to control the conversation. Politely, but firmly, convey the decision of your new selling strategy.
- Tell the president about your successful relationship with the lower-levels.
- Your praise of a former contact identifies you as a partnership player as opposed to an outsider who will
.
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
limb over anyone to get to the top.
- The Top Dog will understand the business implications of your words, that is, your services have already proven to be profitable to his/her company.
- Less time is required for implementation of your services, as the people are familiar with your systems.
- Past success on a small scale suggests your services are
- The Top Dog will understand the business implications of your words, that is, your services have already proven to be profitable to his/her company.
- Less time is required for implementation of your services, as the people are familiar with your systems.
- Past success on a small scale suggests your services are
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
a risk worth taking for success on a larger scale.
Look at your time and talents through the experienced eyes of the Big Sales Dogs who have gone before you. Apply their wisdom to your business, move to the head of the pack and enjoy frolicking with the Top Dogs as your sales go through the woof!
Forward this article to friends—they’ll thank you for it
Look at your time and talents through the experienced eyes of the Big Sales Dogs who have gone before you. Apply their wisdom to your business, move to the head of the pack and enjoy frolicking with the Top Dogs as your sales go through the woof!
Forward this article to friends—they’ll thank you for 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
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