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Frustrated with rejection at the top? Wondering who’s greasing whose palm to get access to the million-dollar decision-makers? Working at convincing yourself that the CEO/President isn’t really THE To

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

p Dog for your particular product/service?

All you’ve gotta do to change this frustration and rejection to outrageous success is this: “Learn to think like a girl”.

You’ll be relieved to know that “

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

Examples of combination products may in

sell like a girl” isn’t going to require you he-men to sound “fem” on the phone or you she-women to sound “sultry or whiny”. It does mean that you’ve got to think differently than you’ve been thinking

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

about approaching the upper echelon.

Surf the net, read the articles about sales and they reek of testosterone—power, speed, obscene sums of money begging to get into your pockets, get to the decisi

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

n-maker at all costs. Overall there’s not one thing wrong with testosterone—after all it’s half of what makes the world go round.

However, testosterone will get in the way when you’re dealing with th

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

Combination pro

e number one person you need to know to get to the Top Dog decision makers. Yep, I’m talkin’ about the gatekeeper.

Oh, I know there are lots of connections made on the golf courses but no one comes n

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

ear the success rates of those who know how to treat the gatekeeper on the other end of the line. Listen up now, I’m givin’ you an insider’s secret from the Ladies Powder Room … Sales Professionals of

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

America, you be nice to the Executive Assistant and she’ll be nice to you.

Don’t you dare write this off as “too simple”, resist the temptation to think, “kick it up a notch, this isn’t how the big

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

eals are made.” Because the results of heeding this counsel will make your head spin. Like appointments with $1.3 Billion dollar decision makers, meetings with executives who prior to using this metho

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 had been unreachable for more than 20 years, sales cycles shortened from 6 months to 2 weeks … and the accolades go on and on.

So what do the folks who’ve learned to Sell Like A Girl know that you

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

don’t know? This is it—the single most important person you need to know to get scheduled on the Executive’s calendar for a sales call is more likely than not, a girl—actually a professional executive

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

Following aspects would a

assistant who is female.

What does she want? To introduce her executive to the sales professionals that are savvy to the ways business is done at the top.

Why is she interested in that kind of rela

dd to the challenges in developing combination products:

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

ionship? Because her boss, the executive, has included her in his or her directive to seek out new ideas to help the boss take the company where no man has gone before! The Top Dog is eager to hear ab

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

out new ideas that’ll reduce expenses, increase revenues and keep his company ahead of the other guy. Her boss wants to meet a sales pro like you—because you have a lot to offer.

Now that you know th

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

e secret key, beware of getting your tail caught in the closed gate because of your approach.

When testosterone meets estrogen, it’s a different experience than when testosterone meets testosterone.

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

Or when testosterone wannabees (how a lot of women have learned to behave in business) meet the gatekeeper.

The executive assistant uses the language of business, she’s bottom line, brief in use of w

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

Professional from academic institutions, pharmaceutical industries, health care indust

rds, deliberate in her focus—and she appreciates being treated by you as the second most powerful person in the organization.

Give her the information she needs and is looking for to communicate to t

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

he executive. That is simply your name, your phone number, and what’s in it for the exec if he does business with you.

And be polite. Tell her you appreciate her and thank her.

True, she isn’t the d

.

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

ecision maker—but she is the single most important key to getting to the decision maker. Learn how to think like a girl and your calendar will be packed with executive level sales calls. Your other op

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

Companies that provide selfless information through particip

tion? Continue to bang your head against a solidly locked door. Come on, give it a try, you don’t have to tell a soul … just sell like a girl.

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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