Eight key takeaways from a survey conducted by MD Mindset on physicians' opinions and preferences of virtual sales calls.

1. MD Mindset™
Virtual Sales
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2. Virtual Sales Snapshot 2013
Doctors Acceptance of Virtual Sales Calls
Q: Do you accept virtual sales calls from pharmaceutical companies? N=575
Is there anything that would entice
you to take a virtual sales call?
16%  Honorarium
 Incentive program
31%  Amazon gift tokens
 Information difficult to get
elsewhere
 Information on a new drug
25%  New indication for existing drug
 Educational incentives
 Timed when I want
 Samples
28%
59% of doctors surveyed either
Never never or rarely take virtual sales
Rarely calls
Occasionally 16% of doctors surveyed regularly
Regularly take virtual sales calls
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3. Virtual Sales Snapshot 2013
Doctors Acceptance of Virtual Sales Calls
Q: Do you accept virtual sales calls from pharmaceutical companies?
Primary Care N=120 Primary Care Specialty Specialty N=455
Never 19.2% 38.1%
Rarely 26.9% 28.6%
Occasionally 26.9% 23.8%
Regularly 26.9% 9.5%
9.5%
19.2%
26.9%
38.1%
23.8%
26.9%
26.9%
28.6%
Never Rarely Occasionally Regularly Never Rarely Occasionally Regularly
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4. Virtual Sales Snapshot 2013
Acceptance & Procedures
N=575
Does anyone else in your office accept Do you have a procedure for reps to make
virtual sales calls? appointments for virtual sales calls?
Yes No
Yes 8.2%
No 79.5%
13.5%
We do not allow any virtual sales calls 12.3%
12.3% 8.2%
86.5%
If "Yes" please state who:
 Nurse Practitioner
 Office Manager 79.5%
 Physicians Assistant
Yes
 Other physician
 Pharmacist No
 Diabetes teaching nurse We do not allow any virtual sales calls
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5. Virtual Sales Snapshot 2013
Web Assisted virtual sales Calls
Q: Would you be more likely to accept a web assisted sales call from a virtual sales professional?
70% of respondents either would or 1.3% 1.3%
would be more likely to accept a 9.3%
web assisted virtual sales call.
26.7%
16.0%
45.3%
Yes 9.3%
Yes, if I had access to the web at the time 16.0%
Possibly 45.3% Yes
Yes, if I had access to the web at the time
No 26.7%
Possibly
I do not have web access in my office 1.3% No
I do not have web access in my office
Other 1.3% Other (please specify)
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6. Virtual Sales Snapshot 2013
Q: If you have accepted a virtual sales call……
During the virtual sales call were you.................. (Primary Care N=65, Specialty N=260)
Primary Care Specialty
Yes No Yes No
Able to order samples? 95% 5% 60% 40%
Able to request patient information? 94% 6% 50% 50%
Able to request printed clinical data/reprints? 88% 12% 45% 55%
Able to order 95% Able to order 60%
samples? 5% samples? 40%
Able to request 94% Able to request
patient 50%
6% patient
information? information? 50%
Able to request 88% Able to request 45%
printed clinical
12% printed clinical
data/reprints? 55%
data/reprints?
Primary Care Yes Primary Care No Specialty Yes Specialty No
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7. Virtual Sales Snapshot 2013
Preferred time of day
Q: If you were to accept virtual sales calls, is there a time of day that would be most appropriate? (N=575)
Primary Care Specialty
Before 8am 11.5% 4.8%
8-10am 7.7%% 0.0%
10-12noon 7.7% 0.0%
12-2pm 46.2% 28.6%
2-4pm 0.0% 4.8%
4-6pm 19.2% 33.3%
After 6pm 23.1% 9.5%
Never 15.4% 28.6%
Primary Care
Specialty
Before 8am 8-10am 10-12noon 12-2pm 2-4pm 4-6pm After 6pm Never
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8. Virtual Sales Snapshot 2013
Duration of Call?
Q: If you were to accept a virtual sales calls, how long would you allow? (N=575)
Under 2 minutes 28.0%
2-5 minutes 48.0%
6-10 minutes 18.7%
11-15 minutes 5.3%
16-20 minutes 0.0%
more than 20 minutes 0.0%
5.3%
Under 2 minutes
18.7% 28.0% 2-5 minutes
6-10 minutes
11-15 minutes
16-20 minutes
48.0%
more than 20 minutes
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9. Virtual Sales Snapshot 2013
Advantages of virtual sales Calls
Summary of Doctor verbatims
 “I like that this may be more cost-effective for the
company, perhaps this cost savings will be passed on to the
consumer.”
 “Sales can be done at my convenience if I am busy during office
hours, while live interaction they can drop the samples same.”
 “Quicker and cuts the (often unnecessary) small talk.”
 Focused - able to get scientific questions answered.
 Virtual sales calls are less costly for pharmaceutical company.
 Efficiency with virtual sales in that doctors should be able to get
information faster.
 Less time on my schedule.
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10. “Virtual Sales calls can be
useful for quick
advice, obtaining information
on a new product or
indication as an introduction.
Would be better combined
with web-assisted or later in-
person visit.”
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11. Thank you
For the complete survey please contact:
Jessica Labita, VP Client Services
MD Mindset LLC.,
jlabita@mdmindset.com or 973-390-0965
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