1. C A S E S T U DY
Meeting
Background
Our client, a global pharmaceutical company are looking for a partner
for a major European product launch. The Head of EMEA Commercial
in a Box Development approached PharmaIntel to develop and produce a 2 day
launch programme, to be run by Business Managers at launch meetings.
The critical factor in ensuring success was to create a balance between
presenting the clinical evidence whilst not forgetting to sell the product
4 Key deliverables were set:
Integrate with company selling model
Focus on the key behaviours to encourage at launch
Provide structured feedback for team development
Design & develop Sales Aid Support document
“We were extremely
Train Business Managers to use ‘Meeting In a Box’
pleased with the
programme . Thank you
PharmaIntel Contribution
for all the work that you
PharmaIntel identified 7 key behaviours as being critical to commercial
did leading up to and
success. The programme encouraged the teams to build a specific
delivering yesterday, customer action plan and work book rather than use artificial scenarios. By
particularly the rapport developing interactive exercises that focus directly on these behaviours
you established with plus key learning point slides Sales Teams will focus on getting the
the BUDs and NSMs.” evidence/ sales balance correct.
Marketing Manager PharmaIntel recommended to use techniques from sales effectiveness,
theatre, media training and real customer interactions to bring the
programme alive. Structured metrics and feedback ensured effective
message delivery giving a basis for future development.
PharmaIntel Results
By the end of the workshop the team were able to
1. Communicate with passion & believability
2. Use the portfolio sales aid & messaging effectively
3. Reset the agenda in the call opening
4. Make sure it is a competitive sell
5. Have the presence to make an impact
6. Gain access in primary care setting
7. Deliver a strong demonstration in every call
www.pharmaintel.co.uk