Given the environmental and sales target changes, the sales model must change to a concierge model, our experts say. This requires a very different approach and even a different type of salesperson.
“Pharma companies can learn much from management consulting and service-selling skills,” says Dave Ormesher, CEO of closerlook. “Selling to a policymaker or a payer requires a partnership orientation and a focus on a mutually identified value proposition. Consultative selling assumes a long-range perspective and an investment in relationship building.”
To get to the core of this consultative selling model, companies are training reps to listen to the physician’s needs during a…
Buzzword for Tomorrow’s Sales Reps: Consultancy
Jay Bolling. CEO, Roska Healthcare Advertising, a full-service advertising agency with expertise in engaging prospects through communications that integrate data and insight-driven marketing and advertising solutions. For more information, visit roskahealthcare.com.
Jay Carter. Senior VP, Director of Strategy Services, AbelsonTaylor, an independently owned full-service healthcare advertising agency. For more information, visit abelsontaylor.com.
W. Scott Evangelista. Principal, National Commercial Practice Leader, Deloitte offers a menu of professional services delivered in an integrated, collaborative approach that cuts across all segments of the health plan, health provider, and life-sciences industries. For more information, visit deloitte.com.
Dan Goldsmith. VP, Europe, Veeva Systems, a provider of SaaS-based CRM solutions for the global life-sciences industry. For more information, visit veevasystems.com.
Rick Keefer. President and CEO of Publicis Touchpoint Solutions Inc., a provider of a comprehensive and integrated array of outsourced biopharma message delivery channels — field teams, virtual teams, and clinical education teams — plus full-service support solutions. For more information, visit publicistouchpointsolutions.net.
Sushiel Keswani. Executive Director, Advisory Services, Life Sciences Customer, Ernst & Young, a professional services organization, helps companies across the globe to identify and capitalize on business opportunities. For more information, visit ey.com.
Jeff Laidlaw. VP, BioPath Consulting LLC, a specialty company focusing on scientific and clinical training and education of sales forces. For more information, visit biopathconsulting.com.
David Ormesher. CEO, closerlook inc., a strategic marketing agency specializing in healthcare. Their structured approach to strategy, technology, and innovation helps brands build integrated marketing programs that deepen customer relationships. For more information, visit closerlook.com.
Dean Tozer. Senior VP, Advanced BioHealing Inc., which develops and commercializes living cell therapies that repair damaged human tissue and enable the body to heal itself. For more information, visit abh.com.
John M. White. R.Ph. MS Director, Medical Science Liaison Programs, The Medical Affairs Company (TMAC) is a provider of strategically aligned and customized MSL programs. For more information, visit themedicalaffairscompany.com.