1. CaSe StuDy
Campaign
Execution
From theory to practice
“ The whole 2 days were Background
a resounding success - The client is one of the world’s largest, most diverse medical
brilliant - couldn’t have devices and diagnostics company, they credit their strength
done it without you. and endurance to a consistent approach to managing the
I thoroughly enjoyed business, and to the character of their people.
working with you to The client approached PharmaIntel about developing
a programme for their sales conference to improve
bring these workshops
campaign execution and the relationship between
together, you have sales and marketing.
offered support,
advice, energy and PharmaIntel Contribution
common sense, to The client’s Sales Director approached PharmaIntel,
to develop a diverse and engaging conference programme
make both days
to equip their teams with the key skills required to take the
extremely successful.” theory and put it into practice. We assembled a unique team
combining expertise in sales force effectiveness, excellence
Head of Learning in presenting and communications, actors and real life
and Development customer scenarios and deliver a series of programmes to
run over 2 days at their Annual Sales Conference.
By the end of the course delegates would be able to:
Identify customer needs and agendas
• Gain access
• Reset the agenda in the call opening
Sell to the patient therapy and value pathway
• Ask the questions we don’t like
• Find out where the market share is and set objectives
Sell against the competition
• Communicate with passion and belief
• Sell benefits versus competitors
Respond with portfolio selling
• Use the sales aid effectively
• Deliver a strong demonstration in every call

2. CaSe StuDy
Campaign
Execution
From theory to practice
PharmaIntel Implementation
PharmaIntel led and developed an approach to sales
excellence based on the key principals of Passion and
Belief, in close cooperation with the client. The agenda
was diverse and engaging ensuring everyone in the
room contributed.
They learnt to ask the right questions and to strive to
ask question we are afraid to ask. With this information,
teams can deliver more compelling and effective
messages to physicians and higher-impact activities to
achieve the best possible results. Speed calling was used
to practice framing the calls and give the sales teams a
chance to put theory into practice.
We trained and evaluated 40 people over 2 days
using a series of specific exercises focusing on different
skills components accumulating in the customer road
test. The initial results showed stronger approaches
full of confidence and passion. There were people
across different functions in attendance, such as sales,
marketing, and training, the conference gave them a
clearer perspective and this shared understanding leads
to stronger communication between departments, leading
to commercial excellence with a clear agenda.
PharmaIntel Limited
B2 Wharf Business Centre
Wharf Lane, Bourne End, SL8 5RU
www.pharmaintel.co.uk
+44(0)1628 810028