Pharmaceutical Sales Training

We support pharmaceuticals companies identify and create value in their sales representative and customer interactions in both primary care and speciality care.

Speciality Care:

Do you rely on personal relationships with physicians to generate business and establish ongoing business? Do you struggle to engage with the new breed of economic buyers? Do you see other stakeholders influencing prescribing decision but don’t know how to engage them? Are you finding it increasingly hard to differentiate your products? If you answered “yes” to any of these questions, you are not alone.

In the speciality care market, there are two current challenges:

1. The difference between products is eroding. With advances in technology, the speed to market of your competitors products is decreasing the time you have a difference and the amount you have a difference.
2. Many prescribing decisions are no longer made by doctors alone, but by nurses, registras, KOLs, pharmacists - people who are medically-minded and business professionals. These influencers have different decision-criteria to the doctor and need to be understood.
3. Many decisions are no longer made by doctors alone, but by hospital and clinical administrators - people who are not healthcare professionals but business professionals. These buyers see your products as mere commodities. They are focused on price

Sellers who continue to rely on products and "relationships" to win business will find it increasingly difficult to sustain past levels of success. Today's healthcare professionals and economic buyers don't need to meet with a talking brochure. They are looking for sellers who can create value through their industry expertise and business acumen.

Huthwaite can help you differentiate yourself and your company through how you sell not what you sell.

Here is a sample of our clients in the pharmaceutical industry:

Eli Lilly
Pfizer Australia
Genentech
Baxter
Astra Zeneca
Novo Nordisk

Primary care:

Unreturned voicemails, a less than booked appointment calendar, more time spent in waiting rooms, - feel like face time with doctors continues to diminish or is non-existent? If the answer is yes, consider what doctors care most about today.

As product information for drugs becomes more and more available on the internet and through a variety of additional resources, doctors do not rely on pharmaceutical representatives to communicate information as they had in the past - it is a waste of valuable patient time. What they do care about is this:

Patient care
Efficacy - patient and drug effectiveness
Practice management
Drug availability

Do you have what it takes to increase appointments with doctors, increase time spent with doctors, and increase responsiveness to new drug offerings - so face time is not just a thing of the past? Huthwaite can help.

Here is a sample of our clients in the pharmaceutical industry:

Eli Lilly
Pfizer Australia
Genentech
Baxter
Astra Zeneca
Novo Nordisk

For additional information on the healthcare industry, please follow these links:
White Paper: How to Create Value for MedTech Buyers
White Paper: Creating Real Value for Healthcare Providers
White Paper: Creating Real Value for Physicians

Linkedin: Network with sales leaders in other medical technology companies by joining the Huthwaite Medical Device Linkedin Group. Click here to join today!