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The Canadian arm of this global pharmaceutical company identified the need to standardize their selling process and create a common language to be used at all levels of Sales and Marketing. It was seen as an opportunity to mitigate industry challenges and to differentiate from competitors by creating a world-class, Selling Framework with direct impact on the prescribing patterns of Customers.
LaunchBox Global Inc. conducted an end-to-end best practices scan – both internally and across the industry – to uncover techniques proven to impact prescribing change and sales objectives. Results of the scan led to the development of a simple, selling framework and novel approach to specialty pharmaceutical sales. While traditional selling models provide a highly scripted sales interaction, the developed Selling Framework recognized the unique nature of the specialist sales call and allowed for the flexibility for representatives to drive implementation of prescribed best practices. In addition, as it was derived largely from internally collected best practices, the Selling Framework reflected a truly customized approach that is unique to the industry and distinct from competitor counterparts.
The full blended solution focused on an organization-wide implementation starting from the top-down, including a series of training and launch tools aimed at all levels of Senior Management, Marketing and the Sales Force.
Implementation of the Selling Framework produced a standardized approach to selling and product communications, while improving the potential to increase market share and customer satisfaction across the organization.
Apart from its locally strong reception, the Selling Framework and associated training and launch tools have garnered cross-market attention and are currently under consideration for global adoption.