SPI Announces New Solution Selling for Pharma® Program
Over the past two decades, Solution Selling® has evolved to a world-renowned brand of sales methodology that relies on science and a proven process to help sales professionals and their clients work collaboratively toward a mutual goal.
With well over a million sales professionals trained around the globe, its success is undeniable and it continues to be the solution of choice for small, medium, and enterprise-level organizations in all industries.
A number of leading research firms have identified the critical sales competencies that have emerged as a result of the seismic shifts occurring in the pharma/biotech space. A president of one of the five biggest pharma organizations was quoted in Mays’s (2012) blog, “…[customers] are looking for us to be a business-to-business partner who can help deliver solutions and support their efforts to deliver evidence-based care.” These customers are no longer only the healthcare providers (HCPs) who make sole treatment decisions in their privately-owned practices. They are healthcare networks made up of multiple decision-makers and stakeholders.
Anthony D. Slonim, MD, the President, and CEO of Renown Health stated in an online article, “Selling to ACOs [and IDNs in general] requires a more educational approach, meaning life sciences companies need to consciously shift from a manufacturer mindset and develop a solutions-oriented outlook” (2015). These views are espoused in many leading healthcare markets, and the pharma industry can no longer afford to lag so far behind other industries in honing the skills of its sales force.
The time is now to introduce Sales Performance International’s (SPI) proven methodology to an industry that is in greater need than ever of a solution that addresses the following critical challenges:
- Declining sales revenues due to:
- Inability to articulate the value of therapeutic solutions
- Difficulty engaging in consultative conversations with HCPs and other decision-makers
- Ineffective business development practices
- Increasing cost of sales due to:
- Inability to access the real decision-makers
- Inefficient use of sales resources
- Lack of a well-established, verifiable sales process
SPI’s dedicated life sciences practice is proud to release this new offering and invites sales representatives (including account executives), sales managers, sales support specialists, and marketing leaders to collaboratively explore the positive impact that Solution Selling for Pharma® may have on their territory planning, opportunity management, revenue growth, resource utilization, and product messaging.