Case Studies

• Turn Your Negotiators Into Profit Margin Protectors May 17, 2012
  The Issue: Negotiators Often Move Too Quickly to Leave Money on the Table
  The pressure of negotiating large, complex sales often drives sales professionals to make mistakes that shrink margins. Though they have received negotiation training—usually bas…
• Get Golden Results: Inspire Rapid Adoption of a Strategic Sales Training System October 10, 2011 Challenging Reps to Work Smarter, Not Harder. Calling on new accounts with a “me-too” product in a highly competitive market puts a sales force to the test, especially when reps lack a consistent skills foundation and commercialization goals are aggressive. Sales leaders must support reps facing these challenges with a sales training system that emphasizes information gathering and strategic account planning—a system that teaches reps to boost sales with their brains, not increased frequency of calls.
• Accelerate Toward Your Product Launch Goals August 25, 2011 Can substantial commercialization goals be achieved in record time?
  Pharmaceutical sales representatives motivated not only to compete, but also to collaborate can boost the velocity of a product launch. By sharing their sales successes with colleagues a…
• Creating Value for Your Most Challenging Customers July 19, 2011 Are your products lacking the strong competitive advantage needed to make it in this market? No problem.
  Even sales forces that call on no-see/no-change doctors without differentiated products can create value for their customers. How? They focus on unco…
• From the Ground Up: How to Implement a Company Training Program October 10, 2010 Rob Chinn, Senior Director of Managed Care and Trade at Novo Nordisk, wanted to build a “best in class” account management team. He knew his team needed to be more business-focused and to develop customer-focused sales skills. Chinn also knew any training…
• Understanding Your Customer’s Business October 9, 2010 Sales staff of a specialty medical company needed to adapt to the new healthcare environment by selling to materials management directors and purchasing staff members in addition to doctors. They required new knowledge that would help them figure out the …
• Implementing a Successful Product Launch October 9, 2010 Biotech A needs ExcelDrug to win early acceptance from a large number of formularies in an indicated market dominated by an entrenched competitor with a reimbursed product. To ensure a successful launch, the company wants to create an agile account manage…
• Research Findings for Product Launch Success October 10, 2005 What are the key factors that define the successful launch and commercialization of a product in the pharmaceutical/biotech industry? In this research report, Alliance Performance Systems answers that question. Our research team pinpoints the factors thro…