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A conspiracy exists in the world of selling. A cold calling conspiracy.

What I’m talking about is the requirement by most sal

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

es organizations to make cold calls on your time and at your expense. They say that cold calls equal appointments equal sa

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

les, but that’s not true anymore. All sales managers are guilty of teaching it, believing it, and using it. “Increase your

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

ctivity and increase your income” are the mantra. We’re told to do the sales math to “motivate” ourselves. Have you hear

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

d this one? “If you make five hundred dollars commission per sale and it takes five appointments to get the sale and twenty

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

alls to get an appointment, then each cold call is worth five dollars in your pocket.”

Did anyone ever really believe this?

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

Hey boss, put your money where your mouth is! If that were really true, companies would pay us the five dollars per call!

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

They don’t because that equation never works in the real world... for anyone. The simple fact is that we are only paid for

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

completed sales, not for attempts. Directing salespeople to make more calls and increase activity is a weak excuse for a sal

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

es manager or trainer to justify his or her job. Cold calling is an expensive waste of your time. The reason companies have

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

you cold calling is because it is a waste of your time and your money, not theirs. You only make money when you sell somet

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

hing, yet over eighty percent of most salespeople’s time is spent looking for someone to sell to.

The bottom line is that we

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

, as salespeople, cannot afford to continue fooling away our time on low-percentage activities like cold calling. It’s a way

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

for companies to save money at your expense. We must focus our attention on activities that get real results in this new I

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

nformation Age economy, and the effectiveness of cold calling fell dramatically when we left the old Industrial Age and enter

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

d this bold new era. Forget cold calling and learn how to market yourself intelligently, systematically, and automatically

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

. Self-marketing is the key to success in today’s selling environment and the “secret” of all those top producers who obviou

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

sly don’t cold call and won’t tell you what it is they’re doing to make those huge numbers every month. Remember, Napoleon

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

Hill’s great work is entitled “Think and Grow Rich,” not “Work Harder and Stay Broke.” Don’t become a victim of the Cold Cal

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ling Conspiracy - learn to market yourself successfully and join the elite club of top producers. I did it and you can too

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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