We've been working with 3 brands at 3 companies in wildly different therapeutic categories. Their sales had begun to stall and reps blamed managed market coverage. Fast forward to where we realized that the same basic obstacles were choking all three fieldforces.
Listen as Stacey Richter talks through the top 5 reasons that managed markets pull-through fails.
- Differentiating between a smokescreen and a real objection
- Understanding what managed markets is, and when/why/how it matters
- Overcoming cost objections by lowering the perceived price and barriers
- Overcoming cost objections by raising perceived value
- Confidence and Accountability