Main Subject - Business

Let's talk about benefits of outsourcing your telemarketing and lead generation programs and the different options that are available to you if you're considering doing this. Many companies in the past have looked to outsourcin

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

g companies to handle lead generations for them and in doing so they've lost part of their key strategic advantage, which is to build a telesales and tele-lead generation lead function in their house that becomes repeatable, sus

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

Examples of combination products may in

ainable, and actually integrated with your overall selling model. It's no secret that the best in class companies, whether they be in software, hardware, technology, healthcare, manufacturing or business services, are using tel

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

sales and telemarketing for business-to-business lead generation and complete sales.

Many companies pooh pooh the idea of using inside sales or telesales or telemarketing for the sale of professional goods and services but many

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

companies are using this very, very successfully. As a matter of fact, most companies - names like Motorola, IBM, Intel, Simantec - some of the best in class companies in just about every sector of the economy, are using telesa

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

Combination pro

es as a part of their sales and marketing mix in order to improve their sales efficiency and productivity and drive better results to the bottom line in shorter periods of time. It's a key component of the sales acceleration ef

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

fort.

In the past, many companies have looked to complete outsourcing of this lead generation or telesales function to call center companies. But the cost of doing this is very high in relationship to the efficiency and what y

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

u end up doing is paying a very, very high price for each lead and not generating nearly the results that you can by taking that activity inside. We advocate that if you're considering lead generation using an outsourced telema

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

keting firm that you reconsider and seriously give consideration to building a telesales or lead generation function inside your company.

What you'll gain in benefit is multifold. First of all, you will be able to tightly cont

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

ol the process as it relates to call approach, target, message and how to actually gain traction with potential prospects over the phone and through continuous improvement. By having that function close to your company you'll a

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

tually gain critical knowledge over time that will allow you to greatly improve your telesales and lead generation effectiveness. Second of all, you'll gain continuity in your operations. If you ever decide to fire or terminat

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

Following aspects would a

e a relationship with an outsourced telemarketing and lead generation contractor you'll lose all of the body of knowledge that was gained by the individual working for that company the day that you switch off working for them.

dd to the challenges in developing combination products:

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

hird of all, you'll actually be able to drive improved efficiency into your sales operation because you'll actually be able to reduce the number of field sales people that you have and increase your mix towards inside sales peop

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

e who are doing early stage lead qualification and development and then passing qualified leads out to your field sales people. This can dramatically drive up your sales efficiency and greatly reduce your total cost of customer

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

acquisition. Why? Telesales people work more efficiently in a highly controlled, repetitious, high volume calling environment and second on all, they cost less than field sales people do; as a matter of fact, typically, about

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

third of the cost of a fully loaded sales person. So it makes a lot of sense for you to consider building this kind of operation inside as opposed to outsourcing it.

If you are considering outsourcing, consider a third option

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

Professional from academic institutions, pharmaceutical industries, health care indust

: bringing in a qualified telesales pipeline development consultant to actually build out the process for you at your company. That includes actually doing the sales process development program document, determining the target

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

ustomer, the call approach, building your phone script, and actually hiring and recruiting your telesales personnel, training them to the process and then managing them until they are producing the results that you're looking fo

.

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

. Many companies find that this in very advantageous. We've had several customers that have produced several hundred percent increases in their lead generation and effectiveness by deploying this strategy, using outside consul

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

Companies that provide selfless information through particip

ant to come in and build their telesales function. This is something that you might want to consider. We call it telesales insourcing and Cube Management does a great job at this with great results for many different customers

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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A common complaint bill collectors hear from debtors is that no one cares about us, or our finances or our situation. Just like someone with a negative attitude, many times debtors place the blame on everyone else but themselves, this includes the bill collector that is trying to collect the debt they owe their creditor. The bill collector, even if they are as nice as they can be, is immediately considered the evil enemy, just because they are what they are, a bill collector.

Many managers hate conducting performance evaluations. But performance evaluations don't have to be an awful experience. They can be a positive way to help the people who work for you grow and develop, if you handle them right.

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