The pharmaceutical industry is facing more challenges and demands than ever before. Recent studies indicate that physicians and doctors desire fewer, but stronger, relationships with salespeople. They want reps who can deliver valuable, more relevant services, and better respond to the specific needs of a practice. To achieve these goals, the rep’s ability to engage doctors in a timely, meaningful, and solution-based manner is crucial.

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Case Study:

Global Pharmaceutical Company


Global pharmaceutical company was getting ready to launch a new product but concerned that their sales reps would not adapt well to to cross-selling multiple drug lines while trying to learn a new therapy. The company turned to PBR to develop and deliver new product training launch.


PBR trained 300 sales reps and sales managers in customized on-site workshops that focused on:

  • Gaining and sustaining access to doctors.
  • Advanced probing strategies and sales questioning techniques.
  • Expanding the sales call.

The Results

  • Twelve months later, new drug launch exceeded revenue projections by more than 31%.
  • Within two years, the drug became the #1 blockbuster.
  • Sales leaders attribute their success to PBR sales and sales management training workshops, one-on-one coaching and sales training reinforcement.