Please login to the form below

Who says remote sales can't be personal?

How can pharma companies evolve, and exploit the remote selling opportunities, without losing the personal touch?

Traditional pharma sales has be associated with the personal touch for decades. Face-to-face meetings were imperative to communicate with HCPs, and the only way get results. But that’s no longer the case.  

Digital evolution has changed the way we communicate in all aspects of life, and business. It’s neither sustainable, or indeed sensible, to stick with traditional routes. So, how can pharma companies evolve, and exploit the remote selling opportunities, without losing the personal touch?  

The good news is that a multi-channel (remote) sales method can be just as personal, and even more effective than traditional sales. The essential part, however, is knowing what channel HCPs prefer, and letting them dictate how they communicate with sales professionals.  

What is multi-channel?

Multi-channel sales is often mistaken as merely a digital bolt-on to an existing model. When we talk about multi-channel amongst pharma professionals, it’s clear that we still all have different perceptions of what this means. OUTiCO coined the phrase ‘multi-channel account management’, when pioneering a new, future-proof sales approach back in 2011. At OUTiCO, a multi-channel model means having the ‘immediate’ ability to reach the customer (HCP) through a mix of different channels – whether it’s face-to-face, phone, screen share or email.  

Keeping it personal

Digital, or virtual, communication, is flexible, and cost-effective – and is becoming the norm across many UK B2B industries.  Despite some people’s reluctance to move away from the comfort of conventional face-to-face sales, HCPs are often delighted to have their own preferences considered. It’s the personalised approach that gets results.  

The key to successful HCP engagement, is sourcing exceptional sales professionals who have the competence to sell using all channels, and then furnishing these individuals with valuable accessibility data to access the HCP with the most viable channel. What is more personal than letting your customer dictate how you communicate?  

If you’d like OUTiCO to open more doors and gain more sales opportunities, get in touch to understand more about our ‘multi—channel’ capabilities.  


Follow OUTiCO on Linkedin:  https://www.linkedin.com/company/outico

See our case studies - www.outico.com/case-studies

9th October 2018

Share

Tags

Company Details

OUTiCO

0330 223 0300

Contact Website

Address:
5 Kelso Place
Upper Bristol Road
Bath
BA1 3AU
United Kingdom

Latest content on this profile

What do Healthcare Professionals think about the inclusion of remote selling techniques?
Evolving to a digitally focused pharma / healthcare company - an organisational roadmap
OUTiCO
Who’s winning at digital transformation? (And who failed to adapt…)
There have been many companies who were once at the top of their game, yet they failed to innovate, became complacent, or were too slow in adapting their business for a digital world.
OUTiCO
Uniphar Group plc appoints Graham McIntosh as Managing Director Commercial & Clinical (Pharma)
McIntosh has been charged with accelerating the Uniphar business.
OUTiCO
Digital Transformation starts with an attitude
The key to digital transformation lies less with the latest technology, and more with the people behind it.
OUTiCO
Multi-Channel Account Management - A Typical Day
We often talk about using multiple channels to reach our customers, but how does that work on a day-to-day basis? Take 2 minutes to experience a day in the life of a Multi-Channel Account Manager.
OUTiCO
The Future of Pharma sales: fast forward to 2029
Change is inevitable, and necessary, for growth in business.
OUTiCO