How to sell to top executives in the PHARMACEUTICAL industry
Selling to top pharmaceutical executives, such as Chief Scientific Officers (CSOs), Vice Presidents of Regulatory Affairs, and Heads of R&D, requires deep industry knowledge and a targeted approach.
In this video, we’ll cover the essential strategies you need to know to succeed in selling to pharma leaders—whether you're addressing FDA/EMA regulations, clinical trials, or patent protection.
00:00 Selling in the pharmaceutical industry
00:39 How to approach prospects
00:50 Industry knowledge is important
01:34 Phases of Clinical Trials
02:17 Understand which phase the prospect company is in
02:36 Relationship building
03:19 Social selling on LinkedIn
03:43 How to cold call in the pharma industry
04:35 Example
04:45 Provide social proof
06:42 Address regulations
07:48 Data
09:19 Next step
09:31 Timing
10:38 Challenges
11:03 The right tools you need
11:18 Find key companies and stakeholders
12:12 Create a lead lists
12:20 CRM software
12:46 Buyer intent data tools
13:20 Keep your data clean and updated
13:35 Learn how to find key accounts
Whether you're selling to Senior VPs or compliance officers, this guide will help you navigate the complex world of pharmaceutical sales.
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