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Case Story: Sales Strategy

Refocusing strategy to spur sales



A global pharmaceutical company needed to change its sales focus in response to a changing environment where pharmacists cared more about providing patient value within severe budget constraints than the science that gave their products an edge.


The company’s sales strategy needed to be refocused to increase emphasis on the patient value and economic benefits of its products. DSI helped the company’s Account Team Leader create multiple options in his offering set, as well as add bonus incentives to provide significant economic value for the hospital chains.


Using the revised negotiating approach, after just three months, the sales team received orders of 1.5 million EUR in excess of what had been projected. The team is now on pace to surpass its annual sales targets by a substantial margin and has deepened its relationship with pharmacists to be less transactional and more collaborative.