CASE STUDY

Business growth in flat segment

Situation

Despite having a strong product line, sales were not reaching their true potential. It was challenging for the client’s sales team effectively reach key hospital decision-makers to drive sales.

Diagnosis

The sales team had challenges articulating product benefits in an effective manner to key administrative decision-makers. Due to the unique properties of this product, its appropriate use could affect key hospital metrics (i.e. readmission and hospital acquired infections rates). A different strategic sales approach was needed.

Solution

DS&R worked with the client to assess sales team selling approaches and expertise in hospital market. Recommended and implemented a customized consultative selling and strategic selling approach – TAPS© (Total Account Penetration Strategy Sales Program©) for the sales and marketing teams.

Result

Results were rapidly obtained, when sales implemented TAPS© access to key decision-makers and influencers rapidly improved. Product trial, hospital formulary listings, and sales quickly grew.

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