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Cognitive Sales Consulting the fast track to improving sales results |
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Guess who you were sitting next to in the doctors waiting room ?
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The pharmaceutical industry has until very recently been recruiting ever increasing numbers of reps. They are all chasing the same doctors to persuade them to use their potions and pills, but the law of diminishing returns has taken over and simply throwing more reps into the increasingly competitive market simply doesn't pay any more. In response to this problem working smarter seems like a good idea and this summer saw the launch of Xperience Systems Limited, based on the Berkshire/Hampshire borders, dedicated to helping sales forces be more effective and drive greater sales results.
Xperience Systems Limited provides simulation based training, sales territory planning and diary optimisation solutions, initialy targeting the pharmaceutical sales markets. The pharmaceutical market in particular suffers from spending enormous amounts of money on sales forces with diminishing returns and solutions which can help reverse this trend are eagerly sought. It is common for 40% of the cost a drug to be sales and marketing as a result. Xperience Systems Limited was founded by Ray Roberts, who has been involved in sales and marketing management in the health-care marketplace for over 30 years. While working in the hospital supply and pharmaceutical markets, Ray observed that it was difficult to encourage sales forces to concentrate their efforts in the most productive areas and invest their time with the most important physicians in those areas. He recognised the need for fundamental attitude change and realised that a computer-based simulation mirroring a typical pharmaceutical sales territory could provide the answer. He was behind the development of the first such system in 1982. The technique proved to be a huge success and was widely employed by companies in over 20 countries around the world with good results. He has now set up Xperience Systems to continue to promote and develop Pharma Xplorer, the latest generation simulation, and also his two newer developments, Pharma Compass and Pharma Navigator. Cognitive Sales Consulting were engaged to plan and manage all aspects of the sales and marketing launch, including branding, web site, brochures, exhibitions, prospect generation and CRM systems, delivered to very rapid timescales and under tight budgets. Bryan McCrae of Cognitive Sales Consulting commented; 'when I saw saw Ray pitch Xperience Systems at a local business event I realised that there was enormous potential for great success and that I could help make it happen more quickly. That hunch proved to be right as we are now finding a very high level of interest from prospective pharmaceutical sales clients that I'm sure will translate into the first customers very quickly. The potential for these solutions in other markets is simply staggering !' For more details on Xperience Systems Limited contact Ray Roberts on 01256 316560, email enquiries@xperiencesystems.eu or see www.xperiencesystems.eu For more details on Cognitive Sales Consulting contact Bryan McCrae on 07739 465219, email bryan@cognitive-sales-consulting.co.uk or see www.cognitive-sales-consulting.co.uk
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