A collection of insights we've gather from our experience. Enjoy reading.
13 November 2017
New cloud-based technology platform has the potential to transform the way life sciences companies manage customer profiling, segmentation and targeting SINGAPORE, 7 NOVEMBER 2017 – Xcellen, a sales force effectiveness technology and advisory firm providing solutions to leading life science companies, today announces the global launch of its proprietary Xpower Customer Targeting platform. Xpower is the world’s first cloud-based application….
30 October 2017
Customer targeting is the foundation of any go to market strategy. Only by understanding our customers we can define the right sales and marketing initiatives, select the right channels, deliver the right message. A customer targeting initiative usually starts with the sales force using a questionnaire to profile (or survey) the relevant customer base. Sounds simple but it is not…..
25 October 2017
Overcoming sales productivity leakages Many pharmaceutical companies experience what we call “productivity leakages” i.e. productivity losses due to inadequate SFE practices. Customer targeting for example is a typical culprit; lack of robustness in the profiling and segmentation process, followed by low buy-in from the sales force and sub-optimal allocation of resources are common issues. These productivity leakages take potential revenue….
25 October 2017
SFE in Asia Pacific: achieving a steeper learning curve Pharma companies in Asia are looking to increase the productivity of their sales forces. One client of ours put it nicely: “Previously the focus was on top line growth at any cost. Now we are talking about profitable growth” Within the pharma world, sales force effectiveness (or SFE) is typically the….