This article provides questions and not necessarily the answers as to why pharmaceutical sales may be different than B2B sales.

• In B2B you deal with business professionals. These are people that went to business schools and know how business works. In pharmaceutical sales, you
  This Time, Lemonade Sits
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  tactics when you really shouldn't be. Most sales books and programs teach how to be successful at B2B sales. But in B2B, you sell business products and services and deal with business professionals. In pharmaceutical sales you sell drugs to doctors, physicians, and pharmacists. Is there a difference? Should you be using the same sales tactics?

  This article provides questions and not necessarily the answers as to why pharmaceutical sales may be different than B2B sales.

  • In B2B you deal with business professionals. These are people that went to business schools and know how business works. In pharmaceutical sales, you
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    s and deal with business professionals. In pharmaceutical sales you sell drugs to doctors, physicians, and pharmacists. Is there a difference? Should you be using the same sales tactics?

    This article provides questions and not necessarily the answers as to why pharmaceutical sales may be different than B2B sales.

    • In B2B you deal with business professionals. These are people that went to business schools and know how business works. In pharmaceutical sales, you
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      g the same sales tactics?

      This article provides questions and not necessarily the answers as to why pharmaceutical sales may be different than B2B sales.

      • In B2B you deal with business professionals. These are people that went to business schools and know how business works. In pharmaceutical sales, you
        The Illusion of Print Mail Services
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        • In B2B you deal with business professionals. These are people that went to business schools and know how business works. In pharmaceutical sales, you deal with doctors that went to med school. A lot of them have never even taken a business course. Perhaps business doesn't even interest them? Should you use the same sales tactics on physicians as you do on business executives?
        • In B2B, it is customary to shake hands upon greeting. Should you shake hands upon meeting a doctor? Perhaps doctors are more apt to worry about the transmission of germs and are not comfortable shaking hands with strangers? Should you reach out to shake hands or should you do something else?
        • In B2B you can use cold calling as a prospecting method. Can you cold call a physician? Would you w

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