With 20-30% of our customers not expecting to see representatives face-to-face post COVID*, remote selling is here to stay. In this webinar, we will examine how behavioural science can be employed in the creation of content to enable good sell outcomes and how a CLM/CRM platform, like Veeva, should be used to support the effective use of that content and provide important market and customer insights.
4.00pm
Welcome and introductions
Christine MacKay, Award-Winning Founder of Animation Studios Salamandra.uk
4.10pm
Setting the scene: COVID Impact on our industry and customer expectations
4.20pm
Boost rep tools/content by applying behavioural science
Dave Pinnington, Marketing and Behavioural Science Leader and Founder of Markify/ Marketing Behavioural Science Lecturer
Fundamentally marketing and sales is about creating a behavioural change (e.g. getting customers to start using your product, increase usage, use less of the competition etc). Behavioural science when added to your sales force materials and marketing is a powerful tool to significantly increase engagement and sales. In this talk, Dave will share some core principles of behavioural psychology that apply in pharma engagements (including remote selling). He will highlight how to increase the performance of content by embedding behavioural science.
4.45pm
Optimising Veeva sales materials to enable and empower the multichannel rep
James Harper, Veeva Expert, Founder and Managing Director 28b
Veeva can be an incredibly powerful sales tool. In this talk, James will explore the fundamentals and best practice for e-sales aids and rep triggered emails to enable the multichannel rep to better orchestrate customer engagement and achieve good sell outcomes in a remote setting.
5.10pm
Discussion
5.30pm
Close
*drs.net survey of 722 validated members 27/03/2020 – 03/05/2020 https://pmsociety.org.uk/webinar-industry-engagement-post-covid-19-event-report/
