Abbott
New sales strategies to keep raising the bar
Challenge
Abbot has a highly trained sales team, but they identified areas for improvement in their sales processes, in terms of effectiveness, efficiency and their sales practices. One of the main objectives of this process was to facilitate salespeople, who are specialized in the neurosurgery sales network (mostly engineers and training technicians), to find the balance between mastering the specifications and technical aspects of the product and the ability to create a commercial speech focused on the benefits and needs of their target audience.
Solution
We conducted a thorough analysis of their sales processes, addressing specific needs with customized training. New sales process phases were introduced for effective customer journey management. Intracon designed two-day interactive workshops in Madrid, covering practical training, public speaking, efficient public tender management in the pharma sector, LinkedIn best practices, and role-playing. These sessions equipped sales teams with strategic tools for more effective daily approaches.
