“helping clients build b2b relationships and grow their business with practical inside sales concepts”
Pharma/Medical/Biotech
Products/Lab Equipment
Supplies/Services
For resale to drug stores, pharmacies, dealers, distributors
Direct to doctors, hospitals, clinics
Direct to businesses or consumers
Manufacturers & Distributors
Marion Laboratories, Inc.
Kansas City, MO
Marion Laboratories was a respected, multi-national pharmaceutical company, that later merged with Merrell Dow and then Hoescht - Rousselle. After failing to get their field sales team to start half-day a week phone usage to better cover their accounts, Scott introduced and helped implement a proactive, outbound telephone selling effort using inside staff. It was so successful that it grew to 20 reps within 2 years.
".....You introduced to Marion and me the techniques of direct telephone marketing and did the 'hands on' demonstrations in providing the examples of monitoring, selling techniques, call reporting, and follow-up programming.... In addition, you literally rolled up your sleeves and developed our presentation scripts and the initial selling techniques that made even our test program a profitable venture for our company.
Lastly, you provided the confidence and consulting skills to help persuade skeptical sales managers who had not accepted the telephone as an alternative media in selling ..... I must congratulate you on helping us build a solid foundation..... the success of our program can be directly attributed to your efforts and planning."
Bob Dunn, Director of New Marketing Techniques
Marion Laboratories, Inc.
Benedict Nuclear Pharmaceuticals
Golden, CO
Start-up company involved in development, manufacture and distribution of radiopharmaceutical products for nuclear medicine practices. Scott helped them create and implement an inside staff telephone selling program.
"..... small start-up company with limited sales resources, needed an effective way to reach the whole market ..... Scott Ashby showed us the way with telemarketing, and taught us correct techniques to get closure ..... maximized productivity of people, which is especially important with a development company ....."
Andrew J. Tofe, Ph.D., Vice President and General Manager,
Benedict Nuclear Pharmaceuticals
AIV, Inc.
Harmans, MD
National supplier of patient care solutions to the medical community, including patient monitoring accessories, power distribution products, medical device repair services and infusion pump replacement parts. Scott worked with an existing inside sales group to develop a more proactive and effective selling approach.
"We are now more consistently making very aggressive sales goals, which partially can be
related to stronger selling skills and a more professional sales approach."
David Lyons, Sales Manager, AIV, Inc.
Coloplast
Marietta, Ga
International manufacturer of innovative products for ostomy and incontinence care. Sells direct and through dealers; must build relationship and influence E.T. nurse.
In process of establishing telemarketing program at Tampa headquarters. Scott demonstrated that the proper consultative approaches made it possible to reach and speak with E.T. nurses for 10 to 15 minutes or more, and open up future selling opportunities - an obviously more cost-effective sales contact. The field sales force was then trained in the use of these techniques, and the concept was instrumental in the company achieving record sales even after reducing the field sales force.
Later, after moving the headquarter to Marietta, GA, an in house teleselling operation was established using the same techniques. Scott helped implement the program and worked with the new manager.
National Specialty Services
(Division of Cardinal Medical)
Nashville, TN
Very successful Cardinal start-up medical distribution company, selling therapeutic plasma and specialty pharmaceutical products into the hospital and alternate site markets. Other than establishing several national contracts with medical buying groups, the early selling efforts were all by telephone.
Scott helped refine and strengthen the telephone selling part of the operation, especially in the area of mounting a more proactive, relationship type of selling effort. In addition, help was given regarding recruiting and hiring practices, managing and training procedures and the general operation of a successful telephone selling operation.
For a complete list of all 29 clients served in the healthcare sector, click here
Other notable healthcare companies that engaged Scott regarding inside sales efforts.
Frontline Medical Equipment,
Pinellas Park, FL
Intergen Company,
Purchase, NY
Konica Medical Corporation,
Wayne, NJ
Nu Chem Laboratories,
Port Jefferson Station, NY
Parmed Pharmaceuticals, Inc.
Niagara Falls, NY
Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.