Cold calling in Managed Care

Has anyone had to do it? My company has provided me with no customer list or training at all. I don't think I have any other choice than to cold call...which sucks because I don't really have any experience with it.

Any tips?

 

Start with the PBMs and a rebate offer in hand, they will love you!!

 

First off you must work for a very unique company and were promoted in to the position without any form of support.

No cold calling will not work. You will spend a lot of money and time to speak to a nice lady behind a very large, fancy wood desk that will advise you to get an appointment.

What do anticipate covering in a cold-call? This is not position like selling antihistamines in 1973.

You will have to develop some rapport with key personnel via ....................

This is ridiculous.

 

Ya this really sucks. I was appalled when I went to work in pharma Mgd care. The problem is that you promote product sales people into a consultative sales role with no relationships and a dept full of sales people with no training and a boss who was thrown into Mgd care because they did not know what else to do with them........clusterfuck....Abbott......forest.......

 

I am looking for a the best company name contact information who handles the managed care leave behind auto filled forms. As we are approved with PBM, and regional plan' specific Bennifits information I would like to add information for our small company. We are launching next year if all goes as planned and looking for A few suggestions or templates sources.

 

Trialscripts or Allscrips (sp) will be resource. They do not come cheap.

 

Since you're calling on managed care and seem to be a field rep (or an account manager) for a small company, I doubt this advice is relevant, but you need to find an MSL or health outcomes specialist who knows outcomes data, understands your market, and can help you craft a value proposition that goes beyond efficacy and safety. If you do not have access to these people, then you need to understand how payers think, how they assess risk, and whether the cost of your product (including rebates) is competitive with competitors. If your competitors are generic, you'll have a tough road. Also customize your sell to a specific benefit plan or plans, as "managed care" really is one big fluffy nondescript term that doesn't mean anything. You're calling on an insurance company that has a range of plans, some with low deductibles, some with high deductibles, all targeting different market segments. Pharmacy coverage differs within plans. Pick a few, sell the overall value, and pray. You likely will only get one or two shots with the key decision makers, so figure out ways to be nice to people around them so that they take your phone calls. Eventually, they'll stop if you have nothing to say.