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Rep finds sales in relationships
For Michael Dorfman, a pediatric sales specialist with Wilmington, MA-based Ascent Pediatrics Inc., the most rewarding part of his job is watching his professional relationships grow. "I enjoy the rapport with the doctors and the staff and seeing how, as the relationship develops, your sales increase as well," said Dorfman, who has been in pharmaceutical sales for over six years and spent the last three with Ascent.
For Michael Dorfman, a pediatric sales specialist with Wilmington, MA-based Ascent Pediatrics Inc., the most rewarding part of his job is watching his professional relationships grow. "I enjoy the rapport with the doctors and the staff and seeing how, as the relationship develops, your sales increase as well," said Dorfman, who has been in pharmaceutical sales for over six years and spent the last three with Ascent.
Dorfman finds it easy to develop relationships with doctors and their staffs because of how much he enjoys being a pharmaceutical sales rep. "If you like what you do, you enter your sales call in a good mood to begin with," he said. "If you go in there in a great mood, it's kind of contagious and that allows the doctors and the staff to feel comfortable with you as a person, not just as a representative."
In developing relationships, Dorfman said most reps make the mistake of asking the doctor too many questions and not telling him or her anything about themselves. "Sometimes it's all right to share a little about yourself," he said. "This way the doctor remembers you as the person who traveled a lot or the person who had a great moment in their week last week or the person who just had a baby."
It's not surprising then that, with his respect for relationships, Dorfman uses them as a way to see no-see physicians. "The best advice if it is truly a no-see doctor is to go in every week and build rapport with the staff," he said. "Because if the staff likes you, eventually they will help you get in that office."
The Transformative Role of Medical Information in Customer Engagement
October 3rd 2024Stacey Fung, Head of Global Medical Information at Gilead Lifesciences, delves into the evolving role of Medical Information (MI) in the pharmaceutical industry. Covering key topics like patient engagement through omnichannel strategies, combating misinformation, and leveraging AI to enhance medical inquiries, the conversation with Stacey highlights MI's critical role in ensuring patient safety and supporting drug development. She also shares her professional journey and tidbits for early career professionals on professional development.
Unlocking value and cost savings in patient services with technology and talent
October 2nd 2024Traci Miller, Director, Sonexus™ Access and Patient Support, Cardinal Health, discusses the current digital trends in the patient services industry and how the optimal balance of technology and talent can transform manufacturer-sponsored patient support programs. Hear how Cardinal Health combines best-in-class program and pharmacy operations with smart digital tools to ensure product and patient success and reduce operational costs.
