SFE 2011: Selling Value With Customer-Centric Strategies

eyeforpharma's SFE 2011, April 27-29, Barcelona was an undisputed success. With over 560 attendees and more than 50 industry leaders including Jane Griffiths (IVP, Janssen Cilag), Charlotte Sibley (SVP, Shire) Javed Alam (VP Sales, Novartis) offering keen insights on all of the latest trends and challenges, it's no wonder 92% of this year's delegates said they would recommend the conference to a friend.



Hot topics, top speakers


Francesco Frattini, Business Development Director, Roche told attendees about his company's initiatives around CSO & outsourcing. He analysed the impact of their sales results and management time - and shared the lessons learned. Francesco explained that with the changing commercial model Roche Italy knew it must focus on differentiation and personalisation to create greater value form stakeholders.



Another hot topic was in the training & development track. Kevin Crowe Head of Sales Effectiveness, Merck Serono demonstrated how to implement a coaching culture to enhance your people's negotiation skills, selling technique and product knowledge and how to perpetuate this with continual reinforcement. His take away however was the importance of evaluating the return on investment of your training projects.




Continuing momentum



Kate Eversole, VP Europe of eyeforpharma says research for a bigger and even better SFE event next year is already underway. Based on the key take home messages from this year's conference, she predicts SFE 2011 will include a greater focus on business excellence and ecomminications in addition to more traditional SFE topics.



If you missed the event you can catch a keynote- Tyrone Edwards, SVP, Merck (ret.) 'Boost your sales productivity in today's challenging pharmaceutical market' talk for free here.



The real value in the discussions started at events like SFE Europe 2010 comes in carrying them on beyond the conference. To that end, speakers and chairman including Eric Rambeaux VP Strategy, Abbott will be posting articles and blogging on eyeforpharma's dedicated linked in group: linkedin Group Search: Sales Force Effectiveness



"I learnt a lot - Tyrone's presentation is a great place to start"

Pieter Jan Brouwer, VP, Intervet Schering - Plough



For more information visit eyeforpharma/sales






Source:



Nick Best

VP Marketing

eyeforpharma

T: +44 (0) 207 375 7594 ext 296

E: nbesteyeforpharma

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