Case Study:

Customer Excellence With AI Sales Rep Tools Brings in $937 Million in Incremental Growth

AI-Powered Sales Tool Delivers 43% Growth

Pharma sales reps have an increasingly difficult time. Whether their brand is a new launch, or there are competitor brands providing intense competition, or generic competition, the sales reps need to be armed with as much information on their therapy area and customers than ever before. The reps need the best information on everything possible, including predictions about their customers’ needs and behaviors.

The Client Problem

•    Large, but older, brand in decline
•    New brands with new treatment paradigms
•    Generic competition
•    Sales representatives felt they could not compete anymore
•    Sales Director wanted to see if AI could give the reps a competitive edge

The Solution

•    Rich individual physician level data within the CRM system
•    Online data that could be linked to specific physicians
•    Combined all data available into a uniform format, plus temporal sequencing
•    Used AI techniques, thereafter, to create tools that provided actionable insights
•    Physician switch warning behaviors sent to sales rep
•    Bespoke sales message suggestion engine for individual physicians
•    Bespoke detail aids for each physician created in the doctor’s office

The Outcome

•    43% increase in sales in reps using the system compared with the reps not using the system
•    Was then rolled out to integrate into CRM system
•    Overall incremental sales growth was $937 Million

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