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An award-winning sales professional before becoming a pharmaceutical andbiotech consultant, Garry O'Grady, Senior Vice President, will open theconference with a session on initiatives that drive sales excellence, andScott Isaac, Associate Practice Executive, will present an interactive pre-conference workshop on improving the specialty sales model.
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Mr. O'Grady's session, titled "Sales Excellence -- The Top 10 InitiativesThat Drive Success in a Competitive Selling Environment," will be conducted onMonday, September 8, from 1:15 pm to 2:00 pm. The session will outline thetop 10 sales excellence initiatives that help manufacturers succeed in theincreasingly complex selling environment and examine three essentialinitiatives in detail: developing innovative sales models, achieving coachingexcellence, and enhancing quality of interactions with customers.
"Today's selling environment is characterized by a number of trends thatare making it increasingly difficult for manufacturers to maximize promotionalinvestments," said Mr. O'Grady. "In order to obtain the greatest return onthese investments, companies must aggressively pursue new approaches thatallow them to create incremental value, improve portfolio potential, and gaincompetitive differentiation."
Between his service as an officer in the United States Army and joiningCampbell Alliance 8 years ago, Mr. O'Grady was a member of the SurgicalProducts Division of Olympus America, Inc. As a salesperson on the division'sUrology Products Marketing Team, he distinguished himself as a member ofOlympus's top sales group. Mr. O'Grady also served as a sales representativefor Ciba-Geigy and was a member of Ciba's Circle of Excellence. Mr. O'Gradyreceived his MBA from the University of North Carolina at Chapel Hill andearned his BS from the United States Military Academy, West Point.
Earlier in the day, from 8:30 am to 12:00 pm, Mr. Isaac will present aworkshop titled "Optimize the Specialty Sales Model - Leverage Smaller SalesForces and Align Selling Strategies to Specialty and Hospital Environments."The workshop will examine key components of the specialty sales model, as wellas common challenges facing each component and best practices to optimallyaddress them. Mr. Isaac will also discuss current industry trends andresulting implications for future sales force strategy development.
"The truth of the matter is that there is no best specialty sales forcemodel," said Mr. Isaac. "Each sales force is different and faces its ownunique challenges. The ability to recognize this and know how to address thevarious components of each specialty force is key to success in the field."
Mr. Isaac brings to Campbell Alliance more than 11 years of pharmaceuticalindustry experience, including six years managing sales force automationimplementations. Having developed many innovative technical solutions todrive sales and collect market intelligence, Mr. Isaac uses his unique salesexperience and skills to serve Campbell Alliance's clients. Mr. Isaac holdsan MBA with distinction from New York University's Stern School of Businessand a BS in Management Information Systems from Binghamton University.
For more information on CBI's Leadership Summit on Evolving the PharmaSales Model, please visithttp://www.cbinet.com/show_conference.cfm?confCode=PC08057.
Executives from Campbell Alliance speak at many conferences in the US andEurope each year. For a full listing of events, p
