Case Studies

A Novel Sales Approach For New Insomnia Drug

A Top 20 pharmaceutical company needed market intelligence for product positioning, market response, and sales strategy for a new class of prescription insomnia medication. The drug had the first novel mechanism-of-action (MOA) to be developed in the past 35 years.

In addition to exceeding the client's sales objectives for the launch, the company also wanted Publicis Selling Solutions to develop national and regional key opinion leaders.

Among the challenges the new drug faced were marketing to primary care physicians in a crowded prescription insomnia field, and educating prescribers in the novel and unfamiliar MOA. The company's sales force also was too small to accomplish its objectives.

PSSG's solutions exceeded all performance-based goals and objectives, and attained 113% of sales targets for the first year. Our team was also ranked #1 by the Sales Force Effectiveness Monitor in the insomnia class.

We customize unique solutions that differentiate our clients' innovative products and educate their targeted prescribers.
Click here to see how we do it.