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Sales Training & Sales Enablement

Issue Identification
Tired of sales team activity without any achievement?

Transform your sales team into business development professionals

Selling to Pharma and biotech is complex. There are long buying cycles, multiple stakeholders and regulatory hurdles.  

To succeed, sales professionals must qualify opportunities quickly, uncover the real drivers for decision‑making and guide deals from RFI to signed contract while balancing internal and external pressures.  

BC Consulting’s training programs are designed specifically for the clinical trials marketplace; we help your team move from general “salespeople” to strategic business development professionals.

Why BC Consulting?

We’ve been selling clinical services and technology since 2011.  Unlike generic sales courses, our program is built around the buying patterns and decision processes of Pharma and Biotech companies.  We don’t replace what works; instead, we identify each rep’s strengths and personality type and augment their toolkit with proven techniques.  The result is a structured, repeatable methodology that makes selling activities predictable and measurable to management.

Our Approach

We start by teaching your team how buyers make decisions, including the role of emotion and risk in complex purchases.  Participants also learn to assess their own attitudes and how to adapt to different personalities and buying styles.


 

Clinical trial sales involve multiple layers (RFI, Approved Vendor List, RFP and repeat business, and prefered provider) and long‑term relationships. 

Our framework meets your clients where are and helps your reps through each stage, ensuring every interaction is planned, reported and measured.

We show sales professionals how to prevent last‑minute cancellations and manage change orders by aligning with operational teams early and addressing potential objections.  This safeguards revenue and builds stronger client relationships while supporting operational margin expansion. 

Three Column Testimonial

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How We Deliver Training

Kick‑off session – We recommend a four‑hour face‑to‑face session (for up to five participants) to introduce the methodology and establish a common foundation.  While virtual options exist, in‑person sessions drive better engagement and retention.

Weekly group sessions – After the kick‑off, we host weekly virtual training sessions to revisit themes and practice techniques through presentations, simulations and open discussion.  Each session includes a pre‑meeting call with sales leadership to align on current priorities.

1:1 coaching – Reps can schedule on‑demand coaching calls to discuss specific deals or challenges.  This personalised support drives deep learning and behavioural change.

Ride‑along & post‑call analysis – When appropriate, trainers join calls or use a notetaking solution to review meetings and provide detailed feedback.  This allows for real‑time guidance and continuous improvement.

 

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Engagement Options

Our training programs are flexible.  Choose a three‑month retainer with dedicated hours each month, add on individual coaching sessions or arrange an in‑person kick‑off workshop.

Custom programs are available to address specific needs; pricing is based on the level of support and can be structured as a monthly retainer or hourly engagement.

Contact Us

Request a sales training consultation to discuss how BC Consulting can build the confidence and skills your reps need to close more deals in the complex world of clinical trials.