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Building a reference list, case studies and testimonials a regulated buyer believes
Your team struggles to build trust with regulated buyers, costing you deals.
The moment it goes wrong
Your sales team presents a generic case study. The prospect asks for specific, auditable data, but your team has none. This erodes trust and delays the sales cycle, costing valuable time and potentially losing the contract to a competitor who can demonstrate compliance.
What changes after this course
After this course, your team will confidently present references, case studies, and testimonials that meet regulatory scrutiny. You will receive a record of training for each participant, demonstrating their enhanced understanding of regulated buyer needs.
How long it takes, by who is listening
Nobody spends a day in a classroom. Every module exists in three lengths; a person takes the length their role needs, and every length ends with the same recorded questionnaire, so the training record is complete either way.
| Who takes this course | Length | Total time |
|---|---|---|
| Business development and export sales | Briefing | 50 min |
| Marketing and communications | Briefing | 50 min |
What is in the course, module by module
5 modules. Under each title are the three things the listener can do afterwards; the audio itself runs 10 to 50 minutes depending on the length chosen. Each module ends with a multiple-choice questionnaire whose result is recorded per person for your auditor. Your human-resources or quality manager decides what counts as passed and when a level is retaken.
1Understand the regulated buyer's evidence needs.
- Learn how pharmaceutical companies define and assess supplier risk for GxP compliance.
- Understand the critical role of supplier qualification in purchasing decisions under EMA and FDA guidelines.
- Identify key concerns a Quality Assurance auditor raises about external services or products.
2Structure case studies for GxP compliance.
- Structure case studies to address specific GxP requirements and regulatory expectations.
- Include the data points a regulated buyer needs for a supplier audit or due diligence review.
- Avoid common mistakes that make a case study non-compliant or unconvincing to pharma clients.
3Build a comprehensive, auditable client reference list.
- Compile a reference list that satisfies due diligence and audit requests from regulated companies.
- Select references based on their relevance to regulatory compliance, quality systems, and project scope.
- Understand the implications of data privacy (GDPR, HIPAA) when sharing client information with prospects.
4Secure testimonials that speak to quality.
- Obtain testimonials that highlight adherence to quality standards and regulatory frameworks.
- Structure testimonial requests to elicit specific, auditable compliance statements from satisfied clients.
- Use testimonials effectively without making unsubstantiated claims or overpromising during pitches.
5Present your evidence effectively to pharma.
- Present your references, case studies, and testimonials with confidence to regulated buyers.
- Answer tough questions about compliance and quality systems during a sales pitch or audit preparation.
- Explain how your solutions align with EMA, FDA, and ICH guidelines to build client trust.
Price for this title
One licence, 5 modules in all three lengths, included in every purchase, every employee of the legal entity, 12 months. Pick your company size.
Cheaper as part of a track pack or company library. Delivered within 72 hours of payment or the course is free.
Custom course or custom pricing? A course built on your own procedures and products, a mixed bundle, several legal entities, or a budget that does not fit a table: tell us on WhatsApp and you have a written quote the same day.
Ask about custom courses and custom pricingWho this is for
Roles: Business development and export sales, Marketing and communications,
Businesses: every kind of pharma company
Countries: India China Türkiye Korea Japan Taiwan Egypt, Gulf and MENA Brazil and Latin America Pakistan, Bangladesh and Vietnam United States Europe
What you receive
- Audio modules in all three lengths, included in every purchase. The briefing for the board and the sales floor, the standard run for regulatory and quality, the expanded walk-through for the bench. One price buys all three; each person takes the length their role needs. Listen on the commute, at the bench, in the car.
- Made to be listened to. A narrator with character, a story in every module and real examples from the buyer's side of the table. Not a read-out of the guideline that puts the room to sleep.
- Companion workbook. Exercises and checklists per module, ready to file.
- Full transcript. Searchable, printable, quotable in your procedures.
- Source for every fact. Each statement links to its guideline, regulation or paper, so an auditor can check it.
- Certificate per learner. Name, course, hours, guideline version, date.
- Auditable training record. Per-person export for your quality file, the document inspectors ask for under EU GMP Chapter 2.
English first. Other languages are available in test mode on request.
Request a free sample module