Rep Playbook & Sales Strategy
The approach we take with non-writers and 1x writers who have low familiarity to us and the product.
What is Directive?
DAILY DOUBLE!
52% of patients 'agreed' or 'strongly agreed' to being afraid of having low blood sugar during these two activities.
What are sleeping and driving?
The amount you pay for covered health care services before your insurance plan starts to pay.
What is a deductible?
The half-life of Gvoke.
What is 32 minutes?
This IS-East territory extends the furthest north on the team.
What is Michigan (UP MI)?
The current main target for our hyperfocus strategy. Writer segment.
What are high-dabblers?
The prevalence of severe hypoglycemia in Type 1 diabetes patients is equal at A1C levels greater than 9%, and A1C levels less than this.
What is 7%?
A list of prescription drugs covered by a prescription drug plan.
What is a formulary?
The only product in the Gvoke RTU portfolio that does not offer a pediatric dosing option.
What is the Gvoke Pre-Filled Syringe?
The number of formal and informal ISR leadership opportunities on the IS-East team.
What is 7? FST, Team Lead, Engagement, Marketing, Sales Ops, Market Access, Compliance.
Another name for a SmartPhrase when not working within the EPIC EMR system.
What is a Dot Phrase?
DAILY DOUBLE!
Trypanophobia is the fear of this, often leading to the avoidance of necessary medical treatments including insulin therapy.
What are needles?
This group of clinicians meets regularly to decide which drugs will be approved or removed on the state Medicaid formulary.
What is a P&T Committee (Pharmaceutical & Therapeutics)?
Contraindicated.
Characterized as a rare, usually benign (noncancerous) tumor that develops in the adrenal glands, causing them to release excess adrenaline.
What is Pheochromocytoma?
The two pillars that Kyler uses to frame success on Inside Sales.
A classification system used to provide more specific strategy to sales reps in various states of growth and pull-through. E.g. Drive Depth.
What are Territory Archetypes?
In a retrospective study of over 55,000 type 2 insulin-naïve individuals starting treatment on basal insulin, almost 40% of those that had a severe hypoglycemic event had it within this period of time post-initiation.
What is 1 month?
Implies that more cost-effective drugs must be prescribed first prior to allowing reimbursement of more expensive options. A common barrier for Gvoke.
What is a STEP?
DAILY DOUBLE!
Gvoke should be stored at room temperature, with excursions between these two Fahrenheit values.
What are 59 and 86 degrees?
The number of states that our 15 territories cover.
What is 22 States?
A sales strategy used to create access in larger health systems by targeting adjacent, proximal clinics for shared patients and networking opportunities.
What is Surround the Castle?
Fear of hypoglycemia can lead to Avoidance Behaviors, as well as these types of behaviors. Examples include reducing or omitting insulin doses and intentionally maintaining high glucose levels.
What are Over-Compensatory behaviors?
When a drug is covered on formulary, your plan pays for a portion of the cost of the drug and you pay a percent of the drugs cost (e.g. 20% of the drugs cost).
What is coinsurance?
The least common adverse reaction in Pediatric Patients with Type 1 Diabetes treated with Gvoke. (2 Possible Answers)
What is urticaria (hives)? 3%.
What is abdominal pain? 3%.
In lieu of Gvoke, Kyler encourages the sale of these three P's.
What are the Problem, the Product, and the Process?