Advancing The Profession of Pharmacy

[Interview] Overcoming the Fear of Selling and Cold-Calling

by | Jun 13, 2017 | Consulting Pharmacist Education

Elevate Pharmacy Virtual Summit: Day 4 Session 1

Brendan Alan Barrett is a top sales producer who has generated millions of dollars in revenue.

In addition to running his own sales   organization in the civil engineering and construction industry, Brendan provides coaching and consulting to sales teams and business owners. His practice focuses on identifying and prioritizing prospects that can be turned into sales quickly.

In doing so, Brendan helps his clients to generate revenue and customer testimonials that fuel more scalable and less labor intensive business development efforts for year-over-year growth.

Brendan’s first book, READ WRITE DO Professional Development and Career Success Playbook, as well as are dedicated to the mission of career and business success without student debt.

More information about cold-calling and prospecting can be found on Brendan’s blog.


Key Takeaways:

  • Getting comfortable introducing yourself and your services to new primary care offices​
  • Setting realistic expectations about the goal of the first conversation
  • Understanding the progression of conversations in the sales process
  • Moving from cold-calling to the “discovery phase” then to opportunity phase
  • Ways to market yourself in a way that doesn’t feel like selling
  • #1 Tip for conversation starters with providers and building rapport
  • Learning how to “pivot” based on your clients needs
  • The BEST tactic to determine whether or not your pitch is landing
  • When/how to make follow up calls if you haven’t gotten a response
  • Noting names/dates will help staff identify and recognize you
  • Using a prospecting “framework”


We are re-launching the 2017 Elevate Pharmacy Virtual Summit LIVE ENCORE on September 15-19th, 2017!

If you missed any of the interviews and want access to our new BONUS interviews, join the Summit email list to get notified when the Summit ENCORE goes LIVE.

I hope to see you soon and look forward to hearing your ideas and plans to Elevate our profession.


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About the Author

Blair Thielemier, PharmD, is a business development consultant specializing in pharmacist-led billing models. She has set the industry standard for virtual pharmacy conferences with the Elevate Pharmacy Virtual Summit in 2017. She has consulted with national pharmacy organizations, drug wholesalers, point of sale companies, and Fortune 5 health insurers. She has books and online courses available for individuals looking to leverage their pharmacy knowledge into monetized clinical programs at She speaks internationally about trends in leveraging pharmacists to improve value-based care.


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