Posts

Physician Courtship and the Undying Love of Sales Reps

7.5 a day (including weekends and holidays) and 2,700 a year - that's how many marketing messages top category physicians get from Pharmaceutical companies today.Ridiculous right? But, this is the current industry's overwhelming marketing…

5 Tips Pharma Sales VPs Must Know Before This Year's Wrap-Up

Quarterly reports bring about the usual amount of stress across all business departments, but it seems the greatest quivers occur in the beating pulse of the business - the sales department. The Responsibility With Wall Street analysts and…

2 Ways to Beat Competition and Lead a Successful Drug Launch

What does it take to successfully launch a new drug in today's competitive Pharma market? That is the question.Up until a while ago, it was the time of blockbusters, patents, huge-scale, army-like launches aiming to take over the market.…

Fall Pharma Round-Up: Pricing Scandals Are the Least of Its Worries

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With September’s flurry of media coverage over drug pricing, pharma has a unique opportunity to rescue its spiraling reputation. Wearables, third-party data analytics providers, and commercial operations account management are just a few hot…

Are Data Discrepancies Diminishing Sales Efforts?

It’s a trifecta that doesn’t happen very often. The conglomerate of data your sales team has to deal with in order to put together an effective pitch is staggering. Before the sales team can get to work, it needs to manipulate data about…

Successful Execution of Physician Segmentation: Setting the Sales Force up for Success

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Proper segmentation – and physician attribution to segments – can help your Pharma organization win the war against poor or unwieldy data. Pharma organizations can successfully execute a physician segmentation strategy only when a strong…

How to Drive Sales Force Effectiveness with the Right Pre Call Planning Solution

The Pharma sales rep role is in jeopardy. M&As, regulatory changes, digital influences – these are just a few of the market pressures influencing the future of the sales rep. Underscoring this view is the vast sales force layoffs the Pharmaceutical…

What’s the Secret to Successful New Commercial Models Adoption in Pharma?

Is your pharma organization scratching its collective head, wondering how it can compete in the new global marketplace? You’re not alone in the struggle. The pharmaceutical industry as a whole is experiencing a massive commercial evolution.Sales…

Brand & Sales Collaboration: Enemies or Brothers in Arms?

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To start our series on the fruitful benefits of collaboration in the Pharma industry, we chose to discuss a well-familiar, in-house, long-existing, dichotomous relationship between brands and sales, and how a reconciliation between them, based…

The Pharma Rep’s 5 Tips for Winning Every Call

The 3 Minutes that Will Save Your 3 Minutes You’re sitting in the waiting room, flipping absentmindedly through last month’s copy of Golf magazine, anxiously waiting for the opportunity to call upon your targeted physician. You know that…