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More Sales Articles

The Web is dead. Long live the Internet!

Paul Simms, (Dec 5, 2011)

Agnitio CEO Morten Hjelmsø on how technology can help marketers to do what they do best: communicate!

Key account management: A special report

Editor, (Dec 1, 2011)

In this special report, eyeforpharma examines how pharma can use key account management (KAM) as a strategic sales and marketing tool.

Highlights from the KAM Europe Conference

David Wright, (Dec 1, 2011)

David Wright, director of Imonic Ltd and conference chair of eyeforpharma’s recent KAM Europe conference, outlines the insights gained from the event

Is pharma’s mobile budget going down the drain?

Duncan Arbour, (Nov 23, 2011)

How to assess the potential value—or lack of potential value—of mobile offerings

Special report: Mobile apps and pharma

Editor, (Nov 23, 2011)

As smartphones and tablets take over, eyeforpharma explores how a strategic understanding of mobile solutions can improve customer outreach and drive competitive advantage for the pharma industry

Pharma sales models at the tipping point

Ursula Sautter, (Nov 22, 2011)

Ursula Sautter reviews the importance of key account management and key opinion leaders in new sales models

3 steps to delivering personalized medicine in Japan

Andrew Tolve, (Oct 14, 2011)

Andrew Tolve explores the three things Japanese pharma firms need to do to become leaders in personalized medicine

Don't write off the sales rep just yet

phil7taylor, (Oct 5, 2011)

Traditional sales reps can still play vital roles in the transition to KAM. Phil Taylor reports

KAM: Build the skill sets

Paul Simms, (Oct 5, 2011)

Key account management (KAM) requires high-level capabilities, both from individuals and from organisations. Phil Taylor explores whether the pharmaceutical sector is lagging behind other industries in adopting the approach

Transform reps into KAMs

phil7taylor, (Oct 5, 2011)

Phil Taylor explores how reps can shift their sales strategies from traditional detailing to Key Account Management