New sales force models: Get ready for the ‘hybrid reps’

Andrew Tolve, Aug 16, 2010 Mark Gleason, senior vice president of corporate development at Aptilon, explains how sales reps are combining field visits with online meetings.

ARTICLES

The future of pharma: When it comes to strategy, one size does not fit all

Dr Brian D Smith, Aug 16, 2010 Effective strategies must match both the external market and the internal company culture.

How US healthcare reform could change pharma

Andrew Tolve, Jul 20, 2010 Healthcare reform has made change in the pharma sector all the more urgent. Is the industry right to take a wait-and-see approach? Andrew Tolve investigates.

The future of pharma: managing complex markets

Dr Brian D Smith, Jul 20, 2010 Pharma execs need to discard conventional thinking and prepare their organizations for bursts of sudden, dramatic change, argues Brian Smith.

What's next for sales reps?

Marcus Deans, Jul 20, 2010 Marcus Deans explains why summer’s here and the time is right for ... rethinking the future of the sales rep.

Can the Web replace the rep?

Les Rose, Jul 13, 2010 Kate Wagstaff, product manager for Ferring Pharmaceuticals, on how to create an effective online campaign aimed at physicians.

Sales and marketing: Implementing new commercial models on the front-line

Andrew Tolve, Jul 13, 2010 Paul Van Arkel, a principal with McKinsey & Company in Zurich, on how to make a multi-channel sales and marketing model work, region by region.

How to get marketers and reps to work together

Andrew Tolve, Jun 24, 2010 Pharma consultant Allan Dick on how to bridge the gap between sales strategy formation and sales strategy implementation Poor patient adherence is a well-documented problem for the pharmace

New sales models and market access

John Ferguson, Jun 22, 2010 John Ferguson explores new ways to update pharma sales methods to improve market access.

BLOGS

Mal’s musings: Pharma ignoring Africa is a risk too big to take

'Mal Barnard', Sep 02, 2010 A mention of the word Africa creates visible discomfort among most pharma executives.

Mal's Musings: A new mission statement for pharma

'Mal Barnard', Aug 23, 2010 Many organizations have a mission statement that attempts to encompass the purpose of the company. It provides clarity and direction and sets boundaries for operations.

Dim Sum and Account Management

Torsten v. Bernewitz, Aug 17, 2010 A few weeks ago I went on a business trip to Shanghai. It was my first time in China. I arrived in the evening and checked into my hotel. After a trip of 20 hours, I was starving. None of my colleagues had yet arrived, so I went out alone to find a restaurant.

M’s the word: Just give me the truth

Malcolm Allison, Aug 16, 2010 Honesty is the best policy - on a CV and in the pharma business.

Mal's musings: A new theory about business theory

'Mal Barnard', Aug 15, 2010 We need good theories to make the practice of pharma sales and marketing work.

Can the drug industry really embrace transparency ?

Richard Meyer, Jul 27, 2010 Internet marketing is moving at the speed of sound today. There’s always a lot happening but for pharma marketers there is not always a lot they can do.

Mal’s Musings: Sales force effectiveness 2.0

'Mal Barnard', Jul 19, 2010 To make SFE relevant again, we need to start adding value rather than extracting it.

Southwest Airlines and Pharma Content Creation: What’s the Connection?

Sam Agris, Jul 08, 2010 I spend a fair amount of time on airplanes for business and some for pleasure and always try to take the nonstop flight to my destination.

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Events

Sales Excellence & Business Intelligence Australia

September 13-14, 2010 - Sydney - Click here

The purpose of the conference is to bring together the leaders, movers and shakers in sales excellence and business intelligence in the Australian Pharmaceutical market to share best practice, knowledge and experiences for mutual benefit. The 2009 conference sold out with over 160 senior-level pharma sales and marketing executives attending to network, learn from each other and of course hear unique case studies and opinions from industry innovators.

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SFE & Business Excellence Latin America

October 21-22, 2010 - Miami - Click here

The main objective of the Sales Force Effectiveness & Business Excellence Latin America 2010 Congress is to improve your sales force effectiveness and business strategies.

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Sales & Marketing Russia & CIS

October 25-26, 2010 - Moscow - Click here

Start: 25/10/2010 - 07:51

End: 26/10/2010 - 07:51

Timezone: Etc/GMT

Sales & Marketing Russia CIS 2010

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Specialty Pharma Commercial Excellence

November 15-16, 2010 - Boston - Click here

Start: 15/11/2010 - 08:47

End: 16/11/2010 - 08:47

Timezone: Etc/GMT

Specialty Pharma Commercial Excellence

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Key Account Management Europe

November 29-30, 2010 - London - Click here

KAM Europe 2010

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SFE Europe

April, 2011 - TBC - days TBC

Start: 28/04/2011 - 00:01

Timezone: Etc/GMT

"Europe's Must-Attend Pharma Event"

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