What’s in store for pharmaceutical sales reps? Are their roles likely to change significantly and, if so, how?
(Apr 24, 2008)
Sales & SFE
Tailoring Key Account Management (KAM) for pharma
eyeforpharma recently had a chance to speak with David Wright, director and senior partner at Imonic, about how pharma can most effectively use Key Account Management.
(Mar 6, 2008)Learning from other industries on KAM
Howard O’Neill of Yorkshire Water in the UK shares some tips with pharma about Key Account Management.
(Mar 6, 2008)Measures of Sales Force Effectiveness: Are You Measuring The Wrong Thing? --- Part II
As discussed in Part I of this article series, many studies are highlighting the fact that pharmaceutical sales force productivity has declined.
(Mar 5, 2008)Network Intelligence is becoming a key enabler of commercial strategy
Mar 4, 2008Achieving commercial success in tomorrow’s challenging healthcare marketplace will require a more holistic understanding of regional health economies and a more integrated multi-disciplinary approac
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- Robert Mark's blog
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Measures of sales force effectiveness: Are you measuring the wrong thing? --- Part I
We all know that today’s pharmaceutical marketplace is extremely competitive - not only are there significant budgets at stake, but also the environment around big pharma is becoming increasingly ho
(Mar 1, 2008)Quality not Quantity- North American Sales Force Effectiveness
Feb 19, 2008There has been a dramatic change in North American SFE. The size of the Sales Force has been cut significantly by all of big pharma.
Customer targeting should begin to factor-in network intelligence
By employing increasingly sophisticated customer targeting methods, supported by market research data and technology (such as CRM applications, customer profiling and quantitative segmentation techniques), pharmaceutical sales and marketing organisations have become adept at targeting “high value” prescribing physicians with product-oriented messages.
The key limitation of these customer targeting approaches is that they still focus primarily on a single sub-population of individuals (prescribing physicians) and miss out on engaging with important customers by foregoing a systematic understanding of the broader context of the healthcare stakeholder environment.
(Feb 7, 2008)Is the Safe Rx Act coming to your area?
Feb 5, 2008While this topic is specific to the United States, I wanted to share a new legislation with you, which went into effect a few weeks ago in Washington, D.C. and may follow to other states…
Listening in
Jan 21, 2008Each of you intimately involved in pharmaceutical sales and marketing have probably thought at least a million times how nice it would be to be “get inside” the heads of physicians and patients an
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- Lisa Roner's blog
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Sales Force Effectiveness USAPhiladelphia, June 23-24, 2008
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SFE Latin AmericaMexico City, September 3-4, 2008
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Sales Force Effectiveness JapanTokyo, October 1-2, 2008
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Sales Force Effectiveness Middle EastDubai, October 6-7, 2008
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Sales & Marketing RussiaMoscow, October 7-8, 2008
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SFE South AmericaBuenos Aires, October 14-15, 2008
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Medical Devices & Diagnostics Sales & MarketingBoston, November 5-6, 2008
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SFE and Market Opportunities ChinaShanghai, December 3-4, 2008