SFE Strategy

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 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.

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.

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.

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.

The future of pharma

Dr Brian D Smith, (Jun 22, 2010)

Brian Smith explores what the history of the pharma industry says about what’s to come.

The impact of value mining on market access

Peter Mansell, (Jun 14, 2010)

Peter Mansell explains how multiple stakeholders are analyzing data to make their own determinations of medicine value.

Sales force effectiveness: are reps still relevant?

Marcus Deans, (May 24, 2010)

Marcus Deans explains why the continued relevance of reps depends on developing new skill sets to maintain a competitive edge.

Identifying best practice in sales force effectiveness

Les Rose, (May 24, 2010)

Alan Finkelstein, training director at Schering-Plough animal health, on how to achieve operational excellence in sales and marketing.

Pharma sales: How emotions impact prescribing behavior

Andrew Tolve, (May 6, 2010)

Andrew Tolve reports on how motivational research can reveal the emotional factors that influence physicians’ prescription decisions.

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Events

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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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