What will the sales rep of the future look like?
As the needs of pharma customers change, the skills and qualifications of sales rep will change, too. Lisa Roner takes a look ahead.
The changing role of sales reps in the Middle East
Lisa Roner reports on tips and trends for sales force effectiveness in the Middle Eastern and North African markets.
Getting to know the Middle Eastern and North African markets
Mohammad Hijazi, customer and disease understanding manager at Merck, Sharpe & Dohme in the United Arab Emirates, talks to Lisa Roner about implementing SFE strategies in the Middle Eastern and North African markets.
Communicating with local sales forces in the Middle Eastern and North African markets
Wael El Zanaty, communications director at sanofi-aventis, talks to Lisa Roner about communicating to and through the sales force in the MENA region.
Sales effectiveness: Moving from vendor to partner
Joshua Rossman, director of customer experience, at eBay, on understanding your customers in order to sell better.
Seven quick fixes for Sales Force Effectiveness
Podcast: Raising the bar on CRM solutions
Demand for customer relationship management (CRM) solutions remains strong due to economic and regulatory pressures on the pharma industry.
Do incentive schemes work?
A majority of participants in an eyeforpharma panel of directors and sales analysts found that incentive schemes did not have a positive impact on sales-force retention or loyalty.
Mal’s Musings: Please regulate us now!
The pharma industry cannot operate without public trust, but our trust accounts are dangerously depleted. The rescue package: more regulation.
Value based KAM and B2B selling – are they possible in pharma?
Stronger and more concentrated buyers, intense competition and genericization of products, price pressure and shrinking margins – this may be a new experience for pharma, but other industries have been there before. And have found solutions. Could some of these solutions work for pharma as well?
Mal’s Musings: Why I hate sales reps
Partnerships for Healthcare Value - the new generation of KAM
In a recent blog post at eyeforpharma, my colleague Torsten Bernewitz asked provokingly “if KAM is already the old model.”
Is it already "old"? I don’t think so. Although many sales and marketing executives are candid in admitting that their account management efforts have not delivered on their promises, I don’t think this is due to lack of relevance or lack of enthusiastic support for KAM (what we might sometimes assume when we hear that something is “old news”).
In fact, a new style of KAM is emerging in pharma that is proving to be highly effective at combating declining prices and shrinking margins.
Pharma reps: scientists or salespeople?
What do household appliances and H2 antagonists have in common? Both need to be sold with a combination of knowledge and passion.
Is KAM already the old model?
Most pharmaceutical companies embrace the concept of key account management (KAM), and have taken steps to ensure the role builds loyalty with important customers.
In private, however, sales executives often question whether KAM positions have actually created more value. Some readily admit that not much has really changed, other than titles. So, is KAM just the latest fad to join CRM, disease management and reengineering on the scrap heap of management’s miracle cures?
Will KAM save the day?
Most pharma companies have embarked on key account management (KAM) initiatives in one way or another.
But building a true KAM competency can be a costly proposition. And in an environment where so many organizations are cutting costs, pharmaceutical executives need to ask some tough questions: How exactly do we create new value through KAM? Are we there yet?
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Selling Pharmaceuticals in 2015 USA
February 9, 2010 - Philadelphia - Click here
This 1 day conference and discussion forum offers a unique opportunity for senior-level US pharmaceutical executives to come together and assess evolving commercial strategies in light of increasing price pressure and growing dissatisfaction with escalating healthcare costs being expressed today by physicians, payers, and consumers.
SFE Middle East
March 1-2, 2010 - Cairo - Click here
Medical Devices & Diagnostics Sales & Marketing Europe
March 17-18, 2010 - London - Click here
1st Annual Medical Devices & Diagnostics Sales & Marketing Europe
Oncology USA
March, 2010 - Boston - days TBC
Oncology USA
SFE Europe
April 27-29, 2010 - Barcelona - Click here
SFE Europe
Marketing Excellence and Analytics Conference
April 27-28, 2010 - Sydney - Click here
Boost access and engage physicians with customer-centric marketing strategies that deliver value to customers. Featuring industry-led keynote presentations, case studies, panel debates and high-level networking, this is a crucial opportunity for any marketing executive striving to break out of low-value commodisation models and provide more value to customers for better access and increased sales
SFE USA
May 17-18, 2010 - Philadelphia - Click here
SFE USA
Medical Devices & Diagnostics Sales & Marketing USA
May 20-21, 2010 - Minneapolis - Click here
Step back from communicating product features and lead the brand building process
Sales Force Effectiveness Japan
July 14-15, 2010 - Tokyo - Click here
SFE Japan 2010
Sales Excellence & Business Intelligence Australia
September 1, 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.