Sales

How to get marketers and reps to work together

Andrew Tolve — Thu, 24 Jun 2010 10:51:40 +0100

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 — Mon, 16 Aug 2010 10:27:38 +0100

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 — Mon, 16 Aug 2010 10:23:54 +0100

Effective strategies must match both the external market and the internal company culture.

How US healthcare reform could change pharma

Andrew Tolve — Tue, 20 Jul 2010 09:50:01 +0100

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 — Tue, 20 Jul 2010 09:44:17 +0100

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 — Tue, 20 Jul 2010 09:41:40 +0100

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 — Tue, 13 Jul 2010 09:42:58 +0100

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 — Tue, 13 Jul 2010 09:34:34 +0100

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.

New sales models and market access

John Ferguson — Tue, 22 Jun 2010 10:06:22 +0100

John Ferguson explores new ways to update pharma sales methods to improve market access.

The future of pharma

Dr Brian D Smith — Tue, 22 Jun 2010 10:01:24 +0100

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