Posts

Physician Courtship and the Undying Love of Sales Reps

7.5 a day (including weekends and holidays) and 2,700 a year - that's how many marketing messages top category physicians get from Pharmaceutical companies today. Ridiculous right? But, this is the current industry's overwhelming marketing…

How to Drive Sales Force Effectiveness with the Right Pre Call Planning Solution

The Pharma sales rep role is in jeopardy. M&As, regulatory changes, digital influences – these are just a few of the market pressures influencing the future of the sales rep. Underscoring this view is the vast sales force layoffs the Pharmaceutical…

The Pharma Rep’s 5 Tips for Winning Every Call

The 3 Minutes that Will Save Your 3 Minutes You’re sitting in the waiting room, flipping absentmindedly through last month’s copy of Golf magazine, anxiously waiting for the opportunity to call upon your targeted physician. You know that…

3 Stages to Building a Winning Pharma Call Plan Methodology

Sales or Division Managers? Make Your Sales Reps Into Sales Champions. A common mistake among Home Office management is that the single best way to optimize sales is by getting the sales reps to strictly follow the Home Office Call Plan,…

Precall Planning: What Do Sales Reps Need to Know About Physician & Account Types?

In most companies, sales reps are assigned a target list. In many cases, this is an annual process where the home office models each physician or account and attempts to determine the most valuable people and amount of effort required by the…

Is Your BI System Relevant?

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So, you have invested much time and effort in a business intelligence system. Are you getting the ROI that you expected from such a large expenditure? One of the best ways to tell is by measuring your sales force utilization of the solution.…

Optimizing Life Science Analytical Solutions – Part 1

So you've invested a lot of time and effort in developing a Life Science commercial analytics solution to monitor the market performance of your drug or medical device. Are you getting what you expected from the investment? Obviously, the goal…