Image courtesy of Discovery Health
By Jessica Goldsmith
Who is the voice of your organization?
For most organizations, the company voice is reflected in marketing materials, public relations efforts, on social networks and through brand ambassadors such as corporate or celebrity spokespeople. But in health care, spokespeople are often patients themselves. As pharma companies look to inform, educate [...]
Tags:advocate·awareness·brand ambassador·demographics·marketing·media training·messaging·objectives·Pharma·public relations·Sales·social media·spokesperson
By Jason Brandt (@Jasondmg3)
GlaxoSmithKline has decided to change the way they pay bonuses to their sales representatives, tying the amount of the bonuses to the rep’s efficacy at customer service, not just the sales figures of the doctors they’re responsible for seeing. (Read more about it here.)
Are you thinking this way [...]
Tags:brainstorm·client·communication·customer·diabetes·disease management·Education·information·innovation·marketing·motivation·objectives·Patients·Sales·Salesforce·service·value
By Andy Smith
Social media has changed many facets of business from how we interact, exchange ideas and information, and generate innovation. Even traditional media is going social to engage audiences. However, it’s important to remember that networking, educating and raising awareness among your target audience needs to happen beyond the digital frontier. While everyone seems [...]
Tags:advertising·brand equity·business·collateral·community relations·Conferences·customer loyalty·e-mail·Education·Facebook·integrated campaign·LinkedIn·marketing·networking·Sales·social media·Social network·Twitter
By Sven Larsen (@zemoga)
Which came first – the Pixel or the Pill? That’s what we’re often asked when people talk to us about our media and marketing efforts. Of course, the real question they’re often asking us is “Do you guys know anything about Pharma or are you just winging it?”
Luckily for us, we can [...]
Tags:business·digital·marketing·metrics·Pharma industry·Sales·social media·technology·Twitter
By Dan Bobear (@dbobear)
A salesman has got to dream – it comes with the territory.
Playwright Arthur Miller wrote that quote in 1949, but for today’s pharmaceutical sales force, the words still ring true. As door-to-door sales have given way to more sophisticated approaches, sales organizations need to dream big with their eyes wide open. The [...]
By Todd LaRoche (@toddlaroche)
It’s no surprise studies indicate that physicians can enhance patient satisfaction by spending more time with them during office visits. Conversely – and challenging for pharmaceutical sales reps – the amount of time doctors have away from patients is decreasing. This article references a survey that shows 60 percent of doctors are [...]
Tags:digital·doctors·DTC·e-detailing·Education·patient·Sales·social media
By Jason Brandt (@Jasondmg3)
When budgets are tightening, but just as much work still needs to be accomplished, that leaves only one option: figure out a way to do it cheaper. In pharma, as in industries around the world, this is becoming increasingly common, and the answer is, frequently: outsourcing.
Outsourcing has [...]
Tags:drug discovery & development·manufacturing·outsourcing·Sales·testing·trials
This post is part of a week-long series identifying the challenges facing Pharma sales, and determining digital solutions to deal with these obstacles.
By Bob Mason (@BobMasonPalio)
With ever-shrinking headcount and budget figures, sales and marketing teams are under more pressure than ever to make sure that their sales forces are performing optimally.
There are about 100,000 pharmaceutical [...]
Tags:Digital Tools·doctor·efficient·Epocrates·Evernote·Google Maps·Pharma·Pharmaceutical industry·Sales·Salesforce·smartphone·technology
By Paul Harrington
R.I.P., CVA.
Friends, Romans, and countrymen, lend me your ears: I come not to praise the CVA, but to bury it.
The CVA – or Core Visual Aid – the most commonly used sales tool in the armamentarium of pharmaceutical sales is dead, dead, dead. Certainly, for decades it had served us well: it gave [...]
Tags:creativity·Design·Digital Tools·drug safety·Education·innovation·interactive·marketing·Opinion·Pharmaceutical industry·Sales
Back in February, Damon Caiazza of GSW gave us a few good reasons not to abandon the sales force. Now he’s back with another guest blog post packed with advice on how sales representatives can maximize their value to HCPs. Read on for more of Damon’s insights.
By Damon Caiazza (@dcaiazza)
Knock knock! Who’s there? Pharma [...]
Tags:Customer relationship management·e-pharma summit·marketing·Pharma·Pharmaceutical industry·Sales
