October, 2015

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Customer data is the lifeblood of commercial life sciences

pharmaphorum

Findings from the Veeva 2015 European Life Sciences Survey Is the industry getting what it needs? Customer data challenges are among the most vexing and pervasive that life sciences companies currently experience, especially with the increasing regulatory pressure and the transition to new business models they face. But are organisations getting what they need from their data to deliver true customer insight and drive commercial success?

Leads 52
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How to Finish the Year Strong While Filling Next Year’s Pipeline

The Brooks Group

It’s the 4th quarter, and there are 2 things on every sales leader’s mind. 1. Finishing the year strong, and…. 2. Building pipeline so that their team is on track for a good 2016. In our race to finish the year strong, top of the funnel activity often gets put on the back burner while sales reps put focus and energy on the immediate task at hand – hitting this year’s number.

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Improving patient adherence, engagement & outcomes: Innovations in drug delivery

pharmaphorum

Join West Pharmaceutical Services, Inc.'s Chris Evans and HealthPrize Technologies' Katrina Firlik to learn about how their organizations are collaborating to provide an end-to-end connected health solution that tracks, educates, motivates and engages patients to increase adherence and medical literacy and rewards them for compliance with their prescribed regimen.

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Get Your Sales Team Prospecting Smarter, Not Harder

The Brooks Group

Without strategic territory planning at the senior leadership level, your organization can’t move forward. But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. The first step is getting your team to commit to carving out dedicated time that is focused solely on territory planning activities.

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Roles and Responsibilities of Specialized Clinical Supply Experts

When selecting a clinical supply provider, consideration often focuses upon the manufacturing, packaging, storage and distribution capabilities available that will, at face-value, be sufficient to meet the needs of the sponsor and their trial. However, there are human-based and knowledge-driven factors that are often overlooked that go beyond these basic physical capabilities and are integral to the development and delivery of high performing clinical supply chains.

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7 Things Your Buyers Want Other Than Lowest Price

The Brooks Group

When your prospects are considering purchasing from your organization, price will inevitably be a factor, but what is likely more important to them is a high quality product and the value that accompanies it. The ability of your sales team to outsell lower-priced competition is vital to maintaining your bottom line in an overcrowded marketplace—that’s not big news, but how do you make it happen?

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17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness

The Brooks Group

A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. A rep may be expertly skilled in building rapport, asking strategically important questions, and presenting customized solutions— but all of that is irrelevant if they are unable to meet with the right people at the right time. So, we’ve developed a brief audit to help you determine whether or not your team is engaging in the right activities that will lead them to exceed their target