Integrity Solutions

MAY 12, 2020

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. But it will take more than tools and technology to do that. By Donna Horrigan As sales leaders navigate our current situation—a global pandemic that’s wreaking havoc on the economy while social distancing measures keep workforces remote and isolated— the role of sales enablement is coming under increased scrutiny.

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Medical Device Success

MAY 31, 2020

Reading time: 2 – 4 minutes In this episode Jeff Hydar takes us into the real world of a start-up medical device company that is quickly revising its sales process and marketing tools to adapt to selling in the very restrictive Covid Era. Meet Jeff Hydar, VP Sales at Kent Imaging. The Kent Imaging Team is adapting, innovating and executing. It is inspiring!

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Medical Sales Sales process Marketing 100

The Brooks Group

MAY 15, 2020

If there’s anything the COVID-19 pandemic has taught us, it’s this: There are no quick fixes, slap-dash measures, or shortcuts in life, or in business. Though it is human nature to want our personal and professional lives to bounce back up as quickly as they dropped into the abyss, your business’s recovery from the pandemic will take a deliberate, strategic, and paced effort to yield financial rewards.

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Training Sales Specialization Marketing 97

CloserIQ

MAY 5, 2020

It’s been two months since work from home has become the new normal, and sales has been largely impacted. The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). But salespeople are nothing if not resilient. We’ve gathered tips and best practices from salespeople who are making the most out of their work from home situations. 1) Set aside time each day to build your pipeline. “ Conversion rates of selli

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Prospecting Sales Sales pitches Media 69

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Planning on running clinical trials in Japan? How can you reliably supply these studies? Discover Catalent’s clinical supply packaging facility in Shiga, Japan. Strategically located between Tokyo and Osaka, and one of largest in Japan, this 6,000 square meter facility offers comprehensive services including primary and secondary clinical packaging and labelling, comparator sourcing, cold chain storage, local and global distribution, local language support and white glove service to support stud

Distribution

CLD, Inc.

MAY 28, 2020

Just 15 days after signing the contract with development underway, the decision was made. Scrap the live plans. We’re doing a virtual launch. Here’s how we helped make it happen.

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Training Sales 52

Silver Line CRM

MAY 27, 2020

Reading time: 4 minutes It’s time to fix the Marketing vs. Sales dynamic once and for all. For the near 20 years that I have been involved in Life Sciences as a marketer, everyone in the industry has discussed, analyzed, and problem-solved the dynamics of marketing and sales roles in engaging Health Care Professionals (HCPs) and growing the business.

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Medical Device Success

MAY 24, 2020

Reading time: 2 – 2 minutes Time for another cold shower? Don’t worry, I will hand you a warm towel at the end. This episode is about what the “Reopening” of the economy means to the Medical Device Industry. After a quick review of some important data points that will affect how you will be selling in the future, we shift gears to what customers think of vendors and what you need to do to stand out.

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Medical Sales Marketing Consulting 100

The Brooks Group

MAY 13, 2020

Humans are an interesting lot – in order to feel more, well, “human,” we need a certain level of personal connectedness. We’re talking handshakes-and-hug, three-dimensional fellowship – not this digital, pixelated surrogate that has stood in for connectedness during the COVID-19 pandemic. Indeed, as sales professionals, it’s becoming painfully apparent that the limitations of virtual selling stem largely from the inability of our virtual landscape to effectively replicate the real world.

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Sales Prospecting 85

CloserIQ

MAY 5, 2020

It’s been two months since work from home has become the new normal, and sales has been largely impacted. The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). But salespeople are nothing if not resilient. We’ve gathered tips and best practices from salespeople who are making the most out of their work from home situations. 1) Set aside time each day to build your pipeline. “ Conversion rates of selli

Prospecting 59

Prospecting Sales Sales pitches Media 59

Salesforce

MAY 19, 2020

In late January, I wrote a blog titled Trends Impacting Pharma in 2020. Now, in May, we see how quickly things can change. In response to COVID-19, the pharmaceutical industry has accelerated its digital transformation to address what are now not just trends, but imperatives — like patient-centricity and virtual engagement. Last month, at EyeforPharma, North America’s largest commercial pharma event (which became a virtual event due to the coronavirus), I listened to industry leaders

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Pharma Physicians Healthcare Healthcare 52

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Clinical trial data management is increasingly challenging as studies grow in complexity. Quickly accessing and analyzing study data is vital for assessing trial progress and patient safety. In this paper, we explore real-time data access and analysis for proactive study management. We investigate using adverse event (AE) data to monitor safety and discuss a clinical analytics platform that supports collaboration and data review workflows.

Safety

Clarify Health

MAY 19, 2020

Imagine your company was presented with an investment opportunity. The proposition: commit several hundred million dollars over 10-12 years for the potential to make billions of dollars annually for the following decade. The catch: there is a ~95% chance that you could lose everything. What would you do? Most companies would run in the [.].

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Pharma Marketing 52

Integrity Solutions

MAY 28, 2020

The only reason that a customer would or even should consider doing business with us is that somehow we enhance their ability to attract and serve their customers. By Derek Roberts. If you are in sales, you know that feeling of satisfaction (or even elation) you get from closing a sale. It’s motivating and rewarding. However, the allure of “getting the win” can also be a potential trap for some of us.

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Sales Sales process Training Marketing 110

Medical Device Success

MAY 17, 2020

Reading time: 2 – 2 minutes Telemedicine installations in 30 countries in less that two months because of Covid-19!! That doesn’t include sales in the US. In episode 9, Eric Bacon, President of AMD Global Telemedicine takes us further into this rapidly changing and growing market. Comments and questions are welcome! Now Go Win Your Week! If you have a need for biotech, pharma, device or any life science company data, check out BioPharmGuy.

Medical 100

Medical Sales Pharma Marketing 100

The Brooks Group

MAY 27, 2020

As America takes its first tentative steps toward a restoration of normal activities, the definition of what “normal” represents remains a moving target. This is particularly true for businesses, who, in addition to trying to understand what buyers’ appetites are going to be for their products and services, must also define what is an acceptable way to simply conduct business.

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Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

pharmaphorum

MAY 27, 2020

Insights on the impact of COVID-19 for pharma and biotech companies and considerations for a post-coronavirus new normal in life sciences and healthcare. It will also discuss the UK response to the emergency, clinical trials and how digital health has met the COVID-19 challenge for healthcare professionals, patients and industry.

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Healthcare Healthcare Pharma Patients 40

Source Explorer

MAY 26, 2020

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Clarify Health

MAY 6, 2020

Amid the COVID-19 pandemic, health systems are facing shrinking revenue and declining margins. Office visits, outpatient services, and IP admissions have dramatically declined, and high-margin, elective surgeries have largely been canceled. In May, our provider strategy team hosted a webinar describing three core revenue strategies for hospitals and health systems and the ways they can adapt to the current state and prepare for the “new post-pandemic normal.” While many of our hospit

Physicians 52

Physicians Patients Networking Healthcare 52

The Marketing Advantage

MAY 27, 2020

May 27, 2020 The COVID-19 sales compensation recovery will be an intricate one, varying not just by the type of product, but by area of the country as well. As explored in the first part of this two-part series , some products will recover faster than others and, no matter the product, some territories will recover faster than others. So then how can pharma, biotech and medical device sales incentive compensation plans be designed so as to maximize equity?

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Sales Pharma Medical Management 52

Speaker: Dr. Ben Locwin - Biopharmaceutical Executive & Healthcare Futurist

What will the future hold for clinical research? A recent draft from the FDA provides valuable insight. In "Optimizing the Dosage of Human Prescription Drugs and Biological Products for the Treatment of Oncologic Diseases," the FDA notes that "targeted therapies demonstrate different dose-response relationships compared to cytotoxic chemotherapy, such that doses below the Maximum Tolerated Dose (MTD) may have similar efficacy to the MTD but with fewer toxicities.

FDA

Medical Device Success

MAY 10, 2020

Reading time: 2 – 3 minutes Telemedicine is the new frontier for medical devices. Covid-19 has thrust telemedicine into the spotlight as an important channel of patient management across almost all specialties. In this episode, to explore this phenomenon we welcome telemedicine pioneer Tania Malik, JD, CEO of Virtual Medical Group and Chair of the Telemental Health Special Interest Group at the ATA.

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Medical Specialization Management Patients 100

The Brooks Group

MAY 20, 2020

As you read this, businesses across the country are taking the first tentative steps toward “reopening” – though the definition of what constitutes this varies from company to company. In most cases, “reopening” refers to the restoration of operations that involves some level of human-to-human contact – a dicey proposition given the ongoing desire by most to social distance.

Sales 59

Sales Training Safety 59

The Brooks Group

MAY 5, 2020

As we talk to CEOs and sales executives and take a look at trends affecting the economy during the COVID-19 pandemic, a clearer picture of our future is starting to come into focus. As businesses clamor to reopen and businesses ponder what their role will be in their customers’ lives, we now realize that we’re not headed toward a “new normal” — rather, we’re headed toward the “next normal.”.

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Sales Leads Marketing 52

Clarify Health

MAY 6, 2020

Amid the COVID-19 pandemic, health systems are facing shrinking revenue and declining margins. Office visits, outpatient services, and IP admissions have dramatically declined, and high-margin, elective surgeries have largely been canceled. In May, our provider strategy team hosted a webinar describing three core revenue strategies for hospitals and health systems and the ways they [.].

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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.

Specialization

Source Explorer

MAY 13, 2020

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Source Explorer

MAY 11, 2020

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The Marketing Advantage

MAY 21, 2020

May 21, 2020 As the country looks ahead to life after the COVID-19 pandemic, the sales incentive compensation plans that carried pharma, biotech and medical device companies through the pandemic will need to be adjusted as sales representatives begin returning to the field. However, there are a number of factors affecting the road to recovery that extend to the sales compensation planning process.

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Sales Pharma Medical Patients 52

Clarify Health

MAY 19, 2020

Imagine your company was presented with an investment opportunity. The proposition: commit several hundred million dollars over 10-12 years for the potential to make billions of dollars annually for the following decade. The catch: there is a ~95% chance that you could lose everything. What would you do? Most companies would run in the other direction, let alone create an entire business around this investment model.

Biopharma 52

Biopharma Physicians Marketing Prescription 52

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As the development pipeline for new drugs continues to grow, biopharmaceutical companies are re-evaluating how to best manage and balance resources across an increasing number of development projects and complex clinical trials. There are two approaches that can be used to speed a drug from development to clinic faster: timeline compression and parallel processing, but only one that considers the benefits of integrating clinical supply into the overall drug development process.

Management

Medical Device Success

MAY 3, 2020

Reading time: 2 – 3 minutes One survey showed respondents had 81% more replies to emails using this technique. Imbedded videos may be the answer. I don’t mean attached videos. I mean video clips linked to a GIF that is imbedded. In this Covid-19 and virtual world this could make the difference between sales success and failure in the early stages of the sales process.

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