World of DTC Marketing
DECEMBER 15, 2020
SUMMARY: Deloitte predicts that the percentage of virtual video visits to doctors will rise to 5% globally in 2021, up from an estimated 1% in 2019. While 5% may not sound like much, consider that 8.5 billion doctor’s visits, worth a total of approximately US$500 billion. The most time-consuming task is to make an appointment with your doctor just to ask for a new Rx or an Rx renewal.
Medical Sales Guru
DECEMBER 10, 2020
Steve Benson is the founder and CEO of Badger Maps, an incredible software that allows outside sales reps to work their territories with maximal efficiency. Steve’s company has access to data from over 5,000 companies – data that tells a story about how sales has changed since COVID-19 appeared in the U.S. In this special edition of the Medical Sales Guru Podcast and Medical Sales Channel, I interview Steve about changes in the sales landscape and what sales reps should be doing righ
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Authentic Influence Group
NOVEMBER 2, 2020
The world changed overnight and many of us weren’t ready for it. The friends, family and business connections we took for granted suddenly were all just faces on a digital screen. Even if we managed to carve out our own way of connecting, in the lead up to this pivotal election, we are all finding it harder than ever to have conversations that involve meaningful engagement, what I’ll call “election talk.
Integrity Solutions
OCTOBER 14, 2020
The Behavioral Styles ® model is an easy-to-use tool for assessing the behavioral characteristics that fall within four distinct customer communication styles: Talker, Doer, Controller and Supporter. Does communication style matter when it comes to sales? More than you might expect. Studies show that over 80% of customer dissatisfaction is rooted in emotional issues rather than intellectual ones.
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When a CRO is bidding on a project where clinical supplies will be one of the aspects to manage on behalf of the client via a partner, leveraging the expertise of a chosen clinical supply partner can be a valuable resource in demonstrating the CRO’s understanding of and ability to deliver upon critical drug-supply related aspects of the project, and ability to hit key milestones such as FPI for their client.
The Brooks Group
MARCH 12, 2020
Working Remotely From Home. The Coronavirus and COVID-19 infection have thrust us all into unfamiliar, if not uncharted, territory. Along with other mandated changes to our daily lives, the requirement to implement “social distancing” measures, to avoid the spread of the illness, carries with it some of the most draconian of implications. For those who make a living pounding the pavement as sales professionals, you are already likely to be experiencing some significant disruptions to your routin
Clarity Engagement Solutions
DECEMBER 1, 2020
Pharma companies and healthcare ecosystems are now slowly emerging from a corona lock down of astronomic proportions. Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
CloserIQ
JULY 20, 2020
Your ability in retaining b2b salespeople hugely impacts the success of your sales teams. Many of your top-performing sales reps are being actively recruited by other companies. According to a Glassdoor survey , 68% of sales professionals plan to look for a new job within the next year. Another 45% plan to look for a new job within the next three months.
MobileLocker
OCTOBER 20, 2020
Medical device companies: Find out how you can use sales enablement to MAX OUT your sales results and protect your business. The post Medical Device Companies Are All About The Tech… appeared first on Mobile Locker.
Sales Talent
JULY 16, 2020
What you should include in a follow up email after an interview depends on your situation. The best approach will depend on the company’s culture and the feedback you received during the interview. Adding to this is the recent dramatic increase in the unemployment rate due to the pandemic. Per the US Bureau of Labor Statistics , there were 17.8M unemployed persons in the US in May 2020, which is up from 5.8M in February 2020.
Every Ancillary
DECEMBER 29, 2020
How to get experience when you have no experience. If you are looking for your first opportunity to break into medical sales, you have likely encountered the proverbial chicken and egg scenario… how do I get experience if every position requires prior experience? This is the top frustration for job candidates seeking their first opportunity. In fact, “how to get a medical sales job without experience” is one of the top searches on Google relating to medical sales.
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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.
World of DTC Marketing
AUGUST 9, 2020
Pharma digital marketing has been lagging behind key trends for a long while. Let’s face it, pharma organizations are not made for speed while digital marketing is all about “now” Digital marketing is also about experimentation and learning from successes as well as failures. An internal team of consultants, dedicated to digital, can add a lot of value to a company.
Contrarian Sales Techniques
DECEMBER 24, 2020
The Malaysia Institute Of Technology was mentioned in this post for the first time in the blog. Since it's the first time that I've come across the name, I've decided to look for more relevant information. And here goes. Malaysia University of Technology Malaysia University of Technology, also known as UTM, is one of the largest and most renowned research universities in the world in the field of technology.
Clarify Health
DECEMBER 18, 2020
This month, Clarify Health hosted a webinar with Reuters Events Pharma to discuss decoding patient journeys for commercial impact. It included an all-star panel of speakers from Clarify, Eli Lilly, and Boehringer Ingelheim, and it was moderated by Reuters. Attendees were primarily from pharmaceutical and biotechnology companies, working in the commercial organization.
Integrity Solutions
NOVEMBER 23, 2020
A customer-centric strategy is about more than just a values statement or a directive to the team. Are your customers truly at the center of your business universe? A customer-centric culture is one that is relentlessly focused on putting what’s best for the customer at the core of everything you do. Culture isn’t just about one function or department or role.
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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
The Brooks Group
MARCH 22, 2020
Virtual Sales Management. As you are reading this blog, it is our hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. For the majority of workers, this likely means that we are now working from home – carving out a corner of our living space to continue to MAKE a living. In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees product
Clarity Engagement Solutions
DECEMBER 1, 2020
Pharma companies and healthcare ecosystems are now slowly emerging from a corona lock down of astronomic proportions. Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharm a field teams. In response to this challenge, many brand teams chose to amp up their digital efforts. Unfortunately, this translated into pushing the same branded content messages via email not only to physicians, but a broad range of healthcare stakeholders.
Pharma Marketing Network
SEPTEMBER 14, 2020
Fast-tracking digital communication is now the new normal across many industries. The healthcare industry is no exception, and for pharma sales reps engaging with healthcare professionals, human connection is key. But today, communication between your reps and HCPs may be limited, or even embargoed altogether. Yet there are still a number of opportunities for engagement, and using video is one that offers various ways to maintain these connections.
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
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.
pharmaphorum
DECEMBER 16, 2020
Involving patients in clinical trial design can hugely benefit pharmaceutical research's sustainability. This pharmaphorum webinar, held in association with the National Institute for Health Research (NIHR), takes place on Wednesday 16th December, 11:00 GMT / 12:00 CET and will look at how to navigate the compliance pathway to increase patient engagement with clinical trials.
The Marketing Advantage
DECEMBER 15, 2020
December 15, 2020 Imagining how COVID-19 cases will spike after the holidays presents an ongoing challenge in creating post COVID-19 sales compensation goals. Yet even though setting goals for the first quarter of next year will still be challenging, it will be easier than it was at the start of COVID-19. At The Marketing Advantage, with our many years of sales incentive compensation experience, we are approaching goal setting differently depending on the product and the impact of COVID-19 on sa
Every Ancillary
DECEMBER 12, 2020
Many industries have undergone a rapid revolution during 2020, especially healthcare. The coronavirus pandemic has accelerated certain trends for how medical practices make purchasing decisions. Multiple surveys have shown that roughly half of physicians no longer do in-person visits with sales reps…and that is before the pandemic! It is safe to assume that many of the remaining half have instituted protocols to limit in-person visits, making it more difficult for sales professionals accustomed
World of DTC Marketing
DECEMBER 28, 2020
As we look forward to 2021 DTC marketers should be noting the changes in consumer attitudes and the way they request new treatments. Much has changed but a lot is also the same. Business magazines are writing about the “digital future” of healthcare but are consumers ready? Some are, but most aren’t. First, let’s dispel a recent topic: telehealth.
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The sourcing of commercial drugs for use in clinical trials either as a comparator, rescue or co-medication can be a complex process. Sponsors can face a number of challenges when trying to obtain these critical supplies for their studies, including addressing product lead times, availability, expiry limitations, safety and cost, among others. Choosing the right partner with global sourcing, regulatory, quality and clinical packaging expertise can provide the necessary guidance to help sponsors
Contrarian Sales Techniques
DECEMBER 24, 2020
To promote the interests of technopreneurs and support the development of technology industries in Malaysia, a group of Malaysian technopsreneurs has established the Techno-Technophiles Association of Malaysia (TeAM), as mentioned in this line. The members of the team are divided into three categories: technology professionals technology companies technology entrepreneurs Membership in TeAM is open to all those associated with the technology industry in Malaysia, as well as to anyone interested
Clarify Health
DECEMBER 18, 2020
This month, Clarify Health hosted a webinar with Reuters Events Pharma to discuss decoding patient journeys for commercial impact. It included an all-star panel of speakers from Clarify, Eli Lilly, and Boehringer Ingelheim, and it was moderated by Reuters. Attendees were primarily from pharmaceutical and biotechnology companies, working in the commercial organization.
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.
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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As demand for advanced therapies increases, so does the need for more specialized supply chain support, as these products have strict transportation and handling requirements. Deviations from the intended supply chain can delay timelines and affect these high value products, which can be detrimental to budgets, but more importantly can have dire effects on the patients whose lives depend on receiving these critical doses safely and on time.
Clarity Engagement Solutions
NOVEMBER 9, 2020
The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players. The old approaches aren’t working and glossy marketing material and iPads are ineffective. However, pharma companies are increasingly recognizing that true customer alignment is vital for success.
Pharma Marketing Network
OCTOBER 22, 2020
A marketer’s decision to take one promotional route over another—branded versus unbranded—is often critical. But what we increasingly see, is that when branded and unbranded ads appear on the same page—a company page on Facebook, a third-party web publisher, a blogger, etc.—the ads can come from different sources and that can lead to run ins with the FDA.
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
MobileLocker
DECEMBER 10, 2020
Learn how pharma and med tech companies can use texting and other novel media to reach medical professionals and patients during the pandemic and beyond. The post Texting and Other Novel Ways Healthcare Firms are Connecting with Medical Professionals appeared first on MobileLocker.
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Clinical research has entered a new era, one that requires real-time analytics and visualization to allow trial leaders to work collaboratively and to develop, at the click of a mouse, deep insights that enable proactive study management. Learn how Revvity Signals helps drug developers deliver clinical trial data insights in real-time using a fast and flexible data and analytics platform to empower data-driven decision-making.
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