The Brooks Group
APRIL 25, 2016
Developing a healthy sales culture starts at the top with senior leadership. Check out 5 ways senior leadership can empower a top-performing sales culture in this quick slideshow. 5 Ways Senior Leadership Can Empower a Top Performing Sales Culture from The Brooks Group. download. NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.
pharmaphorum
DECEMBER 8, 2016
With rising healthcare costs, more informed and engaged patients, and advancing technology, health wearables have seen a significant uptake in recent years. However, the full potential of health wearables has yet to be recognised and there are still challenges to be resolved. What needs to be done on the regulatory, technical and healthcare side to take health wearables to the next level?
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MaBiCo
OCTOBER 18, 2016
Sales Force Outsourcing – MaBiCo. Many pharmaceutical companies operating in Greece decide to outsource several aspects of their operations for a number of reasons. The most common operations outsourced by pharmaceutical companies include sales ( medical detailing and sales to pharmacies ), promotion ( merchandising , in-store promotions) and regulatory (as well as pharmacovigilance, R&D and clinical trials).
Teachntest
AUGUST 28, 2016
First Year B.Pharmacy Notes If downloading on mobile, please install any suitable ‘PDF reader app’ or ‘Microsoft Office app’ or ‘DocsToGo app’ Pharmaceutics Notes (I Semester) Dosage forms Pharmaceutics definitions P’ceutical Additives P’ceutical excipients list Posology Pharmaceutical Calculations Suppositories Pharmaceutical Incompatibility Ligatures-Sutures Semisolids (NEW) Downlaod: T.1.1.1.
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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
The Brooks Group
AUGUST 1, 2016
It’s not enough for your salespeople to be product experts , they also need to be capable of having the kind of conversations that position them as business experts and even strategic resources. In order to do that, they should be asking the right questions. They can then use the answers they get to guide and advise their prospects towards making the most appropriate business decisions.
The Brooks Group
APRIL 1, 2016
An average strategy well executed will always outperform a superior business strategy which is poorly executed. . As sales leaders, we are inspired by leadership books, seminars, and articles, but when it comes to translating that inspiration into new behaviors, we often hit a roadblock. . Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
The Brooks Group
MAY 13, 2016
Everyone knows that front-line salespeople need to be coached. It’s an important part of nearly every sales manager’s responsibilities. However, who’s coaching the coaches in your organization ? If your organization is like a lot of others, the answer is either “nobody” or “we’re not quite sure.”. Well, even coaches need coaching. Sales leaders – VPs and even CSOs - struggle to complete the mountain of work they face: reporting, budget management, training, recruiting, onboarding, and dealing wi
The Brooks Group
JUNE 7, 2016
Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Research from The Sales Management Association indicates that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. . But actually getting new sellers performing at their highest potential is easier said than done, with one in three salespeople lacking proficiency in about a dozen skills by the time onboarding
The Brooks Group
MAY 23, 2016
. We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.
pharmaphorum
NOVEMBER 30, 2016
Join us and PHOENIX group as we delve into the concept of current launch excellence and the role of patient insights in overcoming the multiple challenges the industry currently faces. Key topics to be discussed include: – The challenges of launching a product in Europe – How pharma can improve its understanding of the process through the use of business intelligence – How insights from new data can be applied to the process of launch excellence – The role of real-world data in launch strategy –
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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.
pharmaphorum
NOVEMBER 16, 2016
Over the past 20 years, behavioural economics has identified factors that influence and determine how people behave, including alternative decision-making pathways and many cognitive biases and heuristics. Taking account of these helps to build a clear view of how healthcare customers think and behave in relation to your product in the real world. This short masterclass explores ‘quantitative demand assessment research’ – what it is and how insights from behavioural economics can improve the app
pharmaphorum
SEPTEMBER 14, 2016
Video content accounted for 64% of all the world’s internet traffic in 2014 and is expected to grow to 80% by 2019. As the way in which we connect and digest information evolves, high quality mobile video capture and advanced digital analysis offers ever more authentic, intimate and rich insights into the customers’ world.
MaBiCo
SEPTEMBER 9, 2016
Detailing to Pharmacies. An increasing number of sales managers in Greece report to their companies incidents of pharmacists who “switch” doctors’ prescriptions and bypass their recommendations. In these cases the patients end up buying a competitive product recommended by the pharmacists instead of those recommended by the doctors. As a result the company invests in the doctors’ line but doesn’t achieve the anticipated ROI.
pharmaphorum
SEPTEMBER 8, 2016
Diabetes is one of the most prevalent and most costly conditions worldwide – with a prevalence equating to 8.5% of the global population. Due to the complex nature of diabetes, with numerous co-morbidities and its asymptomatic nature, accurately modelling and therefore discerning which interventions are most effective, in terms of cost and patient impact is an equally complicated process.
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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
pharmaphorum
AUGUST 2, 2016
Join us for a one-hour live debate on Cancer Treatment Access: Right Strategy, Right Approach, Right Outcomes. To ensure funding and patient access to innovative cancer therapies, industry now have to navigate a new English cancer-treatment funding ecosystem, engaging with NICE and NHS England to realise a yes, no or conditional arrangement. How can oncology treatments achieve a positive NICE appraisal in the new world and what will the mechanics of RWE be in the event of conditional funding via
pharmaphorum
JULY 12, 2016
Sanofi Pasteur MSD is transforming its commercial organisation and remodeling its approach to customer engagement. Hear from Sanofi Pasteur MSD’s Alexandre Gultzgoff, Deputy Director, IT, and Antoine Blanc, Commercial Excellence Director, as they share first hand insights on how they are transforming their European commercial operations and improving customer engagement.
pharmaphorum
JUNE 28, 2016
In today’s competitive, highly regulated environment, product success is dependent upon data and fact-based decision making. More and more, Medical Affairs teams play a pivotal role in education pre- and post-launch, yet the explosion of big data in healthcare is changing how we make value-based decisions that are critical to success. This webinar will explore the challenges Medical Affairs teams have finding a repeatable, objective and compliant solution to identify and manage their strategic p
pharmaphorum
JUNE 27, 2016
The ASCO Annual Meeting, the largest global oncology meeting and increasingly the centre of a kaleidoscope of social media coverage each year. As a snapshot, 2014 saw 40,000 tweets and 140m+ impressions over the conference days, 2015 grew to 60,000 tweets and 250m+ impressions and the 2016 buzz is already louder and more plentiful than last year. This webinar will examine the conversation around ASCO 2016, its relationship with ASCO, value to and involvement from stakeholder groups and how it wi
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
APRIL 27, 2016
There are clear benefits for both Life Sciences companies and their customers in significantly improving the way they engage. Be it in terms of reputation, efficiency, profitability, or even relationship quality and longevity, engagement has and will always be the key to successful business practice. Recent exclusive research conducted in conjunction with Zephyr Health revealed that both frontline sales forces and sales management professionals want to improve engagement strategies with new tech
pharmaphorum
APRIL 26, 2016
Meeting the needs of both patients, and healthcare professionals, in today's fast changing communications landscape can be challenging, particularly against the backdrop of compliance. Putting creativity at the heart of the process can be the most effective way of tackling these challenges. Although the return on investment of creativity is not always easy to measure, the value it can bring to pharma and healthcare is increasingly evident.
MaBiCo
APRIL 6, 2016
External Sales Force Commercial Solutions – The future of pharmaceutical sales. As the revenues of big pharmaceutical companies shrink so do the budgets they spend for promotional and sales activities. Furthermore small companies usually can’t afford to maintain a full sales team (for medical detailing and sales to pharmacies ) even if they know that such an investment would bring them additional revenue.
MaBiCo
MARCH 11, 2016
Med-Reps Vs. Pharmacy Sales Reps: Who will take charge of pharmaceutical sales in Greece in the following years? The pharmaceutical sales model in Greece goes through a major transition. Pharmaceutical companies need to adapt to a new business environment described by a significantly lower spending power both by the Greek National Health System and by the individual patient-consumer.
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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.
pharmaphorum
FEBRUARY 23, 2016
According to the European Commission and NIHR Clinical Research Network, between 2007 and 2011, delays for launching clinical trials rose by 90%. And with approximately one third of the clinical trial timeline spent in patient recruitment, delays in launching clinical trials will increase costs and drain resources. As our industry moves to become fully and demonstrably patient centric, there is much focus on the materials and media which are often the key liaison with the patient populous.
pharmaphorum
FEBRUARY 11, 2016
The first in a trilogy of webinars focussed on the topic; Unlocking the value; the economic equation and part of the IMS Health Practical Insights series. While it remains the gold standard, the feasibility of large scale randomised clinical trials within a pipeline that is ever more focused on niche and personalised medicines is decreasing – particularly in the fields of rare diseases and oncology.
MaBiCo
JANUARY 28, 2016
Pharma Selling: What Doctors expect from Medical Sales Reps? Sales representatives in the healthcare industry are expected to manage their “territories” as if they were running their own business. That’s the very reason top performing medical sales Reps have entrepreneurial mindset. To be successful in your sales territory its important to know which customers drive you more business, what their “buying” style is; so that you can match your selling style to it, have a investment budget, and also
pharmaphorum
JANUARY 27, 2016
The current market research climate in the pharmaceutical industry is one of “doing more with less”. At the same time the number of healthcare professionals engaging with market research is on the decline. So how do marketing teams cope with these two challenges and continue to produce good business intelligence for big brand decisions? Cello Health Insight’s quantitative team, IQ, argues that this is an ideal environment in which to start making greater use of advanced analytics techniques to m
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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.
The Brooks Group
DECEMBER 12, 2016
The value of top sales talent can’t be understated, so it pays to make sure strong performers are satisfied with their positions, engaged, and motivated to grow with you for the long-run. The key to sourcing top performing salespeople—and keeping them—is figuring out exactly what type of person can succeed in your sales environment and hire people that fit the profile.
The Brooks Group
NOVEMBER 1, 2016
If you’re looking to deliver sales training to your sales team, you’ve probably spent a good deal of time researching. Most companies will first determine the areas their team needs training in, then narrow down the sales training firms that they think will deliver the best results. But one factor that is frequently overlooked in the research stage: the actual sales trainer who will be delivering the training.
The Brooks Group
JULY 27, 2016
Would you stand in front of a truck for your boss? Probably not, especially one moving at high speeds. But if you see metaphorical truth in that statement, then you are one of the lucky few. Our best (and worst!) bosses leave important footprints in our lives and on our careers. As with great coaches, top sales leaders make a difference. Contrarily, many “rookie” sales managers remain rookie throughout their entire career.
The Brooks Group
JULY 19, 2016
Most sales leaders understand the importance of training new salespeople. It’s a no brainer. When we hire someone new we want them to be as successful as possible, as quickly as possible. The problem we see is that after the initial onboarding, salespeople are often left to fend for themselves. Building out a formalized ongoing training program can be a pain, especially for sales leaders in fast-paced environments where more revenue-focused activities tend to take priority.
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The global landscape of clinical trials is rapidly changing as studies become more complex. An increasing number of sponsors are seeking enhanced flexibility in their supply chains to address a variety of clinical supply challenges, including patient demand and reducing delays. Demand-led supply and direct-to-patient distribution are next-generation solutions that are helping to meet these growing needs, allowing for more streamlined processes and patient-centric studies.
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