pharmaphorum
DECEMBER 10, 2015
So, we are finally at a point where with some certainty we can confirm we are in a digital world (this may have been true for some years in most industries – but is certainly truer in healthcare than ever before)… which means in terms of innovation within sales, within marketing, even within communicating effectively – digital is at the heart of making things work better.
The Brooks Group
NOVEMBER 9, 2015
Annual sales kickoff meetings are a great opportunity to get the entire team together in one place—to share ideas, network, and get motivated to hit the ground running in the New Year. But getting buy-in from your team for the sales meeting is critical in determining whether the time away will be successful and productive or not. When your reps view the experience as valuable, engagement levels increase and the information presented during the meeting is more likely to stick.
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pharmaphorum
NOVEMBER 19, 2015
Digital – a word which is ubiquitous within our industry now and no longer the exclusive domain of IT or marketing. It should not be seen as simply an enabler; intelligent and progressive digitisation is now a fundamental business need in all areas of pharma and healthcare. We present an exclusive webinar with global data centre and interconnectivity specialist Equinix, joined by digital and technology experts FFW and moderated by our own Paul Tunnah.
pharmaphorum
OCTOBER 29, 2015
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?
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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
pharmaphorum
SEPTEMBER 9, 2015
Join this webinar to hear case studies and key success factors in using real world data and market insights for more targeted, successful brand launches. Our industry is on the precipice of moving from the pharmaceutical age to the data age in healthcare. Working with Zephyr Health, this webinar will discuss concepts such as data maturity, achieving decision excellence and ultimately why those companies which embrace the untapped opportunities available now will rapidly develop competitive advan
pharmaphorum
JULY 9, 2015
Understanding your customers is fundamental to effective communication. Current segmentation strategies draw on ever more detailed information about how patients, physicians and payers behave through the use of open source, social media and real world data. However, segmentation still lacks clear insight into why these stakeholders behave as they do – and therefore how best to change their behaviour.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
pharmaphorum
MAY 21, 2015
The way that physicians want and need to consume information is changing, almost to the point of being unrecognisable from the tried and tested methods of yesteryear, Working in conjunction with Ashfield Healthcare this event brings together Medical Futurist Dr Bertalan Meskó, Dr Partha Kar, Consultant Endocrinologist, Portsmouth Hospitals NHS Trust, with Ruth Herman and Nigel Campbell of Ashfield, which recently launched the Medical Education Future Forum and will be presenting insights from th
pharmaphorum
APRIL 15, 2015
Regardless of the colour of the next UK government that emerges as a result of the May election, the £30-£50bn NHS budget chasm is the abyss that all the parties fear in respect of its thereat to quality health service delivery and re-election. With political backs to the abyss, no hostages will be taken. It is not unrealistic to expect a well co-ordinated and concerted offence by politicians and patient organisations alike on industry pricing of innovative speciality and rare diseases medicines
pharmaphorum
FEBRUARY 4, 2015
COPD is a widespread, costly and largely preventable condition which affects over 300 million people worldwide and is recognised as the ‘third-leading’ cause of death in most countries. Adherence rates among patients with the condition are seen to be low, despite evidence that shows appropriate use of medication and sensible lifestyle changes can reduce mortality by 60% and hospital admissions by as much as 42%.
The Brooks Group
JULY 17, 2015
Marketplace challenges have many sales teams struggling to meet performance goals, but even those teams that consider themselves healthy can stand to take their sales performance temperature every now and again. The first step in determining specifics around improving your sales team’s performance is to identify the metrics that are the most indicative of your team’s success or failure.
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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.
The Brooks Group
DECEMBER 30, 2015
What kind of reaction would you get from your sales team if you incentivized hitting their next target with a brand new iPhone 1? Crickets, most likely. That’s because the technology that was cutting edge in 2007 no longer feels relevant today. In the same sense, what defines top performance on your sales team now will never be equal to what defines top performance in the future—at least it shouldn’t be if you’re motivated towards growth and improvement.
The Brooks Group
DECEMBER 28, 2015
2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Inc. 5000 Fastest Growing Company. Triad’s Best Place to Work, Triad Business Journal.
The Brooks Group
DECEMBER 9, 2015
Activating an organization’s sales culture is key to generating more revenue and achieving sustainable growth. So. What is sales culture? It’s when every area of an organization actively contributes to customer acquisition and retention and the sales organization as a whole is focused on continuous improvement of the sales effort. While a company’s unique sales culture depends on a number of factors, its effectiveness is largely determined by the efforts of the sales leader.
The Brooks Group
DECEMBER 2, 2015
A sales team’s success is determined by the strength of its players, so it’s clearly worth investing the time and resources to build and grow a team of high performers. The key to sourcing top talent—and keeping it—is figuring out exactly what your open position requires for success, and selecting a candidate that’s naturally wired for those requirements.
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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
NOVEMBER 25, 2015
Not everyone has what it takes to fill a sales leadership position, and those charged with leading salespeople know just how challenging it can be to juggle the many roles and responsibilities required for success. The thread that connects all high-performing sales leaders is the appetite for constant improvement, not only for their sales teams but in terms of their own growth as well.
The Brooks Group
NOVEMBER 23, 2015
As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016. To help you optimize your team’s sales territory planning strategy, we’ve rounded up 7 posts from The IMPACT Sales Training Blog that focus on the sales skill th
The Brooks Group
NOVEMBER 13, 2015
Increasing engagement within your sales team not only means you’ll be in charge of a happier, more satisfied group of people, it’s also good for business. According to Demand Metric , the majority of organizations that have high employee engagement rates retain over 80% of their customers. That’s because when employees believe in what they’re doing, they become more invested in their own contributions.
The Brooks Group
NOVEMBER 2, 2015
Great sales teams don’t just happen. They are carefully built. Sales is the heartbeat of your organization and it’s important to invest in the right people. Hiring mistakes can cost you missed sales opportunities and management time in addition to salary and administrative expenses. The key to building an all-star team in 2016 is having the right people in the right positions, doing the work they were naturally wired for.
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.
The Brooks Group
OCTOBER 28, 2015
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.
pharmaphorum
OCTOBER 20, 2015
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.
The Brooks Group
OCTOBER 19, 2015
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.
The Brooks Group
OCTOBER 2, 2015
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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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.
The Brooks Group
SEPTEMBER 29, 2015
The ultimate goal of a team building workshop is to arrive on the other side with a more productive, happier, and healthier workforce. Improving the way team members interact with their leader and each other is definitely worth setting aside time for, but it doesn’t have to involve obstacle courses, fire-walking, or free-falling backwards off of a tree stump.
The Brooks Group
SEPTEMBER 22, 2015
It used to be that the marketing department lived in the world of branding and brochures and the sales department operated in a silo with little to no contact with them. Things have changed, however. Because prospects and customers have more control over who they see and when they see them as it relates to purchasing products and services, the level of effectiveness of the marketing department can either make or break the chances sales has of getting in front of the buyer.
The Brooks Group
SEPTEMBER 15, 2015
Ok. So you’ve implemented CRM believing that it would answer all of your forecasting prayers. But it hasn’t. Not yet, anyway. CRM is a powerful tool, but only if your reps are actually using it. It can be incredibly frustrating to roll out a program only to have your sales team meet it with resistance. Even more frustrating than that is to discover that the data being entered into the CRM platform is lacking or even incorrect.
The Brooks Group
SEPTEMBER 7, 2015
Every organization wants to fill their teams with “top talent” and a quick stroll through the internet will reveal that this buzzword is on the top of their minds. Naturally, we want to find and hire the best people, but what does “top talent” really mean? The word itself conjures up images of ivy-league educated, technical experts that have years of experience under their belt with a resume that no hiring manager would ever let slip through the cracks.
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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
AUGUST 31, 2015
In the absence of process lives chaos. Imagine how different our experience and outcome might be without good process churning in the background of a hospital operating room or the cockpit of a 747. The same is true with high-functioning selling organizations. A good sales process and corresponding structure fuels superior results. As sales leaders we know from experience, and research confirms, that rigor and discipline around a common language and process dramatically increases the productivit
The Brooks Group
AUGUST 20, 2015
You can hope that every member of your team feels a sense of accountability and responsibility for their work, but “Hope is Not a Strategy” and ultimately, humans will always make their own choices. Because accountability is personal and isn’t something that can be forced, building an environment of accountability in your sales team is essentially beyond your control.
The Brooks Group
AUGUST 18, 2015
The sales manager plays a critical role in determining a sales organization’s success or lack thereof, and that pressure and responsibility requires a unique personality and the willingness to wear many hats. Leading a sales team to high performance levels isn’t a “one size fits all” task, as successful leadership in one company’s culture may not produce the same result in another.
The Brooks Group
AUGUST 12, 2015
Organizations in which senior leadership publicly supports and sponsors the sales team typically have a healthy sales culture, and a healthy sales culture is what drives solid top-line results. Regardless of whether senior executives have a business development, operational or engineering bent, they need to foster a solid sales culture if they want the best sales results.
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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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