Telling or selling ?

 

Selling in pharma | As members of modern society we are spending so much more time using digital communication channels and devices and information is being processed rapidly. Our need to talk...

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The Pharma Sales Rep - An Integrated Channel

 

The pharma sales rep an integrated Channel | The evolution of the Pharma Representative is still work in progress. Previous predictions of being a ‘curator of content’, or an ‘orchestrative...

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Coaching in pharma

Coaching in pharma | According to CEB, the creators of ‘The Challenger Sale’, any coaching after 3-5 hours per month has proven to not make a significant difference in sales results. How does this...

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Portfolio Selling in Pharma

Portfolio selling in pharma | There has been a lot of downsizing and consolidation in the industry over the past years due to the patent expiries. This has brought about some new emerging giants...

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Multi-channel learning in pharma industry

Multi-channel learning | An exciting capability that is emerging is that of ‘multichannel learning’. As we approach 2020, not only do we need to recognize that our customers are using...

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Sales Rep Role Evolution

Sales Rep Role Evolution | A 25-year-old, healthy male notices he is developing itchy, scaly patches of skin. He has not experienced anything similar before, so he goes online to do some research....

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The Death of Share Of Voice in Pharma (SOV)

Share of Voice in the Pharmaceutical Industry | We know we shouldn’t, but we still do - measure SOV as a leading indicator of sales, that is.

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How to Develop a CEx Strategy

CEx in the Pharma Industry | Can you imagine your sales teams engaging with the customers and building loyalty in not only brands but the organization as well; simultaneously promoting the correct...

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5 Boosters for Digital Customer Excellence in Pharma

 Digital Customer Excellence in Pharma l The digital transformational journey started long ago and the current forecast is for patient centric driven pharma by 2020.

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Solutions Mindset - a Shift from Product Driven Marketing

Shift From Product Driven Marketing l  Our products never stand alone. We operate within a complex ecosystem made up of many, many actors and environments, of which the patient is one, and our...

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