Rep Role Clarity

Pharma Reps are part of our multichannel marketing efforts and their role requires clarity to be most effective and to ensure a seamless customer experiences. When the role is an add-on to other...

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Shifting to Patient Centricity

Some readers may remember (or maybe remember their parents talking about those “good ol’ days”) when the doctor was a family friend or acquaintance of the family at the very least, and a regular...

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Disease Awareness Strategy

 Our industry inevitably produces many disease awareness programs to develop awareness of an unmet need that we think we can contribute to meeting. We are essentially attempting to drive more...

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Is digital the inexpensive alternative?

While pharma continues to lag behind other industries in the transformation of leveraging digital into our ways of working and doing business [Adobe 2017 Digital Trends Report ], we are realising...

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Identifying your competitors in pharma

Identifying Your Competitors in pharma | A fundamental step in developing a strong marketing strategy is analyzing the market place and determining what market you are actually in – that is,...

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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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