Consultative Selling in Pharma is a philosophy rooted in building a relationship between you and your prospects. A salesperson who practices Consultative Selling in Pharma develops a holistic and nuanced understanding of the buyer’s needs, and then they try to fulfill those needs with a customized solution. Since pharmaceutical sales calls can occur in unusual […]
Category Archives: Blogs
Will Closed-Loop Marketing Energize the Pharma Sales Process?
The social, demographic and economic context in which the Pharma Sales Process operates is changing dramatically, with huge implications for the industry as a whole. All these challenges have major ramifications for the way in which pharmaceutical companies market and sell the medicines they develop. With these challenges comes pressure to gain efficiencies in all […]
How medical representatives can shift to digital engagement.
As a healthcare business, when medical representatives shift to digital engagement in healthcare it can feel overwhelming. Deciding which emerging technologies are worth investing in and getting your team on board with change is often the hardest part. Look, adapting to the digital era requires a shift towards a flexible and risk-taking mindset. The need […]
How to Measure Pharma Salesforce Effectiveness the Right Way
Everyone knows the pharmaceutical industry’s commercial model is changing; or at least it should be. The legacy approach, led by traditional Pharma Salesforce detailing of key clinical messages to individual target customers, is being replaced by more account-focused communications delivered across diverse stakeholder groups. As the communications paradigm shifts with the rapid growth of mobile […]
How to overcome Physician Objections on a Sales Call?
Objections from physicians are often seen as “hurdles” or a signal that inhibits a doctor to prescribe your brand. Your success as a professional will depend on your ability to anticipate and handle or overcome Physician objections. No matter how well rehearsed your detailing is, at the final stage of his decision, the doctor may […]
What Is Health Information System (HIS) & its Importance?
A health information system (HIS) refers to a system designed to manage healthcare data. This includes systems that collect, store, manage and transmit a patient’s electronic medical record (EMR), a hospital’s operational management or a system supporting healthcare policy decisions. Health information systems also include those systems that handle data related to the activities of […]
Why Pharma Needs A New Approach To Patient Engagement In Drug Development
Customers are no longer content to buy a drug simply because of a doctor’s recommendation. In a study of 13,000 patients, 89% initiated a conversation with their physician about alternative treatment options, and 70% think decisions made about their treatment should be a collaborative effort with their doctor. While the pressure is on physicians, patient […]
Patient’s needs, satisfaction, and health related quality of life should be a focus for pharma.
Customers demand products that yield clear health benefits in everyday use, not just in the controlled setting of clinical trials. We focus our resources on developing medicines and devices that can produce positive real-world outcomes for patients and healthcare providers. Traditional approach to patient assessment, using clinical and laboratory evaluation, is largely based on observer […]
Internet of Things is Leading the Omnichannel Revolution for pharma companies
The rise of multichannel – Around the time of the Internet boom, however, things started to change. Websites and email were altering the way people accessed information. While at the same time, coincidentally, policies were becoming more restrictive regarding what life sciences companies could and couldn’t do for physicians. It was the perfect storm, and […]
Digital is reinventing the critical role of medical representatives in pharma marketing.
The pharmaceutical sales model has been shaken to its core recently, and it will be interesting to see what lasting changes will take effect after COVID restrictions in HCP’s offices begin to relax. With physician access rates deteriorating for the better part of a decade, the pandemic has only accelerated the journey for pharma sales […]