Nursing Homes: A Very Unique Pharmaceutical Channel

Nursing homes are increasingly being held responsible for identifying conditions and addressing them through ...

The Challenger Sale—Taking Control of the Customer Conversation

Pharma sales representatives can learn high performance skills from the B2B industry model. What ...

The Marketing Opportunities and Challenges of an e-Prescription

The birth of e-prescribing has created a different environment for the physician and patient, ...

Top Ten Predictions for 2013

Each year, I use this column to publish my annual predictions for the New ...

Did Someone Say Customer Orientation?

Customer orientation is a fact of life in many industries—except pharma. In a consumer ...