How Medical Device Sales Reps Can Unlock Additional Revenue
Today’s medical sales environment is rapidly evolving. Trust and credibility are invaluable, but it’s ...
Underuse of Advanced Analytics Hurts Emerging Pharma Companies—Except When it Comes to Seeing No-See Physicians
Are “no-see” physicians actually as hard for reps to get into see as the ...
With Strict Compliance, Can There be Flexibility in Pharma Presentations?
Chances are you just read that headline and thought to yourself, “No. There is ...
5 Fundamentals of Agile Sales
The most expensive commercial investment for many pharmaceutical companies is their sales force, and ...
Properly Running Rep Advisory Councils
Last week when I was taking my daughter to her friend’s house, I used ...
Crafting Highly Effective Incentive Compensation Plans for Your Sales Force
A fair and rewarding incentive compensation plan is an essential component of any successful ...
The Trouble with Sampling in the State of Ohio
Have you ever heard about Ohio’s Terminal Distributor of Dangerous Drugs (TDDD) licenses? Before ...
Shifting Away from the 4 P’s of Marketing
The 4 P’s of Product, Place, Price, and Promotion have been the mainstays of ...
The Cultural Divide Blocking the Non-Personal Promotion Gold Rush
With more hospitals and health systems blocking rep access, and fewer pharmaceutical sales representatives ...
Marketing and Sales Tactics that Need to Be Retired
Are pharma marketers and sales reps too reliant on using tactics simply because they ...
Bricks and Triangles: Managing Pharmaceutical Product Development Projects
Projects come in all shapes and sizes, from my simple weekend project to rebuild ...
Survey Provides Insight into How Managers Can Help Reps Exceed Sales Goals
Even as a 20+ year veteran in the sales industry, I often find myself ...
Do Free Meals Really Influence Which Drug Brands Physicians Prescribe?
The international controversy continues: Do drug company’s “bribe” doctors to prescribe their brands? Recent ...
