Neil Baum

Making the most of less than two minutes.

There's no better way to attract a doctor's attention than to mention his or her name.

There are five levels of decision- making that every pharmaceutical sales rep must consider.

Incorporate the phrase 'which means' into details.

"It's the little things that make a big difference." You know that's true of your sales relationships, but that old adage also applies to your e-mails and memos.

It is a maxim in business school that in order to make money selling something, you have to identify a need in the marketplace and position a product or service to satisfy that need.

Your course of actions when doctors say 'no.'