Sales Effectiveness

Pharma brands with all the right information are still invisible to AI — and why silence is the bigger risk than inaccuracy.

Inizio's Elaine Ferguson on why connecting talent across 10,500 employees and four business units is fundamental to delivering client value.

Discover how Quest Diagnostics puts its vast database of lab results to work and leverages patient and physician credibility to efficiently and effectively connect the best-fit patients to the clinical trials that will benefit from their participation.

As the clinical research landscape evolves, decentralized clinical trials (DCTs) have emerged as a foundational competency, enabling broader patient participation, increasing trial efficiency, and driving more inclusive, real-world data collection. However, the successful execution of DCTs requires more than just innovative technology—it demands a comprehensive strategy that addresses the unique challenges of decentralization.

As the clinical research landscape evolves, decentralized clinical trials (DCTs) have emerged as a foundational competency, enabling broader patient participation, increasing trial efficiency, and driving more inclusive, real-world data collection. However, the successful execution of DCTs requires more than just innovative technology—it demands a comprehensive strategy that addresses the unique challenges of decentralization.

Download the case study and learn how Quest Diagnostics and PatientsLikeMe helped accelerate recruitment and enrollment for a struggling study.

ACTO’s CEO on AI trust, the future of the sales rep, and why human intelligence plus empathetic agents is the winning formula.

A recent study of more than 15,000 adults over 55 with obesity found that sustained Zepbound use was associated with up to 38% lower monthly healthcare costs at 12 months compared with untreated matched controls.

How drug pricing, tariffs, and manufacturing decisions are becoming connected.

Eli Lilly posted $23 billion in second-quarter revenue driven by Mounjaro's sales surge to $9.94 billion and Zepbound's $4.93 billion.

Recent changes at the U.S. Patent and Trademark Office are making it harder to challenge pharmaceutical patents, raising concerns that slower generic and biosimilar competition could undermine efforts to lower drug costs while strengthening protections for brand-name innovators.

Two-thirds of pharmaceutical product launches fail to meet first-year commercial expectations, and the gap between launch strategy and field execution is almost always why, according to this examination of how to identify, diagnose, and correct launch drift before it becomes irreversible.

Mike Faddoul, Partner, Audit & Assurance, Crowe, makes the case that gross-to-net accounting deserves the same pre-launch rigor as commercial strategy.

The pharmaceutical industry has spent the last two years debating whether direct-to-patient pharma business models are real. That debate is over.

Sanofi Chief Digital Officer Emmanuel Frenehard on scaling AI across a Big Pharma global enterprise and why a strategy of concentrated AI bets — not scattered pilots — can better drive real transformation without losing sight of governance, culture or patients.

Modern biopharma firms are adapting their R&D investment strategies in response to challenges such as the impending $300 billion patent cliff, the pricing pressures of the Inflation Reduction Act, and shifting regulatory dynamics.

Krista Pinto, EVERSANA’s president of deployment solutions, shares her perspective on why traditional field team models need to evolve to support future commercial success.

Mike Petroutsas, president and head of U.S. commercial at Astellas, explores the importance of insight-driven commercialization in reshaping how manufacturers engage patients, physicians and the broader healthcare ecosystem.

Data-driven decision-making, evolving access models, and accelerating adoption of AI create a complex commercialization landscape.

Synchronizing sales and marketing around a unified, customer-centric approach is essential for pharmaceutical companies seeking growth and competitive advantage.

By correlating behavior data with performance outcomes, it becomes possible to predict what actually drives results.

How organizations can gain an edge in the enterprise transformation to unified analytics that's accelerating across pharma.

As therapeutic complexity increases, life sciences companies should cultivate open mindsets toward innovative data sources beyond traditional claims and electronic medical record data.

By giving small and mid-size biotechs access to real-world data and advanced analytics once reserved for large pharma, AI platforms are leveling the playing field by enabling lean teams to de-risk clinical strategy, strengthen fundraising narratives, and make faster, more confident decisions across the development lifecycle.

A Harvard Business School (HBS) Healthcare Alumni Association Q&A with Andy Timmerwilke, Managing Director at Merrill (Bank of America).