Sales & Marketing

If companies are serious about building a sustainable organization for their employees and becoming a partner to key accounts, they need to be prepared to remodel their whole business around it, writes Miranda Wheatley Price.

With so much information readily available companies have lost a significant level of control over how and when details about their progress in drug development and planning related to approval, launch, and commercialization are disseminated.

A customer "episode" is a key unit of management that can produce significant growth and cost savings, writes George Eliades.

In its 12th annual feature, Pharm Exec builds on the revamped approach it introduced last year in spotlighting notable biopharma brands, profiling a new round of products that are making waves in five key areas in healthcare and R&D.

Digital attribution models have transformed the way e-commerce companies measure and optimize ad spend along the path to purchase. So why have medical marketers been slow to adopt them? Kevin Troyanos reports.

With digitalization enabling patient engagement with their own health experience more than ever before, two critical elements will steer pharma’s advertising path.

Overcoming the challenges of digital brand management will involve choices in spending and channels.

How “patient influencers” look beyond price to help the industry evaluate newly-launched brands.

In Part 4 of a 4-part series on brand teams, this article discusses the tactics brand teams and partners should follow to improve medication and persistence.

FDA is moving slowly in liberalizing off-label communications amid outrage over opioid promotion.

And ways pharma can help overcome these hurdles-and boost compliance rates across the full durations of treatment

Brands that wish to overcome prior authorization (PA) challenges should work with service providers that generate high approvals on submitted PAs and drive more submissions from prescribers, writes Dan Rubin.

Curant Health directors discuss the barriers faced by patient adherence and what the industry can do to improve.

Innovations in consumer genetic health are rapidly advancing-and pharma commercial thinking needs to catch up.

Molly Harper, vice president of commercial development at Akcea Therapeutics, outlines best practices for this unique group of therapies

Vickie Andros and Jake Caines discuss how to identify and overcome barriers that keep prescriptions from getting to the pharmacy, and most importantly, to the patient.

But how much better would our creative be if we took the time to really listen to what our clients are saying – and what they are not saying – rather than reading between the lines of an RFP?

Shared understanding of both risks and benefits to all parties in the healthcare continuum is essential in order to deliver more value, write Vickie Andros and Jake Caines.

This post highlights the benefits of a new IT favorite for healthcare marketing, trigger emails.

Consumers of life sciences products are reluctant customers, and this reluctance can turn into non-compliance. Organizations and providers need to understand patients at a human level, and what will motivate them to stay with a treatment plan, writes John Pagliuca.

Bagrat Lalayan presents an overview of osteoporosis treatment market and offers vision for future business strategies.

Innovation by itself won't solve the complex multichannel challenges pharmas face.

Paul Meade and Mark Schoeman describe the determining factor driving effective relationships between medical science liaisons and key opinion leaders.

Abigail Bernardi explains how a better understanding of connections among practitioners on care teams helps sales reps build relationships while benefitting a company’s marketing efforts.