Sales & Marketing

PharmExec talks to babylon founder and CEO Ali Parsa on how technology will deliver healthcare services to patients globally.

The word ‘centric’ by definition means one, as in focused on a single entity. Yet, in today’s life sciences industry, companies are customer-centric and patient-centric and physician-centric - combined. It's counterintuitive…if not overwhelming, writes Lisa Barbadora

A new PwC survey reveals a strong need to fully embrace alternative commercial methods-not in a blind frenzy but through careful evaluation of which new sales strategies have true innovative potential.

The interesting dynamic of industry-targeted memes in social media-still a quiet treading ground for pharmas.

As more new products vie for payer and prescriber attention, the stakes around launch success are higher than ever. Here are key traps to avoid in getting things right-when it really counts.

How pharma companies can catch up to the requirements of the modern marketing model.

New ways for pharma to make sure its sales reps stay sharp amid a flood of new information and a more complex selling climate.

By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.

The rush to digital will continue at a fast clip, but marketers need to reacquaint themselves with their brands' audiences.

What is and what should be keeping you up at night.

Profitability now depends on metrics to help companies answer a key strategic question: "stay the course" with more investment in sales and marketing? Or "stand down" and deploy those scarce assets somewhere else?

In the latest issue of PEGD: Face-to-Face Meetings in the Digital Age; the US Rx Rep in the Obamacare Era; the Future of the iPad - And more

A patient-centric approach to drug development delivers the benefits that actually create value.

For pharma marketers, the good news is recent advances in social media monitoring make it possible to listen to or engage with patients on social media websites.

Industry and market transformations have dramatically altered when and how products should be positioned for launch, writes Stan Bernard.

As insurers, payers, and drug plan operators eye increased generic drug use as key to cutting healthcare costs, pharma companies are ramping up efforts to delay marketing of copycat products.

Environmental changes on all sides of professional sale are forcing biopharmaceutical companies to select for new traits in the makeup of the field force function.

The best way to grow in the pharma industry is to think small.

Al Topin on redefining your ad agency's role in today's complex pharma market

List pricing strategies that diverge from these approaches without "hitting the cliff".

The slow evolution toward a state of grace in tracking ROI for digital promotion.

Take a page from the consumer marketing playbook and promote a product's advantage and why it should matter to the customer.

What can happen when reps focus on the physician-patient conversation? Al Topin reports.

Don't underestimate the importance of the first line manager.

If a drug’s label is not the final word on what is true – or untrue – about a product, then who decides what can and cannot be said during a sales detail?