Sales & Marketing

A new study indicates that doctors are no longer switching offices - largely due to current economic woes. What does this mean for sales reps? Pharm Exec interviews SK&A to find out more about its survey.

Improving communication means appealing to physicians' heads as well as their hearts.

In the wake of megamergers and healthcare reform, Pfizer and Merck both produce fairly positive first quarter results

Timely and accessible information can help break through the firewall of regulation.

The new world of mobile applications is sparking creative platforms for reaching consumers and physicians.

IMS Health reports a nice increase in prescription sales from 2008 to 2009, even with a recession in full swing. That said, numbers are still well below the historic sales of a few years back, and it's anyone's guess if they will reach that high again.

The number of consumers ditching their drugs at the pharmacy keeps climbing as the economy worsens.

Three ad agencies came up with two similarly designed ways of keeping track of online healthcare conversation, harnessing the power of social media sites like Twitter and Digg.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

Pfizer's strategy to use Wyeth's drug pipeline to increase its sales has paid off as the drug giant announced that its fourth quarter earnings nearly doubled year-to-year. Too bad investors are running in fear of an ugly 2010 forecast.

Improving field force business planning requires managers to run each sales territory as if it is a self-contained business operation.

Sales compensation practices are due for an overhaul in 2010.

All eyes are on PatientsLikeMe's new epilepsy site. The social network is backed by UCB, but the pharma firm is taking a hands-off approach. Is this the future of pharma social media?

Pharm Exec's 2010 crystal ball reveals an industry in upheaval on many fronts. Is going back to the future the answer?

New tools are beig applied to make patient advocacy powerful and measurable.

The rules of the game have changed. While pharmaceutical executives have been busy trying to keep up with a radically shifting marketing landscape, technology has swept in and changed everything marketers held sacred.

With the fourth quarter quickly coming to a close, talks of job cuts are once again in the air. The first major layoffs could be coming at Sanofi-Aventis, which is rumored to be slashing up to 1,500 positions.

Marketers will need to address not only the benefits of the therapy but also the benefits of a diagnostic assay.

Process-driven managed-care rebating programs can drive profitability

Feds targeted 136 Web sites offering foreign or unapproved drugs as part of International Internet Week of Action. But does the FDA campaign ignore a larger crisis endangering consumers?

Last year 90,000 pharma sales reps stopped in at hospitals and doctors' offices to woo doctors and dish out free samples. What would happen if they all went away? The answer is simple: everyone would be better off.

In today's "show me the money" marketplace, reimbursement strategy must innvolve more than seeking a good price based on ability to pay.

Executives should embrace design to discover new markets and find new ways to server customers.

Conversational marketing is a great resource for understanding and influencing physician–patient dialogues in the emerging healthcare environment.

Don't throw the sales force out with the bathwater. Accomplish more with fewer reps, less money and little effort. Impossible? Read on...