Sales & Marketing

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.

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?

AIDS treatment provider says the high price of Merck's Isentress is limiting patient access. Merck says banning its reps is what limits access. While Mom and Dad are fighting, does the patient lose out?

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

A new JAMA study reveals that antidepressants might not have as strong an effect on people with less severe cases of depression. How this will affect the pharma industry, which once made heaps of cash with drugs like Prozac, remains to be seen.

In a new era of research partnerships, targeted information databases can improve collaborative decision making and speed new medicines to market.

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?

Nearly 70 pharma execs, new media mavens, and even Joe Q. Public packed last week's FDA social media hearings to plead for some form of guidance on how to handle Tweets, blog comments, and off label discussions online.

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...

Sure, prescription information for Sanofi-Aventis's Uroxatral appears on the back of the tent card, but how can consumer?s see it if it's mounted to a pharmacy wall?

Google opened up a whole new era of social media when it released Sidewiki - a tool that allows anyone to comment on any Web site. Now pharma has a new battle to fight.

Sales forces can achieve compliance and excellence through individual behavioral fine-tuning and company-wide cultural adjustment.