The integration of digital technology is improving healthcare organizations outcomes and reshaping the relationship between physicians, patients and the healthcare system. By connecting patients and healthcare providers through mobile technology, treatment efficiency can be improved by increasing the accessibility of existing or real-time data. Quick availability of such information to healthcare providers helps them take […]
Author Archives: leon
Brand Purpose, a route to regaining trust in Big Pharma cos.
Healthcare and Pharma are now facing more disruption than ever. Incorporating purpose at times of external crisis is vital not only for saving and maintaining brand purpose, but also for boosting internal team morale, and reconciling public trust. External change is inevitable. All industries operate within an environment made up of micro and macro components, […]
Beyond the Pills: When Value Meets Pharma
A move toward value-based arrangements in pharmaceuticals is a positive step toward creating a more sustainable healthcare system – Value Meets Pharma. But this will require broader changes in pharmaceutical business models than many anticipate. Ensuring a medication’s maximal value is delivered requires interaction with a complex side of the healthcare system most pharma companies […]
How pharma marketers can win customer in a digital world
The digital revolution continues to transform healthcare fundamentally, and many people believe that a tipping point is finally within reach. In 2014, digital health investments topped $6.5 billion, compared with $2.9 billion a year earlier. Dramatic changes in the traditional roles and dynamics of healthcare stakeholders have basic implications for pharma companies. The digital revolution […]
The challenges of conducting effective pharmaceutical market research in emerging markets.
Pharmaceutical market research and marketing research are often confused and used interchangeably. Market Research: Determination and assessment of qualitative and quantitative dimensions of a market. Marketing Research: Analysis of the effects of various marketing activities of a company or its competitors. Healthcare market trends are constantly changing. To keep up, businesses carry market research in […]
Why pharma and biotech Sales Teams Should Re-examine Territory Design
Companies are using more analytics to enable better sales teams decisions, yet one area that is still too frequently undervalued is sales territory design, or the way in which the responsibility for accounts is assigned to salespeople or sales teams. The impact of vacant sales territories on overall brand performance is often underestimated within pharma […]
What Doctors expect from Medical Sales Representatives?
Medical Sales representatives in the healthcare industry are expected to manage their “territories” as if they were running their own business. That’s the very reason top performing medical sales Reps have entrepreneurial mindset. Pharmaceutical marketers always try to figure out what doctors expect from medical representatives. On this occasion, we ask friendly doctors questions in […]
How to overcome Physician Objections on a Sales Call?
When a health care provider presents a technical objection to a product, it’s tempting to try to prove them wrong. But proving people wrong doesn’t necessarily lead to a good outcome, which is for the provider to use the rep’s product. It’s better to redirect the conversation by acknowledging the objection and clarifying it. If […]
Techniques For Building Sales Relationships for pharma brand managers
Pharmaceutical sales, Building Sales Relationships usually start with product presentation to an individual or group of medical practitioners with subsequent follow up to ensure brand prescription and dispensing. This aspect of the job is often times frustrating. Success at this level is propelled by lots of interwoven factors which include sound product and industry knowledge, […]
Evidence-based practice education for healthcare professions
Evidence-based medicine is fast overtaking experience-based medicine in the field of healthcare delivery. Outcomes analysis allows the assessment of the quality of care delivered and matches them against the resource costs. Education for healthcare professions, individual clinical expertise means the proficiency and judgment that individual clinicians acquire through clinical experience and clinical practice. Increased education […]