It is important for pharma marketers today, to have dedicated a pharma content marketing for every brand, supported by a content marketing budget that caters to today’s digital-savvy customers. Importance of content marketing We want to create content to address our target customers’ concerns, genuinely. Only when we identify with the customer’s pain points and […]
Author Archives: leon
Healthcare Personas for Pharma: Defining target market of pharmaceutical companies.
Healthcare Personas help you discover and stay focused on your audience. They showcase your audience’s motivations, challenges, concerns and behaviors – the things that underpin the healthcare decisions they make – so that you can build structures, processes, designs and content that resonate with them. In the healthcare industry, your organization might have a variety […]
What works and what does not when it comes to Pharma Sales strategy
Selling in the Pharma Sales strategy is very different to other industries due to the nature of the product offering. There are a number of key factors to consider, including heavy regulation, ethical issues, key influencers (key opinion leaders) and the overall selling process. Changes in the Pharmaceutical sales model have forced Global Pharmaceutical Sales […]
Decoding Indian Pharma Sales Managers
The prescription medicines business in India is primarily driven by the field Indian Pharma Sales Managers. These Indian Pharma Sales Managers regularly visit the doctors to update them about the various medicines their pharmaceutical company makes/markets with an attempt to convince them to prescribe it for the patients. Indian Pharma Sales Managers also make sure […]
Is the Pharmaceutical Medical Sales Rep an Endangered species?
Pharmaceutical Medical Sales reps sell a company’s products, whether for pharmaceutical companies or healthcare equipment manufacturers, serving as the liaison between the customers and the manufacturer. The Pharmaceutical Medical Sales also promotes the features and benefits of the company’s products, answers questions, provides consultation on the use of the product, and introduces new products as […]
What are the challenges to Consultative Selling in Pharma?
Consultative Selling in Pharma is a philosophy rooted in building a relationship between you and your prospects. A salesperson who practices Consultative Selling in Pharma develops a holistic and nuanced understanding of the buyer’s needs, and then they try to fulfill those needs with a customized solution. Since pharmaceutical sales calls can occur in unusual […]
Will Closed-Loop Marketing Energize the Pharma Sales Process?
The social, demographic and economic context in which the Pharma Sales Process operates is changing dramatically, with huge implications for the industry as a whole. All these challenges have major ramifications for the way in which pharmaceutical companies market and sell the medicines they develop. With these challenges comes pressure to gain efficiencies in all […]
How medical representatives can shift to digital engagement.
As a healthcare business, when medical representatives shift to digital engagement in healthcare it can feel overwhelming. Deciding which emerging technologies are worth investing in and getting your team on board with change is often the hardest part. Look, adapting to the digital era requires a shift towards a flexible and risk-taking mindset. The need […]
How to Measure Pharma Salesforce Effectiveness the Right Way
Everyone knows the pharmaceutical industry’s commercial model is changing; or at least it should be. The legacy approach, led by traditional Pharma Salesforce detailing of key clinical messages to individual target customers, is being replaced by more account-focused communications delivered across diverse stakeholder groups. As the communications paradigm shifts with the rapid growth of mobile […]
How to overcome Physician Objections on a Sales Call?
Objections from physicians are often seen as “hurdles” or a signal that inhibits a doctor to prescribe your brand. Your success as a professional will depend on your ability to anticipate and handle or overcome Physician objections. No matter how well rehearsed your detailing is, at the final stage of his decision, the doctor may […]