Category Archives: Sales

Are Drug Ads in Print Journals Still Effective?

If the American public could shed girth as quickly as many medical journals have in recent years, we’d all be a lot healthier. Collectively, medical journals dropped over 4,200 pages in 2013, as reported by MM&M last month, a direct result of fewer ad buys in the category. Professional marketers have steadily shifted resources into […]
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The Sovaldi Case: Is American Biotech History About to Repeat Itself?

Recent Congressional investigations over the pricing scheme of Gilead’s much-heralded hepatitis C drug Sovaldi – and a decline in stocks across the biotech sector – rings a familiar bell, writes Tom Norton. Twenty years ago in May, US Senator Joe Lieberman carefully questioned biotech CEO Harry Penner of then Neurogen Corporation about why his company’s […]
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Pharma Marketers: Avoid the Tactical Scrum

by Al Topin With the introduction of every new technology, tactic, or gimmick comes what I call a tactical scrum. It’s like watching young kids play their first game of T-ball or soccer. No matter how much instruction the coach gives on field position or game play, the second that ball is hit or kicked, […]
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Marketing is Pre-Sales

Not long ago, I was privy to a discussion taking place in a large drug development services company. Under pressure from above to increase revenues, the sales director was arguing to put more boots on the ground and hire more sales representatives; more sales reps, he contended, means more sales. The marketing director countered that […]
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Compliance Congress: Walking the Line

Pharma industry executives, FDA officials and Department of Justice attorneys speaking last week at CBI’s 11th annual Pharmaceutical Compliance Congress (PCC) offered solutions and threats to companies hoping to avoid enforcement actions.
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