Category Archives: Sales

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 […]
Also posted in Biotech, healthcare, leadership, Market Access, pricing, R&D, Strategy | Tagged , , , , , , , , , | 1 Comment

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, […]
Also posted in Advertising, Agency Insight, E-Media, Guest Blog, Marketing, People, social media, Strategy, Technology | Tagged , , , | Leave a comment

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.
Also posted in Advertising, compliance, Emerging Markets, FDA, Global, Legal, Manufacturing, Marketing, People, Regulatory, Strategy, Technology | Tagged , , , , , , , , , , , , , | Leave a comment

2014: End of the Road for the American Rx Salesperson?

2014: End of the Road for the American Rx Salesperson? “The only thing you’ve got in this world is what you can sell.” Willy Loman Death of a Salesman During my years with two major U.S. pharmaceutical companies, some of the most interesting individuals I got to know were field salespersons.  Certainly one of my […]
Also posted in Guest Blog, Op-Ed | Tagged , , , , , , | 17 Comments
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