Category Archives: Sales

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 […]
Also posted in Guest Blog, Marketing | Tagged , | Leave a comment

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

J.P. Morgan: Pharma's Agenda for 2014

Presenters at the 32nd annual J.P. Morgan Healthcare Conference talked up value-based pricing, emerging market strategies, complex generics and new technology, from bedside devices and genetic sequencers to first-in-class mechanisms of action. Company executives honed in on their chosen therapeutic areas and made the case for aggressive spending in R&D to bring the next generation […]
Also posted in Biotech, Corporate Responsibility, Deals, Emerging Markets, Europe, Events, FDA, Gene therapy, Global, IP, leadership, Legal, Manufacturing, Market Access, Orphan Drugs, People, pricing, R&D, Regulatory, Safety, Strategy, Technology | Tagged , , , , , , , , , , , , , , , , , | Leave a comment

Confessions of a Compliance Director

In anticipation of CBI’s (a PharmExec sibling company) 11th Annual Pharma Compliance Congress happening later this month, PharmExec spoke with a compliance director at a mid-sized pharma ($5 billion in annual sales) about life under a CIA, and the potential trigger issues for 2014. In an effort to promote candor and avoid overly circumspect responses, […]
Also posted in compliance, Corporate Responsibility, E-Media, Emerging Markets, FDA, healthcare, Legal, Marketing, Medical Education, pricing, Regulatory, social media, Strategy | Tagged , , , , , , , , , , , , , , | Leave a comment
  • Categories

  • Meta