Tag Archives: Sales

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 […]
Posted in Guest Blog, Op-Ed, Sales | Also tagged , , , , , | 17 Comments

Marketing: Harnessing the Power of 'Pull'

Pull marketing – rethinking channel building A big problem Since the early days of the internet, we’ve been busy creating websites and other digital channels. It’s not an exaggeration to say that most pharmaceutical companies already have hundreds of websites and still more are coming. And now everybody is building apps. There’s a lot of […]
Posted in Europe, Global, Guest Blog, Marketing, Strategy | Also tagged , , | Leave a comment

Customer Engagement: Can Technology Help Find That Sweet Spot?

In the rush toward customer engagement, can technology find the sweet spot? Cegedim Relationship Management held its annual conference on trends in the life sciences industry last week, with two days of speakers and workshops focused on the interrelated themes of Transformation and Innovation.  The central question: if the business of pharma is changing at […]
Posted in Events, healthcare, Patient Communication, Sales, Technology | Also tagged , , , | 2 Comments

Using Social Networks to Increase Sales

Social networks existed long before Mark Zuckerberg came along. What hasn’t existed until recently are the tools, metrics and case studies necessary to understand how physicians influence each other within professional networks, and how these relationships can be used to change prescribing behavior.
Posted in Advertising, leadership, Marketing, Sales, social media, Strategy, Technology | Also tagged , , , , , , , , , | Leave a comment

First Orphan Launch a Challenge for AstraZeneca

Four months after AstraZeneca received FDA approval for vandetanib, a treatment for inoperable medullary thyroid cancer, the company announced the drug’s trade name: Caprelsa. FDA said other proposed names – Zactima, for example – too closely resembled other currently marketed proprietary names. Getting FDA approval on a brand name for vandetanib, AstraZeneca’s very first orphan drug, […]
Posted in FDA, Marketing, patient education, Safety, Strategy | Also tagged , , , , | Leave a comment
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