Should Representatives Sell Product or Drive Speaker Programs?
In less than 10 years, sales representative access to physicians has dwindled. While 80% of physicians were accessible to representatives in 2008, only about 44% are accessible today. 1 That limit creates significant challenges for pharma and medical sales companies heavy on salesforce promotion. However, every closed door leads to three open windows. When we look closely at the data, we
Does Stakeholder Engagement Really Drive a Brand?
Think about all of the meetings you attend every day designed to communicate and collaborate. Why so many meetings with so many opinions all to accomplish the same goals-driving a brand? It’s the question that so many biopharma, capital equipment, and device employees ask themselves every day when promoting new therapeutic
Speaker Training Via the Web: A Virtual Success Story
Speakers provide one of the most promising methods of influencing prescribers. They are typically clinicians who have experience with a product and, coupled with their scientific training, have the know-how to determine how to guide their colleagues who may have less experience with the product. Peer-to-peer works. This is why
4 Best Practices for Peer-to-Peer Programs
The physician community has been stretched, and the amount of time spent with the field has greatly diminished. According to many of our customers, the average detail is anywhere between thirty seconds and three minutes. The use of technology has helped increase reach and messaging to some, but in many
How Pharma is Winning the Fight Against Antibiotic Resistance
Healthcare professionals are becoming increasingly reluctant to prescribe antibiotics in light of the higher prevalence of drug-resistant bacteria. Every class of antibiotic that has been introduced since the invention of penicillin in the early 1900s has led to changes in micro-organism cell composition that are resistant to each drug.[1] Within just
4 Must-Do Professional Prelaunch Tactics
Have you ever heard of Product Manager’s Disease? It’s when a Product Manager or Product Director attempts to execute as many tactics as possible without truly thinking through which tactics make the most sense for a given audience at a particular time. In other words, it’s throwing everything at the
How to Fortify Your Brand Messaging
Branding your peer-to-peer programs is more than just creating a logo or developing a marketing strategy—although marketing and branding are closely related, they are often confused. Marketing includes all of the commercial activities that are required to gain acceptance of your brand in the marketplace. Branding peer-to-peer programs is the
How Price Controls Could Plug the New Product Pipeline
Regulated pharmaceutical prices are common in foreign countries, but the United States government has been reluctant to set pharmaceutical price ceilings. A recent online poll conducted by Pharmaceutical Executive asked its audience, which consists primarily of professionals working in the pharmaceutical industry, what their greatest concern is for the future of the
