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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Traditional Pharma Sales Roles Are Becoming Obsolete. Here's How to Adapt.

Posted by Ian Wilcox on Thu, Feb 07, 2019

Pharma selling is headed for a major disruption. Factors such as the proliferation of technology and artificial intelligence, the ongoing debate over the Affordable Care Act in the U.S. and decreased access to physicians are all making the traditional approaches to pharma selling obsolete. Like a cassette tape making way for the CD, traditional sales roles are being replaced with more specialized roles. These shifts in the marketplace predict a looming talent gap that pharma executives must begin to address now before it cripples their ability to compete for market share.

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Topics: customer engagement, pharma sales, account management, sales reps, patient services, talent management, sales roles, sales executives

Patient Services vs Servicing Patients

Posted by Seth Goodman on Wed, Jul 29, 2015

By now, most pharma brands can rightly claim they provide patient services: Support for benefits enrollment? Check. Co-pay cards? Check. Disease education and management tools? Check and check.

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Topics: Pharmaceutical, consumerization of healthcare, Seth Goodman, patient services

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