Sales + Marketing = Optimal Customer Experience

Posted by Pete Mehr on Tue, May 27, 2014

Today there is a significant amount of focus on optimizing the “customer experience” for health-care providers (HCPs). But what does it actually mean? Well, like most people who want to check on the definition of something, I went to Wikipedia, which defined customer experience as:


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The Artful Science (and Scientific Art) of Social Listening

Posted by Jackie Cuyvers on Wed, May 14, 2014

The uninitiated may believe “social-media listening” or “social listening” is a tool-based insight machine, delivering answers like coins from a winning slot machine. That’s far from accurate. When you begin social listening, monitoring with a tool or platform is only the first step. Listening is more proactive—and allows for a deeper understanding, leading the individual to gain insight.


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All Talk, No Insight? Three Secrets to Social-Listening Success

Posted by Jackie Cuyvers on Wed, May 07, 2014

You’ve heard the buzz about social listening, but aren’t sure what the hype means or how to actually get what you want out of it. What does it take to be successful with social listening?

At its heart, social listening is the process of analyzing online conversations, and creating actionable insights to inform business decisions.

To make informed business decisions, you must first know what your questions are. Sounds simple, but developing and refining a business question takes work. Some people try to skip this step, and find themselves drowning in a sea of data with no answer in sight—because you can’t find an answer if you don’t have a question.


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Too Many Tech Solutions? Six Ways to Really Integrate Sales and Marketing

Posted by Namita Kalyan on Fri, May 02, 2014

We’ve all heard the statistics. It sometimes feels like every presentation starts the same: “The traditional pharma sales rep is becoming outdated as changes in the marketplace drive a shift in customer behavior. Access restrictions are increasing, with digital interactions replacing one in every four reps. Technology adoption is spreading, with customers spending 11 hours a week online for work purposes. Channel preferences are changing, with 67% of MDs rating digital media as their preferred information source. And finally, the locus of control is shifting away from physicians as the sole decision maker.”


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Blockbuster Drug Boycott? What ESI’s Sovaldi Threat Means to Big Pharma

Posted by Bill Coyle on Wed, Apr 23, 2014

Pharmacy benefit manager Express Scripts (ESI) recently threatened to form a coalition of customers and network members that would drop coverage of Gilead’s much-heralded, yet costly hepatitis C drug Sovaldi once viable competition arises. ESI’s announcement sparked conversations throughout the U.S. pharma industry, especially among companies coming to market with specialty drugs in the next one to two years, namely:


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