How Pharma Can Drive Value and Embrace Change in an Evolving Marketplace

Posted by Ian Wilcox on Fri, Apr 05, 2019


This blog post is the second in a two-part series on the future of sales in the pharmaceutical industry.

In my previous post, I shared why pharma sales organizations need to adapt to today’s evolving healthcare marketplace: Advances in technology and other market trends—such as the proliferation of artificial intelligence, the ongoing debate over the Affordable Care Act in the U.S. and decreased access to physicians—are shaking up the industry.


>
Read More

Three Ways to Get the Most from Your Field-Based Roles

Posted by Alex Turok on Wed, Apr 03, 2019

Howard Deutsch co-wrote this blog post with Alex Turok. 

The evolution in the U.S. healthcare ecosystem has made it more complex. Individual physicians and small group practices have given way to large, integrated health systems with an array of stakeholders who have different needs, expectations and motivations. To engage effectively in this environment, pharma has developed new field-based roles beyond the classic sales rep to help train nurses, create awareness of companion diagnostics and interpret biomarker test results, manage complex authorization processes and much more. Yet while these roles address critical steps along the patient journey, pharma can get significantly more value from their non-rep roles.


>
Read More

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.


>
Read More

Three Things That Pharma Executives Must Do to Keep Pace With the Healthcare Evolution

Posted by Ian Wilcox on Thu, Dec 20, 2018

Just over a week ago, CVS Health announced that it had closed the deal on the merger heard ’round the world: the highly anticipated acquisition of insurance giant Aetna. CVS Health President and Chief Executive Officer Larry Merlo said in a statement that the merger will “transform the consumer health experience and build healthier communities through a new, innovative healthcare model that is local, easier to use, less expensive and puts consumers at the center of their care.”


>
Read More

Is Your Sales Force Ready for Dynamic Targeting?

Posted by Mike Powers on Mon, Sep 25, 2017

Mani Sethi co-wrote this blog post with Mike Powers. 

Think about the last time you bought something on Amazon: The website provides a list of your recently purchased items, suggestions based on your browsing history, and insights into what products similar shoppers have bought. Chances are at least one of those tailored offerings factored into your purchase decision.


>
Read More