Jon Roffman and Anand Vishwarupe co-wrote this blog post with Sankalp Sethi.
Oncology manufacturers spend more than $4 billion on supporting their sales forces and promoting their therapies to physicians, according to ZS analysis, but with the decision-making process moving away from individual physicians, are manufacturers wasting their efforts?
Recently, I was looking to buy a car and had the chance to “experience” car buying at several car dealers and showrooms. I visited locations for several brands, including some premium brands. I also visited multiple showrooms for the same brands and, to my surprise, I learned that the car-buying experience can be independent of the price of the car or general “premiumness” of the brand. I had a very forgettable experience at the Audi showroom in which the salesman didn’t really try to get to know me. Instead, he simply gave me the car facts and started his sell.