Why Devices Don’t—and Shouldn’t—Require the Same Clinical Evidence as Drugs

Posted by Roz Lawson on January 19, 2016

Many of my colleagues in Europe work in pharmaceuticals and want to know why medical devices typically don’t have an approval process based on randomised clinical trials. Medical devices shouldn’t require the same clinical evidence as drugs for both clinical and commercial reasonsand, in fact, they can’t.


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The Power of Small Data

Posted by Roz Lawson on November 19, 2015

You don’t need a lot of data to get some powerful insights about your sales force. “Small data” can reinforce what is intuitive and prove to the sales team and to management the benefits of a specific approach.

It’s a simple recipe:

Ingredients

  • Sales data per rep: You have this and probably pay their bonus based on it.
  • Activity data: You may have this from your CRM system ... but it’s always worth doing a survey so you get a full picture of how time is spent, including travel, waiting time, admin, etc., as well as customer visits.

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Don’t Hang Up! Inside Sales Works

Posted by Roz Lawson on July 21, 2015

Inside sales, or telesales, often get a bad name. No one likes to be cold-called: Most of us put the phone down as soon as we realise it’s a sales call.


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A Sales Force Is Not the Only Answer

Posted by Roz Lawson on June 2, 2015

As we come into business planning season for many companies, I’ve had a few conversations recently about building up direct sales forces. If you want to grow your sales, you need more “feet on the street,” yes? And the best way to ensure success is to make them your own employees, right? Not always.


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Assets From Debt: Five Valuable Lessons of the Eurozone Crisis

Posted by Roz Lawson on April 27, 2015

The European debt crisis, or eurozone crisis, has hit several states that use the euro as currency since the end of 2009. These countries ran out of money to repay or refinance their government debt or to bail out their banks. Spain, Portugal, Greece and Cyprus all needed to be rescued by sovereign bailout programs, delivered jointly by the International Monetary Fund, European Commission and European Central Bank.


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