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Pharmaceutical Executive September 1, 2008 Herschman & Khorover	The New Code Effective January 1st, sales reps will have a new standard for dealing with doctors with a revised "Code on Interactions with Healthcare Professionals."
Pharmaceutical Executive September 1, 2005 Wilkenfeld & Braun-Davis	50 5 2005 Five things pharmaceutical companies can do to prepare for compliance in all 50 states.
Pharmaceutical Executive May 1, 2005 Sibyl Shalo	Out to Lunch? For the average pharma rep, a 13-minute sales oriented meal trumps a 60-second office visit, any day of the week.
Pharmaceutical Executive May 1, 2005 Steven Tarnoff	How to Keep Out of Regulatory Quicksand Pharma sales teams may soon need law degrees just to keep up with the changes in federal and state mandates.
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
Financial Planning November 1, 2006 Marianne Czernin	Compliance Tips Registered reps have lots of eyes watching them. Supervisors, compliance personnel, sales directors, and operations all scrutinize reps' activities. But these aren't the only people interested in reps' movements.
Pharmaceutical Executive January 1, 2012	Compliance: Getting Those Ducks in a Row Pharma must coordinate the efforts of medical, legal, HR, global partners and many other players in the regulatory compliance space to keep itself afloat in choppy seas.
Pharmaceutical Executive June 1, 2006 Cindy D'Aoust	Who's Coming to Meetings? Need to attract the "right" physicians to a promotional meeting? Have to do it on a budget while following new compliance rules? Check out this new survey to see how the rest of pharma lives with a shifting promotional landscape.
Pharmaceutical Executive May 1, 2005 Manson & Katzenberg	Unleash the Tablets In their rush to get tablet PCs into reps' hands, pharma companies can't forget one crucial step--training.
Pharmaceutical Executive May 1, 2011 Robert Neumann	iDeal Tool of Sales Trade The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up.
CRM November 24, 2015 Oren Smilansky	Front Row Solutions Adds Sales Rep Mapping Tools to its Reporting System Geolocation features give sales managers greater visibility into sales rep activity -- where they are and what they're doing.
CRM November 2009 Lauren McKay	Pharmaceuticals -- CRM Undergoes an Experimental New Treatment An older CRM vertical gets a new dose of on-demand technology.
Pharmaceutical Executive May 1, 2006 Musacchio & Hunkler	More Than a Game of Keep Away The Prescribing Data Restriction Program takes effect in July. The AMA explains how individual doctors can keep their prescribing habits safe from reps, and how pharma can keep using the anonymous data -- if the industry polices itself.
Pharmaceutical Executive October 1, 2005 Andy Bender	Orchestrating Compliance Product managers at pharmaceuticals are not always happy to see their compliance officers. That may be changing.
Pharmaceutical Executive October 1, 2005 Christopher Lisanti	Physician Frustration Doctors have had enough. But reps can still redeem themselves. As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers.
CRM May 3, 2004 David Myron	Vertical Focus: Pharmaceutical Firms Find a Spoonful of CRM Helps the Sales Pitch Go Down Ad campaigns create a pull-marketing effect, bringing patients into doctors' offices with product-specific questions.
Pharmaceutical Executive August 1, 2008 Carol Krugman	Next Generation Event Consolidations The path from chaos to compliance is consolidation.
Pharmaceutical Executive April 1, 2007	Sales Management: The New BioPharma Representative With today's sales force in flux, pharma is looking to a new sales elite.
Pharmaceutical Executive August 1, 2005	Backpage: Feet-on-the-Street Interview A new survey asked pharmaceutical reps how their job has been changing. One bit of good news: A few reps think it's easier to get past the receptionist's desk.
CRM October 2, 2015 Jaime Lucea	The Future of CRM Mobile tech, wearables, and better analytics will transform how, and how effectively, we do business.
Pharmaceutical Executive September 1, 2006 John Ryder	Sales Management: Palm-sized Payoff Reps are gaining access to detail-adverse physicians by offering large software content in small packages.
Pharmaceutical Executive May 1, 2005	What Does It Take to be a Global Leader in Training An interview with Ed Yavuz, Wyeth's vice president of sales training and management development about the company's learning strategy, core curriculum for both reps and managers, and the relationship between training and retention of key employees.
Pharmaceutical Executive January 1, 2006 Peter Thompson	Sales Management: The Wonders of Wireless Pharmaceutical reps can recover 30 minutes of downtime everyday with 24/7 connectivity to the Internet.
Pharmaceutical Executive January 1, 2013 Ben Comer	Compliance in the C-Suite Compliance officers have risen into pharmaceutical management's highest ranks, by choice in some organizations, and by government decree in others. Either way, their importance as a strategic partner can hardly be understated.
Pharmaceutical Executive April 1, 2012	Medical Meetings: Docs Speak Out Three physicians took the stage at the fourth annual West Coast Life Sciences Meeting Management Forum to explain their perspective on healthcare reform, online versus live education, and more.
Pharmaceutical Executive September 1, 2013 Shantanu Agrawal	Making Sense of the Sunshine Act: A New Era for Drug Promotion Now that the Sunshine Act's Open Payments spending disclosure program is live, the federal government's lead officer for compliance explains how the new web-based system will work and how US industry, providers, and patients will be better off by making their relationships fully transparent.
Pharmaceutical Executive April 1, 2006 Geoffrey M. Levitt	Meetings: Doctor Consultation The government's got its eye on consultant meetings. Are your company's policies strict enough?
Pharmaceutical Executive May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
Pharmaceutical Executive September 1, 2005 Ray Altieri	Return on Opportunity Conventions synergize all communications vehicles and create a total impact on the market: advertising, Web presence, programs, detailing, and non-prescription sampling.
Pharmaceutical Executive August 1, 2008 William Schiemann	Do Something! Seven steps you never knew that could fix the sales force.
CRM December 2004 Jim Dickie	Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell.
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
Pharmaceutical Executive November 1, 2006 Barricklow & Bandy	Meetings: Before and After Maximize sales meetings by focusing on strong pre- and post-meeting initiatives.
CRM March 1, 2004 Lisa Picarille	CRM Helps Professional Services Firms Obey the Law When professional services firms purchase CRM systems, they want those systems up-to-date in terms of compliance and the flexibility to conform to future laws and regulations.
Pharmaceutical Executive March 1, 2009 Brittany Agro	The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working.
Registered Rep. September 1, 2004 Anne Field	The Weight of Words It's a paradox confronting brokers all over the country: In a business climate that calls for ever-increasing advisor-client intimacy, financial professionals are measuring their words more carefully than ever.
Investment Advisor September 2010 James Manouse	IA Soapbox: B/D Marketing Departments Are Wrong A marketing department must help to make the affiliated rep the dominant rep in their local area.
Pharmaceutical Executive June 1, 2007 Breitstein & Armstrong	Fixing the Sales Model Pharma's new commercialization strategy is, uh, in the works. But what did you expect? Getting it right takes time.
Investment Advisor September 2006 Melanie Waddell	Next Financial Group Only seven years old, NEXT Financial has won broker/dealer of the year honors for the sixth year in a row, and did it in three different divisions as its rep force has grown.
Bio-IT World January 12, 2004	PDMA Compliance in 12 Steps Prescription Drug Marketing Act violations can cost millions. To save that money, follow this program.
Pharmaceutical Executive September 1, 2006	Sewing Up New Sales Simple, elegant lines are the backbone of any good design, including a new sales model. Get that right, and your model can be tailored to fit any customer.
Pharmaceutical Executive January 1, 2007 Davenport et al.	Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it.
Pharmaceutical Executive March 1, 2006 Sharyn Lee	Invisible Prescribers: What You Do and Don't Know About NPs and PAs How many prescriptions are written each year by nurse practitioners and physician assistants? Pharmaceutical companies not only fail to market to this sector, they neglect to invite nurse practitioners and physician assistants to meetings or to include them in plans for continuing medical education.
Pharmaceutical Executive September 1, 2005 Nickum & Kelly	Missing the Mark(et) Pharmaceutical companies spend billions on data. Sales reps crowd the waiting rooms. So why is the doctor out?
Pharmaceutical Executive July 1, 2005 Mark A. Stiffler	Sales Management: Pay-for-Performance Incentive management helps align sales force strategy with pharmaceutical reps' compensation.
Pharmaceutical Executive September 1, 2006 Beth Herskovits	Freedom of Information IMS and Verispan sue New Hampshire to buy prescriber data and to protect the data sellers' free-speech rights.
Pharmaceutical Executive October 1, 2006 Scott Hull	Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along.
Pharmaceutical Executive November 1, 2005	Thought Leader: A Q&A with Steve Rauschkolb With new guidelines pressuring companies to demonstrate superior value, and an environment that will tolerate little else, pharma firms are looking toward innovation and technology to create better training methods.
Health February 2008	The Workout: Part 2 For weeks four through six, do this ramped-up, 25-minute version of the workout.
Pharmaceutical Executive September 1, 2011	(Some) Booths Beckon What some pharma companies are doing about the increasing restrictions of face-to-face interaction between industry and prescribing physicians.