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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 September 1, 2010	Where Prescribing Oncologists Go for Their Information, and Why Marketers need to understand how informal influencers are beginning to replace traditional channels as the favored way for doctors to receive product information from drug manufacturers, and, in turn, how best to leverage peer influence in designing effective meetings and events.
Pharmaceutical Executive March 1, 2006 Dorfman & Maynor	Marketing to Professionals: Under the Influence Pharmaceutical marketers should target the doctors who affect change in the medical community.
Pharmaceutical Executive February 1, 2009 David Johnson	Dive into Digital Exclusive Pharma Exec survey details how pharma can make virtual channels effective marketing vehicles.
Pharmaceutical Executive February 1, 2014 Anbil et al.	Managed Markets: Positioning Your Product For Success with Pull Through Strategies A patient-centric approach to drug development delivers the benefits that actually create value
Pharmaceutical Executive May 1, 2012	Best Practices: Commercial Analytics If the relationship between marketers and commercial analytics in the pharmaceutical and biotech sectors is leveraged properly, it can help marketers make more informed strategic decisions for their brands.
CRM August 1, 2009 Lauren McKay	The New Prescription for Pharma To address trends in the industry, pharmaceutical companies must do more with less and reshape their messages - not the easiest of tasks.
CRM June 29, 2012 Shamez S. Dharamsi	Multichannel Predictive Analytics Uncover data patterns to unlock revenue. The most successful organizations integrate data analytics with the aggregated business acumen of their marketing executives to drive strategic marketing decisions.
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 March 1, 2012 Paolo De Marino	Registering Value: Always in the Eye of the Beholder The organizational disconnect between marketing and market access is curable if both groups focus on what counts: who's making the final purchase.
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 October 1, 2011	Arming up for the Digital Revolution As a longtime advocate of new approaches to meeting customer needs in pharma, Martin Wygod sees the biggest change as the coming growth of digital platforms as the principal source of information and communication in healthcare.
Pharmaceutical Executive July 1, 2011 Cabacungan & Clark	New Ways to Gain New Brand Insights If you can learn to understand patient and physician behavior, you are well on your way to strengthening the position of your product.
Pharmaceutical Executive June 1, 2007 Michael Goodman	A Very Specialty Moment Big Pharma is on a shopping spree for biologics and other specialty products. It has the money to buy them. But does it have the mojo to develop and market them successfully - or will the mid-size biopharmas make their big move?
Pharmaceutical Executive October 1, 2008	Getting "Engaged" Web analytics is helping a new generation of pharma web sites get engaged.
CRM June 21, 2012	IBM Launches New Class of Analytics Software IBM has released new predictive analytics software that automatically correlates and analyzes big data to help clients embed hyper-intelligence into every business decision.
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 April 1, 2006 David Duplay	Marketing to Professionals: A Sample Plan Sure, pharmaceutical e-sampling can save money. But there are plenty of other reasons to use it.
Pharmaceutical Executive January 1, 2009 Stan Bernard	Pharma vs. Pharma The most successful pharmaceutical companies will be those that can transform as the industry itself transforms.
Pharmaceutical Executive October 1, 2010	Digital Alternatives Define New Sales Force Today's pharmaceutical sales teams must adapt techniques to embrace new technologies in order to remain successful.
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 May 1, 2012	The Personal Touch in Digital Promotion The shift from sales rep meetings to digital selling methods must include innovation and a physician-centered mindset in order to be successful.
CRM November 18, 2015 Oren Smilansky	Salesforce.com Releases Predictive Journeys for Its Marketing Cloud Scoring and segmentation tools will enable marketers to anticipate likely customer behavior -- and engage them accordingly.
U.S. Banker November 2004 Holly Sraeel	Influence Defined By Those Who are Living It The crossroads of finance and community can make the difference between whether a town, a family or a small business thrives or languishes. And women are on the frontlines of this revolution.
Pharmaceutical Executive November 1, 2005 Mike Luby	Marketing to Professionals: Detailing Attention to Details: The detail piece is a powerful sales tool when utilized and tested properly.
CRM August 23, 2013 Hertz et al.	How Financial Institutions Can Benefit from Predictive Analytics Four ways to drive revenue and improve retention.
Pharmaceutical Executive June 1, 2005 Patrick Burns	Sales Management: A Sample Plan One of the pharma industry's most important promotional tools is also one of its least understood. Here are new approaches to measuring the impact of sampling--and giving reps the tools they need to use samples better.
Pharmaceutical Executive September 1, 2010 Marylyn Donahue	With a Little Help from their Peers Physician meetings drive prescribing behavior, but what are the marketing meetings doctors prefer, and who are they listening to?
Pharmaceutical Executive June 1, 2005 Boschwitz et al.	Track Patients, Not Prescriptions Why pharma companies reject anonymous patient-level data, and why they can't do without it for long.
Pharmaceutical Executive June 1, 2012	Gamification Grows Up Early efforts to harness the engagement factor in game technology focused on delivering a fun experience, with a tacked-on educational component. Today's games bring behavior change to the forefront, incorporating social dynamics, mobility, and increasingly sophisticated mechanics.
Pharmaceutical Executive March 3, 2014 Mason Tenaglia	The New Metrics of Market Success Profitability now depends on metrics to help companies answer a key strategic question: "stay the course" with more investment in sales and marketing? Or "stand down" and deploy those scarce assets somewhere else?
Pharmaceutical Executive October 1, 2012 Gregg DiPietro	Reforming Pharma Marketing With respect to targeting, positioning, and launching new drugs, the ACA reform stands for Adjust, Change, and Adapt.
Pharmaceutical Executive June 1, 2012 Amy Smith	Marketing: Medical Devices vs. Pharma Understanding the differences between drug and device marketing can make or break the brand's promotional activities.
Pharmaceutical Executive May 1, 2006 Stephen Wray	Alternative Media: Interactive=Integration Interactive technology allows marketers to keep up with the demands of both physicians and consumers.
Pharmaceutical Executive May 1, 2009 Jay Bigelow	Behavior and the Bottom Line In an era of shrinking marketing budgets, increase ROI with behavioral science-based marketing.
Pharmaceutical Executive March 1, 2013 Bonifant & Setrakianis	Test and Learn: Making Confident Decisions on the Commercial Side Companies that adopt this new methodology will have a longstanding competitive advantage over those companies conducting business as usual.
Pharmaceutical Executive March 1, 2006 Breitstein & Clinton	Market Research Roundtable A group of top market researchers to discuss the issues shaping an evolving pharmaceuticals industry.
CRM July 1, 2009 Donna Fluss	Contact Centers and the Age of Analytics A variety of applications promise revenue generation and cost reduction.
CIO September 29, 2015	At Humana, IT augments the human touch CIO Brian LeClaire describes how analytics, mobile, social and cloud technologies can improve the consumer experience in healthcare.
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.
CRM June 7, 2013 Peter Schmitt	Predictive Analytics in Action Implementing strategies for dramatic sales lift.
Pharmaceutical Executive September 1, 2006 Scott Burkette	Alternative Media: The Download on Podcasting Through podcasts, marketers create intimate and captivating experiences for audiences.
Pharmaceutical Executive January 1, 2012 Elys Roberts & Sarah Phillips	The Emergence of the Pro-Patient How can pharma embrace and interact with increasingly informed and demanding patients to bring positive outcomes for all?
CIO October 1, 2005 Tom Davenport	Analyze This More and more companies are using analytics to drive their decision-making processes. But there's a right and a wrong way to do it.
CRM November 2007 Colin Beasty	Predicting Profitability After years of trial-and-error, enterprises are finally developing innovative strategies and incorporating new software to allow them to identify - and sell to - their most profitable customers.
Pharmaceutical Executive February 1, 2012 Wilcox et al.	Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.
CRM April 2014 Leonard Klie	3 Reasons to Boost Your Contact Center's Strategic Value Today's solutions are lower in cost, offer predictive capabilities, and require less technical know-how to operate.
Pharmaceutical Executive January 1, 2006 Gina Ashe	Alternative Media: Patient Bloggers on Your Brands Find out what patient bloggers are saying about your pharmaceutical brands.
Pharmaceutical Executive December 1, 2012	Big Data, Bigger Ideas How to stop worrying and learn to love the data. Let's face it and let's be brave about it: the balance of power has shifted permanently from the marketers to the marketed.
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.