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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.
The Motley Fool September 15, 2011 Frank Vinluan	GSK's New Drug Marketing Model: Pharma Reps As Educators, Not Sellers The conversation between sales reps and doctors today is vastly different compared to one year ago.
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.
Nutra Solutions June 1, 2005	Hidden Drug Costs Up to five salespeople from the same company may call on the same doctor about the same product. Drug makers spend over $7 billion on such calls each year, compared to $4 billion on direct-to-consumer advertising.
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
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.
BusinessWeek February 28, 2005 Amy Barrett	Pfizer's Funk Pfizer CEO Hank McKinnell helped pioneer the age of blockbuster drugs. The company now spends twice as much on sales and administrative expenses as it does on R&D. But a dearth of new products and fears over drug safety are hurting the entire industry. Is there a fix?
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, 2008 Tousi & Lee	Making Sense of Sales The direct sales force is one of the largest costs for most pharma companies, but don't throw out sales force effectiveness with the sales force when cutting costs. Read on for some sure-fire strategies.
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 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.
BusinessWeek October 23, 2006 Arlene Weintraub	Cracking Down on Pharma Swag Several medical centers are barring their doctors from accepting freebies like pens and lunches from any vendor. Here's why.
Pharmaceutical Executive May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
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 January 1, 2007 Jeffrey Zornitsky	Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers.
Pharmaceutical Executive May 1, 2009	Why All the Bad Buzz? European docs have always been down on pharma - but now the US is catching on. Perhaps pharma has oversold the "service model."
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 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 October 1, 2005	Bad Rep An interview with Jamie Reidy, who wrote the book on how to slack off as a pharma sales rep. Now, the sales manager's nightmare unveils more scams, sizes up the corporate selling culture -- and reveals what finally made him care.
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.
Pharmaceutical Executive October 1, 2005 Steve Tarnoff	Sampling: Crimes in the Closet The pharmaceutical industry's time-honored sampling practices used to be good selling strategies. Until the Office of the Inspector General called them fraud.
The Motley Fool February 26, 2010 Brian Orelli	Boning Up on Pfizer's Drug Fablyn looks OK on paper, but that isn't going to cut it in the crowded osteoporosis market.
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 May 1, 2011 Robert Neumann	iDeal Tool of Sales Trade The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up.
Pharmaceutical Executive February 1, 2007	Thoughtleader: John Bailye, Dendrite John Bailye talks about the growth of pharmaceutical sales force automation - and about the latest technology to find its way into the rep's arsenal: phone-based SFA.
The Motley Fool November 30, 2010 Brian Orelli	A Witty Response to Pharma's R&D Dilemma According to GlaxoSmithKline CEO Andrew Witty, the pharmaceutical industry is a mess. That's the basic gist of his opinion piece in The Economist.
BusinessWeek June 12, 2006 Michael Arndt	Big Pharma's Nurse Will See You Now Drug companies are hiring RNs to educate patients - and boost marketing.
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 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, 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 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 April 1, 2011	Off-Label But On Point? Use of off-label drugs is a balancing act for physicians, and poses even more problems for pharma. The FDA is moving slowly to help.
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, 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 September 1, 2006 Patrick Clinton	From the Editor: Undecided People are buying drugs, because companies are selling drugs. Interfere with the selling process, and people won't buy as many drugs.
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 January 1, 2007 Walter Armstrong	Forecast 2007: At Sea In times of crisis, it's harder than ever to take the long view. The healing arts may be as old as humankind, but the business of pharma is still in its infancy.
Pharmaceutical Executive August 1, 2005 Lena Chow	Docs of Shanghai They're short on status, pay, and respect, but China's young doctors hold keys to the world's fastest growing pharmaceutical market.
Pharmaceutical Executive June 1, 2005 Zimmerman & Fay	Marketing to Professionals: Dr. Ambassador The pharma industry is under siege in the news media. Smart companies must create a role for physicians as ambassadors who can raise patient confidence in drugs and the pharma industry as a whole.
BusinessWeek December 11, 2006 Michael Arndt	Kills Pain, Cures Rabies, And Grows Hair The prescription drug market is one part Big Brother and one part Wild West.
The Motley Fool September 25, 2008 Brian Lawler	Eli Lilly's Dose of Disclosure The pharmaceutical pledges public reports of its dealings with doctors.
The Motley Fool May 18, 2009 Brian Orelli	Free Drugs! Pfizer's giving over 70 drugs away -- to people who have lost their jobs and health insurance recently and can show financial hardship.
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.
BusinessWeek June 28, 2004 Amy Barrett	When Medicine And Money Don't Mix Do drugmakers have too much control over lab data?
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 February 1, 2011 Scott Moldenhauer	Accelerated Evolution Adapting training techniques for pharmaceutical sales representatives is necessary to thrive in the fact-changing dynamic of a physician's office
Pharmaceutical Executive November 1, 2014	Sales Reps and the New Commercial Organization By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.
The Motley Fool May 12, 2009 Brian Orelli	Your Company Is Giving Away Revenue Bad news for investors in the health-care industry: the companies you invest in just pledged to give back 1.5% of their expected U.S. revenue growth to President Obama.
Pharmaceutical Executive May 1, 2005 Ame Wadler	PR: In the Loop Pharma marketers can help doctors stay abreast of the news.
Pharmaceutical Executive January 1, 2013 Torsten Bernewitz	The Force Behind Sales Forces Don't underestimate the importance of the first line manager.