Sales Force

Pharma sales forces should act more like 'outcomes advocates'

Pharma sales forces should act more like 'outcomes advocates'

By

Sales reps that focus on creating value for HCPs could find new opportunities and improved access to those physicians, according to Accenture.

GSK considering change to sales compensation model

The British drugmaker is reviewing the patient-oriented sales model it introduced in 2011.

Pharma tablet presentations falling short

A study said many sales presentations fail to resonate with payer audiences.

Drugmakers weigh more use of digital

Drugmakers weigh more use of digital

By

The pharma sales model increasingly relies on key account managers rather than sales reps.

Customizing HCP Data In a Challenging Healthcare Environment

Customizing HCP Data In a Challenging Healthcare Environment

Traditional tactics of connecting with physicians are quickly becoming obsolete.

Five things for pharma marketers to know: Thursday, March 12

Five things for pharma marketers to know: Thursday, March 12

By

The SEC said some company drug prices can be made public, 23andMe launched an R&D division, and Public Citizen is asking the FDA to withdraw a proposal it says will undermine drug safety information.

Drugmaker shifts sales model to keep pace with formulary decision making

Drugmaker shifts sales model to keep pace with formulary decision making

By

Some IDNs are centralizing decisionmaking at the corporate level and other hospitals are limiting on-site access to sales reps.

Lilly sales fall, drugmaker to keep rep count low

Lilly sales fall, drugmaker to keep rep count low

By

Cymbalta and Evista patent losses drove down sales, but Lilly said it does not plan to replenish the sales force it thinned in anticipation of the decline.

Zohydro to get marketing overhaul

Zohydro to get marketing overhaul

By

The painkiller's marketer will look to partner with another manufacturer to better target primary care physicians, and will also reexamine its sales territories.

Belviq scripts jump on DTC, rep push

Belviq scripts jump on DTC, rep push

By

Arena's recent quarter shows weight-loss drug Belviq is on the rise. It follows a DTC push and the recent addition of reps by co-marketer Eisai.

Rep access continues to shrink

Rep access continues to shrink

By

Sales reps are experiencing even more limited physician access, according to a report by Chicago consultancy ZS Associates.

Study: sales rep limits reduce off-label prescriptions

Study: sales rep limits reduce off-label prescriptions

By

Researchers found that limiting sales rep access and interactions reduces off-label prescriptions for the previously detailed drugs, while also upping off-label prescriptions of the drugs that had not been promoted.

Agnitio launches Rainmaker marketing tool

Agnitio launches Rainmaker marketing tool

By

The company unveiled the mix-and-match marketing management tool at the Eye for Pharma conference in Barcelona.

UK GPs like search engines more than pharma sites

A survey of UK-based general practitioners shows industry websites are not a go-to source for information. Reps did not fare well, either.

Weight-loss drugs plateau and expand

Weight-loss drugs plateau and expand

By

Analyst Thomas Wei reviews the prescription slimming category and sees two different realities for Vivus and Arena.

PDI launches sales rep network

PDI launches sales rep network

By

The new network, PD One, will allow reps to connect with HCPs through PDI's Medical Bag.

Draft legislation has advertisers on edge

Draft legislation has advertisers on edge

By

Lobbying groups say the ad tax draft proposal could wreak havoc throughout the ad industry and its partners, such as publishers and broadcasters, if it were to go through.

Proposed guidelines kick industry off campus

Proposed guidelines kick industry off campus

By

Pew Charitable Trust's proposed conflict of interest guidelines could mean even less face time for sales reps and less industry money for CME programs.

Researchers find reps increasingly losing out

Researchers find reps increasingly losing out

By

Although doctors still like sales reps, Capgemini and Quantia's researchers find their appeal is on the decline, while digital is on the rise. While age is a factor, it's the workplace that's shaping physician preferences.

Layoff season continues

Actavis shrinks its staff by 30%, and Bayer reduces its California footprint.

Dendreon reorganizes, tries to keep sales reps

Dendreon reorganizes, tries to keep sales reps

By

The company says it will cut staff and costs, focus on big accounts and try to keep sales reps from leaving.

Novo sales rise, company braces for change

Novo sales rise, company braces for change

By

The drug maker's vision for 2014: fighting to keep Victoza top-of-mind with a US field force of around 3,000.

As HIV meds mature, Gilead preps for HCV launch

As HIV meds mature, Gilead preps for HCV launch

By

A 15% increase in sales came on the back of HIV franchise meds Stribild and Complera/Eviplera.

Merck seeks way to stem sales slide

Merck seeks way to stem sales slide

By

The company says it is moving its Januvia sales pitch from defending market share to expanding it.

Intouch creates HCP content division

Intouch creates HCP content division

By

Growing client demand encouraged the agency to make its HCP content capabilities official.

Study reveals doc detail preferences: Hang up the phone

Study reveals doc detail preferences: Hang up the phone

By

Doctors shared their information preferences with CMI/Compas, revealing ways marketers can better pace their communications to max out channels.

Valeant leverages Rx sales force, YouTube for OTC brand

Valeant leverages Rx sales force, YouTube for OTC brand

By

The company is supporting its professional pitch for the acne drug with a micro-targeted marketing strategy.

Business briefs: Abbott, IMS Health, Boehringer, plus healthcare reform

Abbott's Depakote lawsuits roll on; IMS buys mobile health firm's assets; BI shutters a chemical plant; and the healthcare reform back-and-forth continues.

Business briefs: Eisai, Merck, plus another ACA delay

Eisai lobbies to push back Belviq's patent clock; a case against Paula Deen is dismissed; Merck and Avanir team up to promote Januvia; and another healthcare-reform measure is pushed back

Santarus adds contract reps to back Uceris intro

By

This is the second addition this year and brings the company's contracted sales force to 260.


Email Newsletters


Specialty medicines continue to be a hot category, one in which spending has surged behind products that treat medicine's most complex diseases. This eBook lays out the needs and hurdles along the specialty drug pathway, explaining how stakeholders are working to get meds into patients' hands and ease their experience. Click here to download.