Sales Force

An EHR strategy can't be measured in clicks, says Lilly exec

An EHR strategy can't be measured in clicks, says Lilly exec

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Pharma can reach physicians within the EHR, but they must send the right message at the right time, she said at an MM&M event.

Physicians still rely on medical journals but turn to the web when they have only 10 minutes

Physicians still rely on medical journals but turn to the web when they have only 10 minutes

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Drugmakers can do a better job of organizing dosing information, safety information, and clinical data on their brand websites, a new survey found.

Adding Support at the Point of Care May Also Improve Access to Docs

Adding Support at the Point of Care May Also Improve Access to Docs

It's becoming less and less likely that an in-person physician/sales rep interaction will take place at the healthcare provider's office.

Best Digital Initiative for Non-Consumers of 2016

Best Digital Initiative for Non-Consumers of 2016

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In the A Thousand Words About NTM campaign, real NTM patients were paired with artists who created original pieces that communicate patients' difficult journey to diagnosis.

Best Professional Sales Tool of 2016

Best Professional Sales Tool of 2016

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To break through and drive a high level of physician interaction, Havas Life Metro and Genentech created an interactive self-guided digital storytelling experience to explain the unique mechanism of action of Gazyva.

Five things for pharma marketers to know: Monday, September 12, 2016

Five things for pharma marketers to know: Monday, September 12, 2016

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Some drugmakers employ unsettling ads; Teva said the FDA may grant quick review for generic EpiPen; Sanofi and Google's Verily partner in diabetes

Five things for pharma marketers to know: Tuesday, April 5, 2016

Five things for pharma marketers to know: Tuesday, April 5, 2016

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Valeant terminates Addyi's sales force; the Treasury Department issues new tax-inversion rules; MannKind buys back its marketing rights to Afrezza

Is pharma's access to physicians decreasing or increasing?

Is pharma's access to physicians decreasing or increasing?

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A pair of surveys paint a complicated picture of what direction pharma access to healthcare providers is going.

BMS' Phelan: The digital drug launch is upon us

BMS' Phelan: The digital drug launch is upon us

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From clinical trials to customer planning, digital can speed the biopharma product launch at each step, said Nancy Phelan, BMS head of commercial operations, at last week's MM&M Leadership Exchange.

Pharma sales forces should act more like 'outcomes advocates'

Pharma sales forces should act more like 'outcomes advocates'

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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

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