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The life science industry is undergoing a major transformation. Technology, regulations, competition, demographics, and behaviours across the value chain are all affecting the industry.

The challenge with these shifts is that they alter the way pharmaceutical sales reps (PSRs) interact with, and add value to the life science industry.

Today’s article will explore the continued decline in access to HCPs– the first of many impactful trends that are poised to shift pharma sales and marketing in the next 5 years.

The healthcare industry is facing a digital divide. Many healthcare providers (HCP) and patients are moving to digital channels for interactions and information, meanwhile healthcare manufacturers are just starting to catch up.

This divide has left a gap in the type of communications that the industry is sending to HCPs, and those that HCPs desire.

Today’s article explores the types of content that HCPs want from their pharma sales and marketing counterparts.

Healthcare is going digital around the world, but many pharma sales and marketing executives are reluctant to experiment with newer digital channels.

This gap adds friction to a traditional sales process that is already eroding because of the influence of technological and social challenges – according to some.

Today’s article explores the need for e-detailing in pharma sales and marketing, and how digital detailing applications both enhance pharma sales and delight HCPs at the same time.

Renewed interest in account based marketing (ABM) with integrated sales and marketing automation technologies has sparked a wave of personalized digital content innovation.

ABM is no longer a strategy reserved for major enterprises, many are now applying ABM across their sales process for a variety of client types.

Today’s article concludes our mini-series on ABM with examples of ABM in a B2B digital sales process.

As interest and investment in account based marketing (ABM) grows throughout 2016, many are undoubtedly asking the question – how do I implement an account based marketing strategy?

As with any marketing approach, tactical decisions influence the effectiveness of an ABM strategy.

Today’s article explores the 5-steps for successfully implementing an ABM strategy.

Although account based marketing has shown promising returns, like any marketing program, it isn’t without its risks and drawbacks.

Understanding the challenges of account based marketing implementation enables marketing and sales to mitigate unnecessary friction and maximize ROI from the initiative.

Today’s article explores the top 5 problems with account based marketing.

As interest in account based marketing continues to reach new heights in 2016, businesses are racing to adopt the right set of strategies needed to integrate ABM into their digital sales process.

The benefits of ABM are clear, and those already mapping buyer personas and creating digital sales content for inbound lead generation are best positioned to implement an ABM strategy.

The challenge with ABM is trying to apply a completely new approach to a strategy (content marketing) that many are still wrapping their heads around.

Today’s article explains when and why you should implement an account based marketing strategy.  

Account based marketing looks poised to take 2016 by storm. A huge resurgence across 2015 shows no signs of stopping, and many are racing to adopt the right tactics across their ABM endeavors.

Knowing when and how to use account based marketing effectively across the sales process means understanding why it works, and how it differs from other digital sales content strategies.

Today’s article explores the need-to-know reasons why account based marketing is worth using across the sales process.

Account based marketing has seemingly sprung into popularity over the course of 2015, and stats, articles, and discussions about the strategy can be found daily across social media.

Interestingly however, account based marketing isn’t a new phenomenon, nor are many of the strategies that make up effective account-based communications.

Today’s article explores the growing popularity of account based marketing, and why interest in the strategy spiked across 2015.

Nancy Nardin gave a presentation last week at the Apttus Accelerate Sales Event where she discussed the ‘Sales Technology Stack Maturity Model’ – a combination of 2 hierarchies used for assessing a sales stack and making decisions about new sales technology investments.

The maturity model is an innovative concept for framing the challenge of picking the right digital sales aids for your sales process.

Today’s article explores the sales stack maturity model created by the team at Smart Selling Tools.