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Pre-call planning is one of the most important parts of a sales rep’s day. However, it's especially tough if you have to struggle to find important information about your prospects, or relevant pieces of sales content. Also, the challenge of working across departments, (sales and marketing alignment anyone?), only makes the pre-call planning process more complex. 

The problems that take shape throughout the pre-call planning process start to consume more and more valuable selling time – something today's busy sales reps can’t spare.

Our new infographic explores 5 reasons to conduct pre-call planning and how to improve them!  

Recent trends in the healthcare industry include a decrease in the number of field sales representatives across pharma and medical device companies; this is largely due to a desire to save costs.

Sales force downsizing is putting pressure on pharma sales reps (PSR) to improve their efficiency, performance, customer engagement, and to ultimately become more effective as sales reps.

To meet these challenges, PSRs need to be adaptive in real time in order to stay afloat in the new healthcare sales environment; we’ve searched the web and curated these 7 habits of highly effective PSRs.

The pharmaceutical industry began to adopt closed loop marketing (CLM) strategies back in 2005. However, many companies are struggling to implement and maintain an effective CLM strategy especially with the overwhelming variety of digital tools available.

Physicians and healthcare providers (HCPs) are becoming increasingly busy, meaning they have less time for sales presentations. They are becoming tech-savvy and more comfortable using tablets and apps to find pharma product information.

This article is our fresh perspective on CLM as a digital solution for pharma. Exploring the key factors that pharma needs to succeed with their CLM strategy including digital detailing, sales and marketing alignment, and data analytics.

In our last article we discussed the changing healthcare sales and marketing landscape, and how many in the industry are in need of an adaptive sales enablement solution. 

This type of solution will help to solve 5 common internal and external challenges experienced by pharma sales and marketing teams. When used effectively adaptive sales enablement can optimize costs, enhance your multi-channel capability, and enable an inbound digital sales strategy.

So, what is adaptive sales enablement, and why do healthcare industry sales reps need adaptive discussions? Our new infographic explains!

As a sales enablement company we are often asked the simple question of 'Well, what is sales enablement?' The struggle is that there has never been a simple answer.

The digital sales technology landscape, and sales enablement, are constantly changing and evolving, meaning that a definition that applied in the past may not accurately depict sales enablement today and tomorrow. 

Today sales enablement technology serves multiple functions including: digital content management, multi-channel sales capability, and closed-loop marketing analytics. As well as providing companies with the quantitative benefits of reducing unneccessary costs and elminating wasted time. 

With the overwhelming number of technologies and information out there it can be quite difficult to answer the question 'what is sales eanblement?', so we've decided to create an infographic to help others understand. Here is our beginner's guide to sales enablement.

We’re all familiar with the many challenges facing the pharma industry, from expiring patents to intensifying cost controls. There are also issues with strict regulatory compliance and competition from generics; pushing pharma sales and marketing teams to become more adaptive in real time.

Pharma needs a multi-channel content strategy and their pharma sales reps (PSRs) need a mobiles sales application that will help them deliver an adaptive sales process. 

A mobile sales app is a valuable sales tool. Today, buyers and pharma sales reps are using multiple devices on a daily basis, from smartphones to desktop computers, and don’t forget the perfect, not too big, not too small device – the tablet.

The iPad has become the device of choice for pharma, but there are still important questions that need to be answered, such as, since the majority of sales reps are now using mobile sales apps for digital detailing, how can we stand out from the crowd?

Previously we wrote an article explaining how the healthcare and life science industry is shifting to a patient-centric model. A model revolving around empowered patients, and outcome-based solutions. 

We explained how patient-centricity is reinventing the way that pharma sales reps engage and interact with healthcare providers and patients, and how it can be used to improve the pharma sales process.

Patient centricity is more than just a new trend, or catchphrase, it is a crucial mandate that 90% of pharmaceutical executives believe in delivering. 

*Updated on July 21, 2016 

Patient centricity is more than just a new catchphrase. It is a mission statement that needs to be upheld by today’s pharmaceutical companies.

Healthcare is becoming patient-centric. Pharma and life science industries must respond to this change and become value drivers for patient-centricity throughout their operations. This creates an opportunity to reinvent the pharma sales process, transforming the healthcare experience and improving the lives of millions of patients.

The new market environment requires high levels of collaboration between pharma sales reps (PSRs), healthcare providers (HCPs), and patients. They must work together to achieve their common goal.

This article (and this infographic) will discuss how patient centricity is reinventing the pharma sales process. What is driving this change? How can we become patient-centric? What are the outcome-based solutions? And how can we measure return on investment from these activities?

In our previous article we dicussed how social media is now inseparable from conversations about public health awareness and information. Despite the potential headaches, and unknowns of social media involvement, pharma must take the leap, as it is too important for the industry’s voice to be absent.

Many patients are turning to social media sites for treatment suggestions, emotional support, and to make connections with the companies that impact their daily lives. Pharma sales and marketing teams can be proactive by building trust with consumers, combatting myths about their products, and effectively handling product complaints. All of which improves their image in the healthcare industry and in the minds of consumers.

This is an infographic that we created explaining why pharma companies should be using social media, the biggest challenges of social media for pharma sales, why pharma companies are afraid of social media, and several strategies for success!

Social media is an essential channel for marketing communications. B2B and B2C companies have been using social media to connect and communicate with customers and stakeholders for years.

However, many pharma sales and marketing teams have been hesitant to use social media in their communication strategies. Fear of FDA regulations, legal requirements and public engagement, have left many scared to enter the social media environment, and engage with patients and healthcare providers (HCPs).

Throughout this article we will be discussing why pharma companies should be using social media, the biggest challenges of social media for pharma sales, why pharma companies are afraid of social media, and several strategies for success!

[Related content] Our next post is an infographic explaining how using social media can benefit pharma companies.