Our Blog

In-field execution is the combination of all primary engagement activities conducted by the pharma sales rep (PSR) over the course of the workweek, not including call planning, reporting, events, and continuous learning.

In-field execution has evolved significantly since the 90’s, and at this moment several competing trends are adding friction and delays to an already complex and time-strained sales process.

Today we explore the pharma sales process for in-field activities, and offer two viable alternatives for addressing the challenges.

Trade shows are one of the top B2B sales and marketing tools but their role is changing.

For years the main objective for exhibitors was pushing sales during the show, bombarding potential buyers with brochures and business cards, but the rise of digital sales and marketing techniques, as well as empowered buyers, means that this objective must change.

Today the major trade show objectives are, 

• Brand awareness 
• Lead generation
• Relationship building

Check out our infographic below with interesting stats about the current state of lead generation and nurturing at trade shows, and how to prepare for the future! 

Our world has been forever changed by digital technology. It’s a part of everything we do, from smartphones to having access to the Internet everywhere we go. 

For healthcare this change means many different things. The prevalence of digital technology in the healthcare environment will impact the future of medical devices, the CareFlow, big data, patient expectations, the role of the pharma sales reps (PSR), and interactions with healthcare providers (HCPs). 

In order to succeed in the changing digital world, pharma companies must become strategic problem-solvers. There are big challenges to overcome, from expectations regarding pharma sales and marketing content to the rise of social media; the healthcare industry should be spearheading the digital transformation.

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!  

Pre-call prep time is a crucial part of any sales rep’s day, but healthcare sales have seen a renaissance of pre-call planning, and new challenges are being introduced as a result of this evolution.

Problems take shape as the pre-call planning process starts to consume more and more valuable selling time – something pharma sales reps (PSRs) can’t spare.

Today’s article explores the pre-call planning process for healthcare sales, and offers solutions for enhancing the process.

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!

There is no doubt that things are changing in healthcare sales and marketing, and many in the industry are in dire need of an adaptive sales enablement approach that can optimize costs, enhance multi-channel capability, and enable an inbound digital sales and marketing strategy.

So, what is adaptive sales enablement, and why do healthcare industry sales reps need adaptive discussions? Today’s article explores these questions and provides an answer to many sales and marketing challenges in the healthcare industry.

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.