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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.

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.

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.

Building the best sales stack for your sales process entails serious research into the sales support technology vendor landscape. As the industry grows each year (almost doubling every 5 years), understanding this landscape can be a challenge.

Forrester recently released their Vendor Landscape for Sales Enablement Automation software in an effort to map the market and address the above noted challenges.

Today’s article explores the challenge of identifying the right sales enablement software with insights from the Forrester Vendor Landscape: Sales Enablement Automation report..

Data analytics in sales and marketing are as elusive as they are desired with many businesses struggling to make effective use of all the data they’re collecting. As we all know, not everything that can be measured matters, but making that distinction can be a challenge - especially once you consider the increasing volume, velocity, and variety of data that can be extracted from digital content marketing.

Today we explore the key strategies to make the most out of your data.

Trade show value, attendance, and most interestingly, first-time only visits, are rising steadily. Many KPIs have now exceeded 10-year highs not seen since 2006. 'Netflix’ization' of the buyer decision journey is steadily conditioning trade show attendees, and exhibitors share mixed views on best practices.

Today we expand on our previous post about trade show trends, and share some best practices for lead generation while attending a trade show.

Are you experiencing your sales and marketing teams fighting like cats and dogs? Then you might want to listen up! This week we’re discussing the best ways to create sales and marketing alignment.

The importance of mapping and understanding buyer personas is crucial, as it can make or break your company’s sales operations and communications. Through sales enablement software, creating playbooks tied to personas enables a number of strong benefits such as more tailored communications, a more conversational sales call approach, and overall improved sales and marketing alignment through streamlined efforts.

But what is a buyer persona, and how is it impacted by sales operations? This week we examine these factors and provide some enticing insights on the subject.

The CMO role is changing, yet at the same time is becomming more of what it's already been. The question is whether you see marketing as a game of american football - turnbased, hard-hitting, and regimented, or hockey - high speed, quick plays, and persistent awareness? This post will take a fresh look into this ever evolving role, and provide 5 suggestions for what the CMO should focus on.

Content marketing, or, inbound marketing (whichever you prefer) is a growing challenge for many vendor marketers, and as the amount being spent on content continues to rise, it is imperative that content be used correctly at each stage of the decision journey. This week we examine 15 of the top content marketing types, how they apply to the stages of the decision journey, and how you can optimize the entire digital content sales and marketing process from end to end.