Our Blog

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.

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.

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. 

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. 

In our previous post we discussed the growing challenge of sales and marketing costs for life science companies. Sales costs continue to represent more than a quarter of pharma company revenue, meanwhile up to 53% of U.S. physicians place moderate to severe restrictions on who can visit them to make a pitch (Source: ZSassociates, 2015).

This gap calls into question the value of traditional wide-scale in-person healthcare professional (HCP) engagement, and demonstrates the need for an efficient and cost-controlled digital transformation. This can be achieved through the use of digital interactions and analytics.

This week we are continuing our discussion about the top priorities for pharma executives, and we’re revealing the remaining two priorities, an example of success, and recommendations for achieving these results.

Over the last decade, several trends have impacted the life science industry. The most notable changes have occurred in the behaviours of healthcare providers (HCPs), and their feelings towards the industry and pharmaceutical sales reps (PSRs).

Face-to-face trust-based relationships are very important for pharma sales and marketing success, but HCPs are increasingly inaccessible for in-person sales presentations. Worse still, many HCPs distrust the sales content and communications that they receive from pharma.

Today we explore what this means for the pharma industry, and how pharma can turn the tables on these trends.

The daily life of the pharma sales reps involves spending a lot of time on non-selling activities; this includes struggling with 3 major challenges of pharma sales and marketing content creation and use.

Previously we discussed the types of content that healthcare providers (HCPs) desire from pharma sales and marketing. They are desperate for digital content, evidence-based information, and regulatory compliance. HCPs place a high value on authentic sources.

The 3 major pharma sales rep (PSR) challenges of creating and using pharma sales content are information complexity, geography, and industry regulations. Today’s article explores these hurdles and offers solutions to help improve the life of the pharmaceutical sales reps.

The move towards value-based, personalized healthcare means that life science and pharma companies need to create conversations around evidence and efficiency, rather than traditional promotional materials.

Pharma can extend their value proposition by moving ‘beyond the pill’ and embracing an end-to-end (E2E) evidence tactic. This model involves providing evidence across the entire product life cycle.

Healthcare providers (HCPs) favour this model because it focuses on real world outcomes, providing them with trustworthy and authentic information. For more information on this visit our previous post and infographic explaining what HCPs want from pharma.