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Healthcare providers (HCP) are in a period of change that is reshaping the challenges of communicating and selling healthcare products. Millennials are on trend to represent a majority of HCPs within the coming decade, and with them comes an entirely new set of operating protocols for adding value and driving engagement through sales and marketing communications.

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 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.

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.

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?

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.