Featured Opinions
by Marie Crespo
Marie Crespo explains that the sustained sales performance required for a customer-led approach can only be achieved by aligning market, talent and sales process.
Biosimilars: The new iPad or Sony Betamax?
Globally, while the total sales of biological agents continue to grow, branded biologic manufacturers are facing increasing competition from biosimilars, and while some biosimilars are having runaway success, others entering the market are having a tough time succeeding.
Retooling Your Sales Function To Ensure Market Access
Rita Numerof explains why you'll need a more nuanced sales approach in this new age of payer supremacy and budget cuts to maximise succes.
Personalized Medicine Brings Value Globally
by Jeff Elton
Jeff Elton highlights the differing market access strategies for personalized medicine around the globe.
by Kevin Dolgin
Before we dive with a solid splash into the sea of patient considerations, let's stop for a moment to consider the most discrete, the least considered of our four P's - providers.
Key Account Management – Silver Bullet or KAMikaze?
by Marie Crespo
Marie Crespo asks whether we’ve truly understood, and fully adopted a true key account management (KAM) strategy.
Healthcare Policy Impact - What the Next Four Years Mean for the Global Pharmaceutical Industry
With the introduction of the Patient Protection and Affordable Care Act and Obama's victory in the 2012 Presidential Elections, Rita Numerof looks at what this will do to the wider healthcare landscape and set a few predictions for the next four years.
Can Your Pharma Brand Become A Religion?
Dr. Andree Bates examines the phenomena of religious obsession, how it applies to consumer products and how it too can apply to your pharma brand...
“TRAINING IS A WASTE OF MONEY” or How to be an Asilone...
by Graham Young
Graham Young explores the gradual erosion of pharma sales as a respectable profession, the untrained masses who replaced the experts and what over-reliance on Contract Sales Organisations could be doing to your reputation in the field...
Life Sciences Companies, Partners Play Key Roles in Enabling Personalized Medicine
by Jeff Elton
In today's market there are many masters to please when bringing a new therapy to market. Jeff Elton covers some of the key bases you'll need to hit, and offers advice on the best possible approach.
by Kevin Dolgin
Before jumping back into whatever overall narrative thread I was planning on building through this column, I think this first effort for 2013 should be more of a tone-setting kind of thing. So here's the tone...
It’s Time to Learn the Value of Everything
by Marie Crespo
The concept of value is central to your sales strategy, and both buyers and sellers need to understand what that really is, argues Marie Crespo.
by Kevin Dolgin
This month Kevin Dolgin discusses pharma's innate fear of complexity, and how it prevents the industry from fully realizing the potential of an advanced, dare we say complex, CLM system.
Would You Recognise a Good Sales Manager If You Saw One?
by Marie Crespo
Marie Crespo explains why the role of the sales manager is fundamental to improving sales performance.
What is Your Social Media Strategy for China?
With internet usage tightly controlled in China, you may be hesitant to embark on a social media campaign, however Dr. Andre Bates explains how a regional approach can pay dividends.
Healthcare Consolidation and What It Means for Manufacturers
Rita Numerof discussed the recent trends in mergers and acquisitions, and points out that bigger doesn't neccisarily mean better...
by Graham Young
In order to stay fashionable in the mercurial and quixotic pharmaceutical industry of today, you need to blend in.
Making Personalized Medicine Value Medicine
by Jeff Elton
How personalized medicine becomes functional is key to making it practical and valuable in clinical settings.
by Kevin Dolgin
In the first of Kevin's four-part "P" series, he talks to Peder Anderssen of ALK Abello about payers, the shift in decision-making power and pharma's initial reluctance to come along for the ride...
Dr Anna Baker, Health Psychologist and Cognitive Behavioral Therapist shares how Motivational Interviewing can be used to help elicit behavior change in patients.
Do You Speak ‘Talent’ or do You Speak ‘Business’?
by Marie Crespo
These days you need to speak both, argues columnist and SalesAssessment.com CEO Marie Crespo.
Emma D'Arcy reviews an intensive and revealing week as Guest Editor at eyeforpharma.
Building a Foundation for the Future: Reflecting on the State of the Pharmaceutical Business Model
Successful companies -- even entire industries -- have a lifecycle, but what’s the appropriate advice for companies in the middle of a transition?
by Kevin Dolgin
Evolving sales trends and attitudes towards common business practices have presented pharma with a new problem - exactly who are pharma's customers these days?
Personalized Therapeutic Portfolios: Value for Patients, Health Care Systems
by Jeff Elton
Developing highly personalized, or targeted, therapeutics is one way to help ensure value is delivered to specific patients and to health care systems overall.