Featured Opinions
Dr Bates' Talkback: How to Handle Budget Cuts Without Losing Sales and Profit
In this day and age it is rare for anyone to get an increase in their sales and marketing budgets, more likely is a budget reduction that must be stretched to still ensure a growth in revenue and profit.
The CLM Revolution Still Needs The Human Touch
by Kevin Dolgin
With the introduction of tablet computing and the adoption of closed loop marketing, pharma is poised for a Sales Revolution - but don't forget the most important ingredient - people!
What You Need to Know about Late-Stage Clinical Trials
Rita E. Numerof, Ph.D. argues the case for Real World Evidence, late-phase clinical studies and shares her top three considerations when going down this route.
Sales Force Focus - Hang onto Your Hats (And Your Best People), This Ride is Going to get Bumpy!
by Marie Crespo
In the fifth and final installment of Sales Force Focus, Marie looks at perhaps the most vital aspect of sales recruitment & training - hanging on to your talent!
Value-Based Reimbursement Brings Personalised Medicine into Focus
by Jeff Elton
Value-based reimbursement will change the way life sciences companies decide which medicines to advance through their R&D pipelines, the therapies available to patients, and how care is organised by providers.
What Do We Know About Non-Adherence in IBD?
Dr Christina Jackson, explains how health psychology can shed light on the issue of medication non-adherence in Inflammatory Bowel Disease, a relapsing, remitting condition involving inflammation of the colon, which affects over five million people globally.
Sales Force Focus - The Shared Development Journey
by Marie Crespo
Marie Crespo explains how insight into your sales talent’s performance potential delivers a powerful sense of engagement and empowerment amongst employees.
How to Get More Sales from Your Sales Force Efforts
Your sales force is the front line of your sales and marketing strategy, so how can you ensure maximum success from your sales teams in the field?
What Payers Value: Understanding the Impact of the Supreme Court Ruling
Since the Supreme Court upheld the healthcare reform law, many in the pharmaceutical industry now see a clearer path forward. However, simply preparing for the implementation of those components of the law that directly affect manufacturers won’t be the only challenge.
Sales Force Focus - Hiring the High-Flyers
by Marie Crespo
We've looked at the importance of role-fit and how to plot your future sales strategy based on your resources, it's now time to examine where (and how) you can recruit those high performers.
Pharma Sales - Time to Include Your Customers!
by Kevin Dolgin
With the advent of CLM comes an opportunity for change, from Pharma Sales to Pharma Services, however the key lies in client engagement.
Sales Force Focus - A Route Map to Strategic Sales Change
by Marie Crespo
The pharma sales force is changing, but how is it changing? Where do you go now? How do you plot your route for future development? Marie Crespo looks at how to map out your journey to ensure future sales success.
Oncology Treatment Adherence: Understanding the Patient Perspective
It would be easy to assume that an oral treatment that can halt the progression of a rare form of leukaemia would have high rates of adherence. But as Health Psychology specialist Dr Lina Eliasson has found, this is not necessarily the case.
Competitive Simulation and War-Gaming: How To Ensure Success
The Pharmaceutical market is getting increasingly competitive – especially in therapeutic areas such as Oncology and Diabetes, which brings even greater challenges to marketers than ever before.
Avoid Another Vioxx - Making the Case for Real World Evidence in Market Access
Dr Numerof examines the benefits of Real World Evidence (RWE) and the pitfalls of relying too heavily on Randomised Clinical Trials...
Sales Force Focus - Role-Fit is Key to Sales Force Success
by Marie Crespo
In Part #1 of our Sales Force Focus series, Marie Crespo explains how an effective sale talent strategy is the key to driving revenue in the face of unprecedented industry change.
Caught Short by the Inevitable
by Graham Young
When something is inevitable (as opposed to... evitable), it would be wise to anticipate your next move ahead of time!
Back to the Future (of Pharma Sales)
by Kevin Dolgin
Kevin Dolgin looks back (and forwards) at some of his sales force predictions. Which ones came true and which are still ideas in gestation?
Make no bones about it: Treatment adherence is a challenge in Osteoporosis
It has been estimated that over 200 million people worldwide have osteoporosis and the prevalence is expected to increase as the population continues to age. For this reason, patient adherence for Osteoporosis treatment is more important than ever.
In the Eye of the Storm: Payer Value Perspective Key to Market Access
Rita E. Numerof, Ph.D delves into the topic of market access, offering a detailed study on how best to approach, and work with, payers.
by Graham Young
Graham Young applies his own unique logic to the global warming conundrum and looks at what pharma can do to help. The solution? Contraception!
by Kevin Dolgin
Kevin Dolgin explores where pharma sales forces go now in the wake of the monumental shift in budgets and attitudes the industry has been faced with in recent years...
'Mal Bernard' returns to eyeforpharma to question the ethical issues our industry faces as well as to examine what would happen to pharmaceuticals if it faced a recession-style meltdown...
Ten Hurdles to Patient Adherence
There are many factors which can influence the level of patient adherence in any given treatment, Jeanne Barnett looks at how social platforms can provide the answers and presents her findings.
Do you need an infographics strategy?
by cadelarge
Craig DeLarge examines how pharma can capitalize on yet another new media trend.