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CRM November 2009 Lauren McKay	Pharmaceuticals -- CRM Undergoes an Experimental New Treatment An older CRM vertical gets a new dose of on-demand technology.
CRM February 2, 2003 David Myron	Vertical Focus: Pharmaceuticals Pharmaceutical companies are prolonging the good health of their customers -- and the CRM industry. Largely influenced by retiring Baby Boomers, lack of FDA-approved drugs in the pipeline, and direct selling campaigns, the industry is becoming more customer-focused.
Pharmaceutical Executive February 1, 2007	Thoughtleader: John Bailye, Dendrite John Bailye talks about the growth of pharmaceutical sales force automation - and about the latest technology to find its way into the rep's arsenal: phone-based SFA.
Nutra Solutions June 1, 2005	Hidden Drug Costs Up to five salespeople from the same company may call on the same doctor about the same product. Drug makers spend over $7 billion on such calls each year, compared to $4 billion on direct-to-consumer advertising.
Pharmaceutical Executive May 1, 2011 Robert Neumann	iDeal Tool of Sales Trade The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up.
Pharmaceutical Executive August 1, 2005	Backpage: Feet-on-the-Street Interview A new survey asked pharmaceutical reps how their job has been changing. One bit of good news: A few reps think it's easier to get past the receptionist's desk.
Pharmaceutical Executive April 1, 2006 David Duplay	Marketing to Professionals: A Sample Plan Sure, pharmaceutical e-sampling can save money. But there are plenty of other reasons to use it.
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
Pharmaceutical Executive September 1, 2006 John Ryder	Sales Management: Palm-sized Payoff Reps are gaining access to detail-adverse physicians by offering large software content in small packages.
Pharmaceutical Executive October 1, 2006 Scott Hull	Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along.
CIO May 1, 2002 Alain Jourdier	Too Close for Comfort CRM may be a marketer's dream, but companies should still pay heed to privacy and ethical concerns...
Pharmaceutical Executive May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
Pharmaceutical Executive May 1, 2005 Steven Tarnoff	How to Keep Out of Regulatory Quicksand Pharma sales teams may soon need law degrees just to keep up with the changes in federal and state mandates.
Pharmaceutical Executive March 1, 2013 Al Topin	Less Selling, More Time What can happen when pharmaceutical reps focus on the physician-patient conversation?
Pharmaceutical Executive March 1, 2009 Brittany Agro	The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working.
Pharmaceutical Executive May 1, 2006 Musacchio & Hunkler	More Than a Game of Keep Away The Prescribing Data Restriction Program takes effect in July. The AMA explains how individual doctors can keep their prescribing habits safe from reps, and how pharma can keep using the anonymous data -- if the industry polices itself.
Pharmaceutical Executive September 1, 2005 Nickum & Kelly	Missing the Mark(et) Pharmaceutical companies spend billions on data. Sales reps crowd the waiting rooms. So why is the doctor out?
Pharmaceutical Executive May 1, 2005 Manson & Katzenberg	Unleash the Tablets In their rush to get tablet PCs into reps' hands, pharma companies can't forget one crucial step--training.
Pharmaceutical Executive March 1, 2006 Sharyn Lee	Invisible Prescribers: What You Do and Don't Know About NPs and PAs How many prescriptions are written each year by nurse practitioners and physician assistants? Pharmaceutical companies not only fail to market to this sector, they neglect to invite nurse practitioners and physician assistants to meetings or to include them in plans for continuing medical education.
Pharmaceutical Executive September 1, 2006 Richard B. Vanderveer	The Information Diet How, when, and why physicians consume information.
CRM April 1, 2004 Martin Schneider	Market Watch: Mobile Sales Is on the Move Providing field salespeople real-time access to data is a central promise of CRM providers.
Pharmaceutical Executive June 1, 2007 Jack Schember	Sales Management: Cleaning House A well-maintained database is the key to maximum doctor outreach.
The Motley Fool September 15, 2011 Frank Vinluan	GSK's New Drug Marketing Model: Pharma Reps As Educators, Not Sellers The conversation between sales reps and doctors today is vastly different compared to one year ago.
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
Pharmaceutical Executive May 1, 2007 Diane West	Spend Trends 2007: Hang 10 Direct-to-Consumer Advertising Hits Its First Decade: Dr. Dot-Com... Digital Detailing... etc.
BusinessWeek February 5, 2007	The Doctor Won't See You Now A host of forces is now converging to clamp down on hard-driving, gift-toting pharmaceutical pitchmasters who have been ambushing physicians for the last decade.
Pharmaceutical Executive June 1, 2005 Patrick Burns	Sales Management: A Sample Plan One of the pharma industry's most important promotional tools is also one of its least understood. Here are new approaches to measuring the impact of sampling--and giving reps the tools they need to use samples better.
CRM April 2005 Jim Dickie	New Advances in the Hard Side of CRM Mobile sales reps should consider replacing their desktop PCs with Tablet PCs.
Pharmaceutical Executive March 1, 2006 Jeff Brady	Sales Management: Spending Under Scrutiny Five states have already mandated that drug companies track, control, and report their marketing and sales spend directed at healthcare professionals, and many more states have legislation pending with distinct requirements.
CRM December 2004 Jim Dickie	Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell.
CRM August 22, 2014 Chuck Ganapathi	A Back-to-Basics Guide to CRM Adoption When we realize that CRM systems have been optimized for the company and not for the end users, we can change our approach to create a mutually beneficial process and outcome.
Pharmaceutical Executive September 1, 2008 Matt Wallach	The Salesforce Software Shift To remain competitive, pharmaceutical companies need a more cost-efficient, consumer-type sales and marketing model that includes multiple avenues for customer interaction. The smart way to CRM is through SaaS.
CRM July 2013 Leonard Klie	Drug Makers Are in the Midst of a Digital Revolution Pharmaceutical firms are sharpening their focus on multichannel marketing and analytics.
CRM June 1, 2005 Marshall Lager	Show Me Where It Hurts The drug industry faces an uphill battle against counterfeiting, bootlegging, and eroding consumer confidence. Is there a way to solve this CRM nightmare?
The Motley Fool May 19, 2007 Elizabeth Brokamp	Save Big on Prescriptions Tips for cutting medication costs.
CRM November 30, 2012 Brian Kardon	How Will CRM Evolve? Companies like Dell, ADP, EMC, and SunTrust are using the power of predictive analytics to enable their sales teams to focus on the customers most likely to buy.
Pharmaceutical Executive September 1, 2006 Beth Herskovits	Freedom of Information IMS and Verispan sue New Hampshire to buy prescriber data and to protect the data sellers' free-speech rights.
Pharmaceutical Executive June 1, 2006 Philip A. George	Alternative Media: Online Med Sites Gain Patient Trust Pharma could benefit from a little less TV.
CRM October 2, 2015 Jaime Lucea	The Future of CRM Mobile tech, wearables, and better analytics will transform how, and how effectively, we do business.
CRM August 1, 2009 Lauren McKay	The New Prescription for Pharma To address trends in the industry, pharmaceutical companies must do more with less and reshape their messages - not the easiest of tasks.
Managed Care July 2000 John Carroll	Physicians Reconsider Taking On Pharmacy Risk They've been burned here in the past, but physicians - and the HMOs that they contract with - may have learned some lessons.
CRM April 8, 2011 Tyler Garns	Convergence of CRM and Marketing Automation for SMBs What this integration means for business
Pharmaceutical Executive November 1, 2008 Tousi & Lee	Making Sense of Sales The direct sales force is one of the largest costs for most pharma companies, but don't throw out sales force effectiveness with the sales force when cutting costs. Read on for some sure-fire strategies.
Pharmaceutical Executive June 1, 2007 Breitstein & Armstrong	Fixing the Sales Model Pharma's new commercialization strategy is, uh, in the works. But what did you expect? Getting it right takes time.
Pharmaceutical Executive May 1, 2005 Sibyl Shalo	Out to Lunch? For the average pharma rep, a 13-minute sales oriented meal trumps a 60-second office visit, any day of the week.
Pharmaceutical Executive July 1, 2012 Al Topin	Marketing: Why the Conversation Has Changed -- Forever At its core, pharma marketing is about conversations. Dynamic, persuasive conversations between companies and healthcare stakeholders. But one time it was simple; now it's not.
CRM January 1, 2008 Jessica Tsai	Market Focus: Manufacturing -- Customers, Meet Your Makers Thanks to increased adoption of CRM, manufacturing is putting things together.
The Motley Fool September 18, 2008 Brian Orelli	Medical Device Makers Throwing Money Down the Tube Congress is investigating medical device makers' direct-to-consumer ads.
CIO September 15, 2002 Alice Dragoon	Bowling for Customers After failing miserably on its first attempt, AMF Bowling Products got sales-force automation right. Here's how they did it.
Pharmaceutical Executive October 1, 2005 Christopher Lisanti	Physician Frustration Doctors have had enough. But reps can still redeem themselves. As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers.