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Pharmaceutical Executive
April 1, 2011
David Quigley |
The Death of a Sales Model? These days, learning to strategically do more with less can keep your sales force performing at a high level.   |
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
February 1, 2011
Scott Moldenhauer |
Accelerated Evolution Adapting training techniques for pharmaceutical sales representatives is necessary to thrive in the fact-changing dynamic of a physician's office |
Pharmaceutical Executive
January 1, 2007
Jeffrey Zornitsky |
Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers. |
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. |
Wall Street & Technology
May 31, 2007
Kyle Duckers |
Savvy Financial Services Firms Tap Employee Intelligence For Strategic Decision Making The challenge for most capital markets firms is not a lack of raw data, but a lack of context and insight based on that information. |
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. |
CRM
May 24, 2013
Ernest Lessenger |
CRM's Role in Managing Business Goals Increase sales reps' productivity by setting clear goals and letting them track their progress. |
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. |
Pharmaceutical Executive
September 1, 2006 |
Sewing Up New Sales Simple, elegant lines are the backbone of any good design, including a new sales model. Get that right, and your model can be tailored to fit any customer. |
Pharmaceutical Executive
May 1, 2005 |
What Does It Take to be a Global Leader in Training An interview with Ed Yavuz, Wyeth's vice president of sales training and management development about the company's learning strategy, core curriculum for both reps and managers, and the relationship between training and retention of key employees. |
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, 2012 |
Super-Size Me Finding opportunities in the information explosion: big data, big challenges and big rewards. |
Real Estate Portfolio
July 2000
Richard M. Jeanneret |
No More "Hocus-Pocus" Until more guidance is provided, it is essential that companies develop their own framework for assessing reporting quality, one that promotes a common vocabulary and understanding about quality among audit committee members, senior management, and auditors... |
Pharmaceutical Executive
March 1, 2013
Forcellina & Akannac |
Embedding Market Access in Today's Pharma Business Model A proactive approach to talent and organization planning is the hidden trump card in prevailing with payers. |
CRM
May 10, 2013
Syed Hasan |
Choose a Winning Combination of Customer Experience Metrics Improve customer loyalty with the right mix of customer experience management (CEM) solutions. |
Pharmaceutical Executive
January 1, 2009
Stan Bernard |
Pharma vs. Pharma The most successful pharmaceutical companies will be those that can transform as the industry itself transforms. |
Pharmaceutical Executive
March 1, 2007
Kim D. Slocum |
Opinion: Trigger Points Timing is everything. But when is it right? As pharma begins to confront the looming issue of sales-force downsizing, execs should keep an eye on six factors that can help answer that very question. |
CIO
May 15, 2002
Eric Berkman |
How to Use Balanced Scorecard You can't tell when you're winning if you don't keep score. The Balanced Scorecard helps track your company's strategic hits and misses... |
Pharmaceutical Executive
February 1, 2011
Stan Bernard |
Are You Trained to Compete and Win? With the impact of the sales rep in decline, it's time to beef up training for other pharma functions to fill the gap in a competitive marketplace |
HBS Working Knowledge
May 23, 2011
Eccles & Serafeim |
Leading and Lagging Countries in Contributing to a Sustainable Society New data shows to what extent companies contribute to a sustainable society. |
Managed Care
January 2005 |
Private Practice Physicians Find Dual Role Challenging When it comes to balancing the role of business owner and practicing physician, many private practice doctors are having a tough time of it. |
FAO Today
Jan/Feb 2008
Ramakrishnan & Frangulescu |
Are You Winning? Complement your Service Level Agreements by using a strategic sourcing scorecard. |
IndustryWeek
June 19, 2012 |
Don't Waste Your Metrics Four keys to making metrics a better part of your evaluation process. |
Real Estate Portfolio
Jul/Aug 2001
Tom Kirtland |
Investors Can Only Value What They See If REIT shares are undervalued, it is partly because the information investors receive through corporate reports has become less relevant in terms of what is needed to make a proper assessment... |
