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Pharmaceutical Executive September 1, 2010	Where Prescribing Oncologists Go for Their Information, and Why Marketers need to understand how informal influencers are beginning to replace traditional channels as the favored way for doctors to receive product information from drug manufacturers, and, in turn, how best to leverage peer influence in designing effective meetings and events.
Pharmaceutical Executive September 1, 2012 Al Topin	Doctors' Words No Longer Gospel In the digital age, physicians don't call the shots when it comes to healthcare guidance. Marketers must appeal to multiple sources in seeking ways to garner patient adherence and loyalty.
Pharmaceutical Executive September 1, 2010	Tracking Meetings in Troubled Times Scrutiny of pharmaceutical promotion and gifts to practitioners has intensified, with more states enacting reporting requirements. What kind of impact is all this having on meetings and physician attendance?
Pharmaceutical Executive March 1, 2006 Dorfman & Maynor	Marketing to Professionals: Under the Influence Pharmaceutical marketers should target the doctors who affect change in the medical community.
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 May 1, 2005 Ame Wadler	PR: In the Loop Pharma marketers can help doctors stay abreast of the news.
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.
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 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 June 1, 2005 Zimmerman & Fay	Marketing to Professionals: Dr. Ambassador The pharma industry is under siege in the news media. Smart companies must create a role for physicians as ambassadors who can raise patient confidence in drugs and the pharma industry as a whole.
Pharmaceutical Executive October 1, 2011	Arming up for the Digital Revolution As a longtime advocate of new approaches to meeting customer needs in pharma, Martin Wygod sees the biggest change as the coming growth of digital platforms as the principal source of information and communication in healthcare.
Pharmaceutical Executive July 1, 2011 Cabacungan & Clark	New Ways to Gain New Brand Insights If you can learn to understand patient and physician behavior, you are well on your way to strengthening the position of your product.
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 January 1, 2013 Al Topin	The Doctor-Patient Disconnect Doctor-patient conversations aren't always what we think; this basic interaction represents both a problem and an opportunity for today's drug marketers, says the author.
Pharmaceutical Executive December 1, 2006 White & Macchio	Marketing to Professionals: Fax Me! Don't throw away that machine just yet. All docs haven't switched to e-mail.
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 May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
Pharmaceutical Executive September 1, 2006 Richard B. Vanderveer	The Information Diet How, when, and why physicians consume information.
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.
Pharmaceutical Executive June 1, 2006 Cindy D'Aoust	Who's Coming to Meetings? Need to attract the "right" physicians to a promotional meeting? Have to do it on a budget while following new compliance rules? Check out this new survey to see how the rest of pharma lives with a shifting promotional landscape.
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 September 1, 2008 Jeffrey S. Aronin	The Orphan Opportunity The Orphan Drug Act was passed 25 years ago. But the challenge of actually getting rare disease drugs and therapies to patients still remains
Pharmaceutical Executive January 1, 2012 Elys Roberts & Sarah Phillips	The Emergence of the Pro-Patient How can pharma embrace and interact with increasingly informed and demanding patients to bring positive outcomes for all?
Pharmaceutical Executive January 1, 2006 Gene Guselli	Marketing to Professionals: The Power of Positive Feedback Boost doctors' confidence in your brand by validating their prescription decisions.
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 January 1, 2006 Gina Ashe	Alternative Media: Patient Bloggers on Your Brands Find out what patient bloggers are saying about your pharmaceutical brands.
Pharmaceutical Executive January 1, 2006 Maggie Helmig	Direct to Consumer: Patient Education Reform Marketers can empower patients to start a dialogue with their doctors.
Pharmaceutical Executive March 1, 2011 Jerry Coamey	Engage the Physician! New research shows that gauging the mind of the clinician is crucial to timely uptake of the new diagnostic tools offered by the genomic revolution
Pharmaceutical Executive June 1, 2006 Philip A. George	Alternative Media: Online Med Sites Gain Patient Trust Pharma could benefit from a little less TV.
Pharmaceutical Executive April 1, 2012	Medical Meetings: Docs Speak Out Three physicians took the stage at the fourth annual West Coast Life Sciences Meeting Management Forum to explain their perspective on healthcare reform, online versus live education, and more.
Pharmaceutical Executive August 1, 2005 Lena Chow	Docs of Shanghai They're short on status, pay, and respect, but China's young doctors hold keys to the world's fastest growing pharmaceutical market.
Pharmaceutical Executive May 1, 2012	The Personal Touch in Digital Promotion The shift from sales rep meetings to digital selling methods must include innovation and a physician-centered mindset in order to be successful.
Pharmaceutical Executive July 3, 2007 LeVine & Zucker	Marketing to Professionals: Professional Promotion Through Patient Understanding Patient-feedback programs can go a long way in helping physicians understand which drugs work.
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 March 1, 2007 George Koroneos	Marketing to Professionals: The Formulary Rebound Marketers' professional strategies often fall on deaf ears when there is a cheap alternative available. Here are some tactics that make your brand heard.
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.
Pharmaceutical Executive June 1, 2012 Amy Smith	Marketing: Medical Devices vs. Pharma Understanding the differences between drug and device marketing can make or break the brand's promotional activities.
BusinessWeek October 23, 2006 Arlene Weintraub	Cracking Down on Pharma Swag Several medical centers are barring their doctors from accepting freebies like pens and lunches from any vendor. Here's why.
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.
Pharmaceutical Executive September 1, 2006 Patrick Clinton	From the Editor: Undecided People are buying drugs, because companies are selling drugs. Interfere with the selling process, and people won't buy as many drugs.
Pharmaceutical Executive May 1, 2006 Paul Greenberg	Medical Education: Real-Time CME News-based CME helps doctors stay on top of new medical information and changes in treatment -- before their patients do.
Pharmaceutical Executive March 1, 2007 Jeffrey Zornitsky	Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers.
Search Engine Watch December 31, 2010 Dean Stephens	Health Gets Social in 2010 The role of social media in search results is influencing how health organizations attract and treat patients.
Pharmaceutical Executive July 1, 2005 Jill Wechsler	Washington Report: The e-Bandwagon The federal government is driving e-Rx adoption by establishing standards that Medicare drug plans will have to adopt by 2009, and HHS officials are pushing to make this happen much earlier.
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 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 September 1, 2005 Charlene Prounis	Marketing to Professionals: Doctor-Patient Communication Improving doctor-patient relations can lead to increased patient compliance.
Pharmaceutical Executive April 1, 2012	Special Section: Sunshine Act Still in the Shade Phase in of the Sunshine Act will force a reconsideration of the ethical consequences of all types of pharma meetings. How and to what extent remains to be seen.
Pharmaceutical Executive August 1, 2013 Joseph Saba	New Rules for a New Africa Declining revenue growth in the United States and Europe have sent pharmaceutical companies in search of opportunities in the BRICs and other emerging economies. Now, companies are finally turning their attention to Africa.
CRM November 2009 Lauren McKay	Pharmaceuticals -- CRM Undergoes an Experimental New Treatment An older CRM vertical gets a new dose of on-demand technology.