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Over the past decade, macro trends in healthcare have pushed life sciences companies to pursue increasingly sophisticated keyaccountmanagement (KAM) strategies and capabilities to provide unique offerings and value. As a consequence, pharma companies will need to rethink team sizing and resource allocation to accounts.
In office/in person sales promotion, the staple of pharmaceutical company activities, is simply not possible today with interactions reduced to the sporadic video or to telephone engagement. Success continues to be driven by the principles of collaboration, connectivity, and accountability.
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