Integrity Solutions
MARCH 11, 2021
Virtual Engagement For Remote Selling. Remote Selling Success Starts Before The Call Even Begins. By Bruce Wedderburn. What is the ‘digital disconnect’ and how effectively are you dealing with it? While salespeople across industries are settling in to a world of hybrid and remote sales , most are still working to adapt to the nuances and variables that can affect success in a virtual selling environment.
World of DTC Marketing
JUNE 6, 2021
SUMMARY: The media headlines promise weight loss for diabetes patients, but Norvo’s new drug is in the same class as other drugs and carries many warnings. Can diabetes patients really stay adherent to a drug for 63 weeks in which 85% of patients report GI side effects and will insurance cover the cost? The headlines read “FDA approves obesity drug that helped people cut weight 15%” But buyer beware.
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Fierce Pharma
NOVEMBER 15, 2021
A new way to access scientific papers? admin. Mon, 11/15/2021 - 12:01.
Clarivate
NOVEMBER 16, 2021
Today we unveil our annual list of Highly Cited Researchers. We congratulate some 6,600 scientists and social scientists for demonstrating significant influence among their peers in their chosen field (or fields) through the publication of multiple highly cited papers during the last decade. These highly cited papers rank in the top 1% by citations for field and year from 2010 – 2020.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
New to Medical Device Sales
DECEMBER 27, 2021
You can listen here: [link] You can watch here: [link] Today we are so fortunate to have the Director of Strategy and Talent for Medtronic Brain and Spine Therapies Jay Pendleton. Jay shares what he looks for in reps and what makes a great rep stand out. Jay has been in the industry 13+ years and is a wealth of knowledge so please take what he has to say to heart.
Pharma Rep Focus brings together the best content for pharma rep professionals from the widest variety of industry thought leaders.
Authentic Influence Group
DECEMBER 6, 2021
Are your own mannerisms, body language, and tone working against you in high-stakes conversations? ? According to our CEO, Shelly O'Donovan, the answer is almost certainly! In this episode of The Medical Sales Accelerator Podcast with Zed Williamson, learn how you can recognize dozens of subtle, largely subconscious behaviors to secure buy-in, preserve trust, and drive business.
Infuse Medical
NOVEMBER 16, 2021
Once a buzzing exhibition event that drew companies from near and far, trade shows have since pivoted to virtual booths in response to the COVID-19 global pandemic. Despite this pivot, the objective remains the same – provide companies and exhibitors space and opportunity to engage with attendees, inform them about their brand and products, and generate leads.
Medical Device Success
NOVEMBER 7, 2021
Reading time: 2 – 3 minutes. Today we head back to the front line of sales with my guest Chip Helm, Account Executive, Government Accounts for Cook Medical. This is a great conversation. Chip is passionate about sales as a career and very enthusiastic about his career with Cook Medical. We are going to talk about the foundation of his career, the differences between government sales and community hospital sales, how Cook Medical helped field sales reps throughout Covid and how the sales e
Dominic Tyer
SEPTEMBER 19, 2021
Internationally recognised composer, peace worker and musical therapy pioneer Professor Nigel Osborne talks about how his emerging field stands at an important threshold.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
Sales Talent
APRIL 15, 2021
Ten years ago, if you had asked us how to get into software sales without software sales experience, we would have told you that it’s close to impossible without starting at the bottom. The explosion in the number and size of software companies is changing this. For example, we recently helped an experienced sales professional with nursing home sales experience land a dream SaaS (Software as a Service) sales position.
Integrity Solutions
MARCH 18, 2021
Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. Here’s how to consistently identify, attract and retain candidates with the talent and experience to become high performers. As a sales manager, it’s pretty frustrating when you spend a significant amount of time and energy coaching and developing someone only to discover in the end that, well, it’s not you, it’s them.
World of DTC Marketing
JULY 28, 2021
SUMMARY: 62% of HCPs spend 3 hours per day accessing digtal resources. More HCPs chose to use smartphones to access digital resources as well and usage has increased when accessing a wide variety of professional content. HCPs increasingly turn to trusted colleagues on digital networks for reliable information. Source: Build Relationships and Personalize Your Interactions With HCPs (Wolters Kluwer).
Sales Pilot Medical Sales Performance
APRIL 13, 2021
Exposing Hidden Medical Sales Opportunities In The Pandemic. Applying The Power of Real-time Relevance to Sell More. The COVID-19 crisis has been a major disrupter for medical sales professionals. It’s reduced access to accounts and decision-makers, caused the cancellation of healthcare visits and procedures, froze equipment budgets and realigned priorities for healthcare professionals and institutions.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
World of DTC Marketing
JULY 22, 2021
SUMMARY: Older, more experienced employees are being shoved aside in favor of more inexperienced ones. The culture within pharma is driving people away, including new hires. More and more meetings are based on ROI, not the voice of the patient. Don’t hire people who want big salaries; hire people who want to be part of an industry that helps patients.
World of DTC Marketing
MARCH 8, 2021
SUMMARY: The media loves to blame pharma companies for high healthcare costs, but unless we start to invest in healthy lifestyles, we’re headed for a healthcare crisis the likes of which we have never experienced. The media have targeted pharmaceutical companies for a long time because sensational headlines lead to clicks. Forget the fact that prescription drugs only account for $.10 of every healthcare dollar spent and that hospital chains are raking in cash with PBM’s and insurers
Integrity Solutions
JANUARY 18, 2021
By Will Milano. This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. There’s no putting it off anymore. The good news is, we just went through a crash course in transformation — and there’s plenty to learn from it.
Integrity Solutions
JULY 20, 2021
In many ways, building sales confidence is about expanding belief boundaries, addressing some underlying perceptions and providing the type of sales training and coaching that maximizes strengths, encourages risk taking and helps your customers think differently. Confident salespeople believe in themselves. They’re secure in the knowledge that they have what it takes to deal with whatever challenges or setbacks come their way—and they behave accordingly.
Speaker: Simran Kaur, Founder & CEO at Tattva Health Inc.
The healthcare landscape is being revolutionized by AI and cutting-edge digital technologies, reshaping how patients receive care and interact with providers. In this webinar led by Simran Kaur, we will explore how AI-driven solutions are enhancing patient communication, improving care quality, and empowering preventive and predictive medicine. You'll also learn how AI is streamlining healthcare processes, helping providers offer more efficient, personalized care and enabling faster, data-driven
World of DTC Marketing
APRIL 11, 2021
QUICK THOUGHT: People believe the COVID-19 vaccine was developed in less than a year but that’s not true. Coronaviruses were first encountered in April 1930, when a strange respiratory disease ravaged poultry farms across North Dakota and Minnesota, killing tens of thousands of baby birds. Further scientific research into the virus and recognition that it was not like influenza A, a flu virus known to cause bronchitis, would transpire over the next 30 years. .
World of DTC Marketing
JULY 8, 2021
SUMMARY: TV continues to be the dominant channel for DTC advertising. Some of the TV spots for drugs are horrible, and some products should even be on TV because of terrible fair balance. TV ads only drive awareness as the first step for online health seekers. More conversations are happening on social media, and pharma seems to be immune to the conversations.
Integrity Solutions
MAY 25, 2021
To ramp up sales performance and strengthen your sales pipeline, you have to develop your salespeople’s confidence; inspire them to be more proactive; improve their ability to build trust and rapport in an increasingly digital world; and equip them to engage in buyer-centric, results-driven conversations. The sales business went through rough waters (to put it mildly) in 2020, but now it’s time to get your sales plan ready and your team geared up to ride the coming wave.
World of DTC Marketing
AUGUST 9, 2021
SUMMARY: A survey of more than 4,000 physicians showed that virtually every physician uses social media for personal reasons, while two-thirds use it for professional reasons. 86% of diagnostic device companies, 65% of pharma marketers, and over half of biotechs use social as a critical part of their marketing mix to reach HCPs. Doximity was flagged for having anti-vaccine information.
World of DTC Marketing
APRIL 9, 2021
QUICK READ: A two-month analysis of social media and prescription drugs found the number one reason online health seekers use social media is to share and ask questions about medication side effects. I also found an abundance of medication misinformation based on personal experiences and hearsay. In conjunction with leading consumer magazine I worked on a study to determine why people were using social media for information on prescription drugs and to examine and quantify what they were sharing
World of DTC Marketing
JULY 12, 2021
SUMMARY: Pfizer says it has data on waning immunity from their COVID vaccine. The FDA and CDC say “not so fast.” Booster shots could bring billions in revenue to Pfizer and Moderna. The media is using scare headlines and is not always presenting accurate stories. Patients are left to wonder if they need a booster shot creating anxiety as a new strain emerges.
World of DTC Marketing
JULY 9, 2021
SUMMARY: Pfizer asks for accelerated approval for a COVID booster shot even though the FDA says it’s unnecessary. From 2016 to 2020, the 14 leading drug companies spent $577 billion on stock buybacks and dividends—$56 billion more than they spent on R&D over the same period.” From 2016 to 2020, compensation for the 14 companies’ top executives totaled $3.2 billion.
Integrity Solutions
APRIL 16, 2021
Building a customer-centric culture is more challenging than you might initially think. But every organization has the ability to build a strong customer-centric culture- and it doesn’t have to be complex. The business environment is never static. The economy inevitably goes through boom and bust cycles. Disruptors, emerging trends and unexpected events — like a pandemic, for example — can throw a wrench in your carefully thought-out strategy.
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Clinical trial data management is increasingly challenging as studies grow in complexity. Quickly accessing and analyzing study data is vital for assessing trial progress and patient safety. In this paper, we explore real-time data access and analysis for proactive study management. We investigate using adverse event (AE) data to monitor safety and discuss a clinical analytics platform that supports collaboration and data review workflows.
World of DTC Marketing
MARCH 9, 2021
SUMMARY : DTC marketers are spending tens of millions of dollars on programmatic ads that are full of fraud and have low click-through rates but they have yet to embrace email marketing which has an average click-through rate of 3.43%. There is no doubt that more people are using the Internet for online health searches, but the downside is that there is a lot of bad/false health information online. eMail represents an opportunity for pharmaceutical companies to get closer to their customers w
World of DTC Marketing
JULY 30, 2021
INTRODUCTION: One of the most important factors in your digital initiatives’ success, or failure, is the agency you choose. A lot of agencies are competing for our business. Ensuring you have hired the right one is essential to your brand’s success on both the HCP and consumers’ sides. Many CPG brands are bringing their digital marketing and media buying in-house to reduce costs and ensure that the digital strategies are aligned with key brand insights.
World of DTC Marketing
JULY 21, 2021
SUMMARY: DTC marketing is not the reason why prescription drugs cost so much. DTC ads raise awareness around health conditions. DTC ads do NOT lead to unnecessary Rxs. The FDA needs to study what people do when they see a DTC ad. The voices in Washington DC are once again calling for a moratorium on DTC marketing but lawmakers need to understand what DTC marketing actually does as upped to what people believe it does.
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