Sales & Marketing

While COVID-19 has shifted some of the rules, research reveals that practice changes were already afoot for market newcomers.

Uncovering fish oil derivative’s benefit for heart health.

New hope accompanies overdue recognition in sickle cell disease fight.

Addressing the need for fast-acting therapy in treatment-resistant depression.

The world’s most expensive drug put in context.

The key factors behind the sector’s strong surge in new equity fundraisings.

How adoption of the key account management (KAM) model can help drive pharma’s agility in reaching and influencing a more diverse set of healthcare customers and decision-makers.

Multicultural campaigns crafted for diverse populations are insufficiently funded and do not receive the same support as mainstream campaigns, writes Sheila Thorne. While there are plenty of people willing to partner with pharma on these campaigns, will the industry wake up to the changing world ahead?

The right market research insights provide a richer, more-nuanced picture of your customers as people, not just as numbers on a spreadsheet.

While HCPs are turning away from in-person meetings with sales reps amidst the COVID-19 pandemic, there are still strategies for them to keep their pipelines full.

Our latest review of biopharma financial performance reveals solid growth rates in enterprise value and rebounding value-to-sales numbers—proving once again the business imperative of regaining and sustaining shareholder value.

What’s all the mystery about?

How one COVID-sparked model could help usher in needed reset.

Addressing the challenges created by virtual meetings with HCPs, what we have learned about virtual meetings so far, and a look into the future.

Latest reform brouhaha requires a united response focused on real solutions.

Titan Pharmaceuticals' Sunil Bhonsle and Indegene's Jamie Peck talk about their new partnership and how it will move forward in the post-COVID environment.

Embracing expanded digital models key to future ROI.

As the U.S. economy reopens, engagement with healthcare providers and pharma manufacturers will vary significantly from person to person depending on their comfort level. This article provides insight on how engagement could affect product launches.

Scott Morano explores some of the challenging questions brands will need to ask in light of an HCP switch to telemedicine.

With medical meetings and congresses going virtual in the face of COVID-19, how do pharma companies put together a strategic plan for a new format that meets goals while remaining sensitive to the broader environment?

The need for analytics translators is not limited to data science. The adoption of all scientific or technical advances, including those in the healthcare industry, needs effective translators. So what does this mean for pharma marketing?

Payers have transformed the competitive marketplace, and biopharma companies need to regain their position as the authority on their products. To do this, they must establish new ways to anticipate, identify, and react to payer impressions of relevant evidence as they occur.

Even before COVID-19, over 50% of pharma companies were piloting or using virtual and live remote e-detailing as standard practice. Companies need to go further to have a real impact, writes Rasim Shah.

Over the coming months, HCPs and manufacturers will experiment with different approaches to e-detailing, in order to arrive at an approach that works for everyone, writes Scott Morano.

In safety & pharmacovigilance, the requirement to capture, sift and process real-world adverse event data is vast and growing all the time. Why then, writes John Price, is the discipline lagging in its application of smart technology?

Grünenthal's Florent Edouard and Veeva's Jan van den Burg talks about how the COVID-19 pandemic is changing the way the industry reaches and engages with its customers.

While marketers must work with less than perfect insight when devising their channel strategies, they can improve their success rate by applying Design Thinking, write Ilya Vedrashko and Parag More.

ZS offers advice to ensure reps can stay engaged with their customers during these times of changing needs and constraints.

Exploring the challenge for pharma in adapting multichannel marketing strategies for the global stage, while trying to refine messages and communicate a brand identity to multiple local audiences.

How to capitalize on the rise of omnichannel engagement in pharma and pursue myriad modes of message delivery in today’s digital world.