Sales & Marketing

Whether a brand is preparing to launch a new product, or taking a reinvigorated one back to market, it is widely accepted that those who form the emotional connection with customers are most likely to succeed.

Cures and therapies with curative intent are here in hepatitis C and are coming in other serious diseases. So everyone, from pharma suppliers patients, is scrambling to figure out what this means, writes Mike Rutstein.

Pharm Exec’s 9th annual Brand of the Year selection is Gilead Science’s back-to-back cures for HCV. We profile how both drugs reversed expectations around the listless product launch and revived industry reputation for startling breakthrough innovations.

Meike Wenzel and Clifford Hall examine a new concept for early commercialization planning to facilitate good cross-functional working practice.

Inspired by TV’s Mad Men, Julian Upton puts himself into a 1960 executive’s shoes to describe the “ethical pharma” industry of half a century ago

Neuroscience luminaries clamored onto the stage at this week's World Medical Innovation Forum in Boston to present the meeting’s much-anticipated "Disruptive Dozen".

Neil Gleghorn, looks at the upsurge of technology and metric-driven marketing operations in the strictly regulated pharmaceutical industries.

Advertorial: Ashfield Commercial & Medical Services believes that Pharma can use social media to play an important role in educating the healthcare professional (HCP) and the patient

FDA is under pressure to moderate oversight of pharma advertising and promotion, writes Jill Wechsler.

PharmExec talks to babylon founder and CEO Ali Parsa on how technology will deliver healthcare services to patients globally.

The word ‘centric’ by definition means one, as in focused on a single entity. Yet, in today’s life sciences industry, companies are customer-centric and patient-centric and physician-centric - combined. It's counterintuitive…if not overwhelming, writes Lisa Barbadora

A new PwC survey reveals a strong need to fully embrace alternative commercial methods-not in a blind frenzy but through careful evaluation of which new sales strategies have true innovative potential.

Breaking down the four steps to a successful drug launch, using Keryx Biopharmaceuticals’ model for Auryxia, its new treatment for chronic kidney disease.

The interesting dynamic of industry-targeted memes in social media-still a quiet treading ground for pharmas.

As more new products vie for payer and prescriber attention, the stakes around launch success are higher than ever. Here are key traps to avoid in getting things right-when it really counts.

How pharma companies can catch up to the requirements of the modern marketing model.

New ways for pharma to make sure its sales reps stay sharp amid a flood of new information and a more complex selling climate.

By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.

The rush to digital will continue at a fast clip, but marketers need to reacquaint themselves with their brands' audiences.

What is and what should be keeping you up at night.

Digital technology has changed the risk relationship between brands, HCPs, and patients – it's vital to get that technology working right the first time.

Profitability now depends on metrics to help companies answer a key strategic question: "stay the course" with more investment in sales and marketing? Or "stand down" and deploy those scarce assets somewhere else?

In the latest issue of PEGD: Face-to-Face Meetings in the Digital Age; the US Rx Rep in the Obamacare Era; the Future of the iPad - And more

A patient-centric approach to drug development delivers the benefits that actually create value.

For pharma marketers, the good news is recent advances in social media monitoring make it possible to listen to or engage with patients on social media websites.

Industry and market transformations have dramatically altered when and how products should be positioned for launch, writes Stan Bernard.

Biopharma's best companies provide valuable lessons for preparing, planning, and playing to win. Stan Bernard shows us how.

Digital devices have made it possible to conduct business without ever leaving your desk. But something is just plain old wrong with that, writes Al Topin.

As insurers, payers, and drug plan operators eye increased generic drug use as key to cutting healthcare costs, pharma companies are ramping up efforts to delay marketing of copycat products.

Environmental changes on all sides of professional sale are forcing biopharmaceutical companies to select for new traits in the makeup of the field force function.