Impactiviti recently interviewed Jim DeMaioribus, Senior Director, Healthcare Strategy for Johnson & Johnson Healthcare systems, on the topic of Future Trends in Pharma Commercialization. Jim …
How Al Gore might solve the Drug Industry/Doctor Influence Problem
It's Friday afternoon, and I'm punchy. So... There's a lot of whining and moaning in the press about how drug companies influence physicians. Perhaps we can make the whole problem go away by …
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Pharma sales vs. Device sales
An interesting column from Jane Chin's Pharm Rep Clinic site. …
“Drug Reps use Psychological Tactics…”
Are you brainwashing your clients? In this article, the writer details some of the pretty common tactics used by pharma sales reps to build relationships with doctors. If you take one or two steps …
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Perspectives from a 42-year veteran rep
Very interesting article about 68-year old Peter Pappas, a rep who has seen it all, and isn't pleased with how the selling process has changed. Hat tip: Pharmalot, who spotted it on Kevin MD (both …
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“Customer-Focused Selling”
Last week, I was sitting in a workshop where the theme was a customer-focused selling program. Now I'm all for customer focus in every aspect of business. That's what it's all about. But something …