RX: A Prescription for a New Go-to-Market Strategy


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Product Description

What does service really mean to physicians and other healthcare providers? Many physicians have defined it as unexpected value that helps them deliver better care to their patients and impacts the efficiencies of their practice. This value is qualified in different ways and it is up to sales representatives and others within life-sciences organizations to find out the unique intricacies that will define the specific needs of healthcare providers.
We all know that physicians are looking for more medically sound clinical information delivered by more medically educated professionals. How will the industry support this paradigm shift and meet these expectations? Let’s be realistic. The conversations that sales representatives will now need to have will be more complicated than writing one prescription for success; it will take a shift in go-to-market strategy. Sales reps will serve as captains of a very integrated service team. The way this service team is rewarded should not just be individual; incentives, rewards, and recognition of the team’s productivity and success, it must also be the focus of sustaining…