Commercialization: Page 104
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PharmaVoice Team/PharmaVoice
Systematic Relationship Building is Key to Pharmaceutical Sales Success
Systematic Relationship Building is Key to Pharmaceutical Sales Success Pharmaceutical salespeople know their products’ features — and those of competitors — inside and out. Yet most reps have had little training in building relationships not only with the doctor, but with staff at...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Transferring the Learning
Content and design Transferring the Learning Bryan Horveath Executive Director, Ventiv Professional Development Group When looking up synonyms for the word “learn” two common verbs — study and find out — immediately pop up. Although both imply taking action, study tends to take on a more ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
Training for success The sales training landscape may look significantly different in a year or two. While we can’t predict what the future will be, we do know that the industry is making improvements to every facet of the sales process. Good pharmaceutical sales reps know their products a...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Maximize Training Investment -- Regenerative Learning Elements: Share, Stratify, and Adapt
PLEXUS Learning Designs Maximize Training Investment — Regenerative Learning Elements: Share, Stratify, and Adapt Ruth A Vukelich, President and CEO Ours is a very dynamic industry, driven by accelerated timelines and budget constraints. In addition, training requirements demand top-quality,...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Rebuilding the Trust -- Sales Managers Lead the Charge
Rebuilding the Trust — Sales Managers Lead the Charge Tom Roth President Celeste Mosby VP of Industry Marketing for Life Sciences Building Trust Over the last few years, industry changes have made it essential for representatives to do a few things very well. For example representative...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
The Onboarding Continuum Using E-Learning to Extend Reach and Results
The Onboarding Continuum Using E-Learning to Extend Reach and Results Jim Delaney VP, Learning Strategy There is growing concern over high salesforce turnover, especially within the first year of employment. In looking for a root cause, the finger often points in the direction of the new hi...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Table of Contents
Table of Contents VIEW on Sales Training May 2006 Letter from the Editor The Forum Sales Training: More important than ever. Knowledge, relationship building, and technology are some of the key factors that can make a good rep a great rep. Company Listing by Topic of Interest Content and Design i...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Training for Increased Effectiveness
Training for Increased Effectiveness Jim Dutton, President In addition to enhancing relationships with physicians, in-depth knowledge around disease-state areas, broadened with business ethics, skilled management, and industry knowledge can improve retention and allow...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
What's New
Ventiv Health Changes Name to Reflect Broader Capabilities Rebranding initiative integrates inChord nomenclature to more clearly communicate services. Ventiv Health Inc. has changed its corporate brand name to inVentiv Health as part of a rebranding initiative that began when Ventiv acquired inCh...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Combination Products: Drugs and Devices
The possibilities are endless. Emerging drug-delivery technologies and smarter drug-development strategies are providing a one-two punch for researchers and marketers who envision scientific advancements that could span multiple therapeutic categories. By Denise Myshko In the broadest sense, phar...
By Denise Myshko • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
The Role of District Sales Managers in Maximizing Incentive Program Spend
Spend Stan Striker, VP, Managing Consultant, of Maritz Incentives discusses why salesforce member retention is a pressing concern for companies; the cost of turnover may be as much as one and a half times an employee’s first year salary. Being on the front line of working with the salesforce, dis...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
On the Calendar
May 10 2006 HBA Woman of the Year Luncheon Hilton New York, New York For more information, contact Healthcare Businesswomen’s Association at 973-575-0606, e-mail [email protected], or visit hbanet.org. May 10-12 PharmaDiscovery Bethesda North Marriott Hotel & Conference Center, North Bethesda...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Table of Contents
On the Cover Creative marketing: New challenges, new tools, new attitudes Marketers are turning to a vast array of tools to meet today’s challenges. The hot tools are predominately patient focused instead of the broader, mass- marketing approach of DTC. FEATURES Combination products: Drugs and de...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
UpFront
Biotech pioneer recognized Dr. Zaffaroni Receives 2006 Biotech Heritage Award The Chemical Heritage Foundation (CHF) and Biotechnology Industry Organization (BIO) presented the 8th Annual Biotechnology Heritage Award to Alejandro Zaffaroni, a pioneer of the biotechnology revolution and a legendar...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
A Model for Success
Alternatives to the integrated pharmaceutical company business model — such as development-only or hybrid models — are taking hold as smaller players contribute to the industry’s value chain. Ansbert Gadicke MPM Capital The development-only business model makes complete sense, but it is extremely...
By Denise Myshko • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
E-Media
New Electronic and Web-based Applications, Sites, and Technologies McGraw-Hill’s Access Medicine Launches Online Neurology Resource McGraw-Hill Medical Publishing has released Adams and Victor’s Principles of Neurology on its AccessMedicine.com platform. Adams and Victor’s Principles of Neurology...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
In this day and age when individuals are granted almost instant cult status based on subjective, if not dubious, talent, the “star” label can sometimes lose its luster. And while we live in a cynical world, where the next American Idol is about to be crowned by millions of Americans, it’s nice to...
By Taren Grom • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Avoiding Undue Influence
Thought leaders — scientific and clinical experts — play a pivotal role in helping pharma companies identify key topics of interest to physicians. Depending on their role, these KOLs provide launch and sales support or play a critical role in continuing medical education. They provide solid, evid...
By Autumn Konopka • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
What's on Your Mind -- Opinions
Alternatives to the integrated pharmaceutical company business model are taking hold as smaller players contribute to the industry’s value chain. Some of these newer players are focusing on specific areas, such as development, while others are creating hybrid models. We asked PharmaVOICE readers ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Modeling Change
Modeling Change Predictive Measures Sharen Godwin VP, Rx Patient Messaging Solutions VIEW on Biotech April 2006 There is a paradigm shift happening within the industry — a modeling change that embraces innovation to improve wellness and the overall healthcare outlook....
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Unraveling the Strands of Online Success
Web-based promotional initiatives are cost-effective strategies for biotech companies to promote their technologies and clinical successes to investor communities, but too few consider the proper metrics for successful campaigns. There are countless bits of informa...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Lessons from the Garden: Care and Feeding Needed to Grow Great Biotech Brands
Lessons from the Garden: Care and Feeding Needed to Grow Great Biotech Brands VIEW on Biotech April 2006 Branding David Winigrad President Maureen Mangiavas Senior Director, Business Development The 1979 film “Being There” is the memorable story of Chance the Gardener, portrayed by Pet...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Marketplace
Featured Product and Service Showcases Ateb Inc. BioCor Criterium Inc. DVC HealthCare Inc. The Hal Lewis Group Inc. inVentiv Health Medidata Solutions Inc. MedNet Solutions MProven LLC NXLevel Inc. Stinson Brand Innovation Inc. Sudler & Hennessey Directory of Companies by Catego...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Marketplace
Featured Product and Service Showcases AchieveGlobal Campbell Alliance CMR Institute inVentiv Health NXLevel Inc. PLEXUS Learning Designs Inc. TNS Healthcare Wilson Learning Corp. Directory of Companies by Category Career Development Contract Sales E-Learning Executive Coaching ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Creative Marketing: New Challenges, New Attitudes, New Tools
To meet the challenges presented by a number of converging factors that are impacting the status quo, marketers are turning to a vast array of tools. Experts view specialized direct-to-patient communications as the wave of pharma marketing’s future. Programs that include focused messages to targe...
By PharmaVoice Team • Jan. 2, 2008
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