Commercialization: Page 114
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PharmaVoice Team/PharmaVoice
PharmaTrax
Nano-Enabled Drug Discovery Market to Reach $1.3 Billion by 2009 Nano-enabled drug-discovery solutions will generate revenue of $1.3 billion in 2009 and increase to $2.5 billion in 2012, according to a new report from NanoMarkets LC. The report, The Impact of Nanotechnology in Drug Discovery: Glo...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Evidence-Based Training: Turning Learning Research Into Results
Kevin Kruse President It’s time for our industry to take inspiration from the EBM movement. I modestly suggest that the pharmaceutical sales-training industry start to practice “evidence-based training.” In 1996, in an editorial published by the BMJ (British Medical Jou...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Accelerating Market Adoption Through Launch Training
Greg Long Chief Learning Architect Time to market is sometimes a misleading concept. Instead, think in terms of the time required to effectively penetrate a target market. A company’s salesforce is often the single-most important factor that determines the time between product launch and desi...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Separate But Equal: Why It's Important to Consider Content Separately from Presentation
Peter Sandford Executive VP Thinking of content and presentation as separate entities is critical to creating effective e-learning programs that offer positive educational experiences akin to those encountered with favorite teachers — excitement, involve...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
C + C + C + C = A+: A Blended Learning Formula for an A+ Salesforce
C + C + C + C = A+: A Blended Learning Formula for an A+ Salesforce Ruth A. Vukelich President and CEO Companies get only one shot at a successful product launch. The outcome of the launch often has long-term implications for the profitability and longevity of the brand and the organizatio...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Web Conferencing: The New Sales Training
The pharmaceutical industry is increasingly using a completely new approach to train sales reps; one that’s far more convenient and cost-effective than live seminars. The new technique? Web conferences, an emerging, highly effective Internet technology that reduces training delivery costs, create...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
E-Learning Gets Personal
David Werboff Group Director, Project Management Informa Training Partners Ron Burns President protonMEDIA There will always be a time and a place for text-based training programs as well as face-to-face, in-person workshops, but today’s e-learning programs are filling in...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Applying Instructional Design: Creating Training So Adults Get It, Retain It, and Use It
Applying Instructional Design: Creating Training So Adults Get It, Retain It, and Use It Debra L. Newton President Constance Billé, M.Ed. Instructional Strategist Lifelong learning has become both an absolute necessity and a fact of life. From manufacturing to service providers, work...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Seven Elements of an Effective Compliance Program: Don't Miss the Train
The federal and state governments have the pharmaceutical industry in their enforcement crosshairs. Multihundred million dollar settlements are no longer uncommon. As a result of these high-media-profile activities, large and small pharmaceutical companies are paying closer attention to the activ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Table of Contents
Letter from the Editor The Forum Sales Training: Strategic Initiatives to Improve Sales Effectiveness: Top-Level Commitment, Cooperation, Performance Measurement, and Front-Line Management Company Listing by Topic of Interest Compliance Training HCPro Inc. — Seven Elements of an Effective Complia...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Sales Leadership Training for the Shifting Role of District Managers
George Schmidt Practice Executive Sales Practice Today’s district managers (DMs) operate in a very difficult environment. Sales reps face stiff competition in the field, physician access continues to decrease, the selling environment is more complex, and reps require more coaching and guida...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Simplify, Focus, and Align the Sales Process: New Performance Drivers for Success
Complexity and information overload are making it harder than ever for salespeople to execute brand strategy. The way sales reps communicate with physicians is woefully out of sync with the way physicians learn and incorporate new therapies...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
Taren Grom Companies are striving to improve competence in the key sales drivers — targeting, frequency, message, and coaching. May the force be with you… Anyone who has been to the doctor’s office in the past few years no doubt has noted that the waiting room, which was once occupied by...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
On the Calendar
May 16-17 Global Clinical Trials Hyatt Regency Jersey City, Jersey City, N.J. For more information, contact Caria Badenhorst, Marcus Evans, at 246-417-5321, e-mail [email protected], or visit marcusevans.com. May 16-17 5th Annual Sample Accountability Hyatt Regency Princeton, Princeton, N....
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
The Time for Transparency
June 2005 PharmaVOICE Trial transparency The Time for Transparency by Elisabeth Pena Villarroel The movement toward clinical-trial transparency and public registries is not a new idea, however, the highly publicized lawsuit by Eliot Spitzer against GlaxoSmithKline and the terms of the settlement ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Biotech's Perfect Storm
Biotech’s Perfect Storm A relatively more favorable funding environment, cutting-edge technologies, and a strong position at the partnership table have many of today’s biotechnology companies poised for success. Biotechnology companies have come into their own. A report from Ernst & Young fi...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Talent Pool
Pharma POOL Kevin Guthrie Thom Rowland Solvay Promotes VPs Solvay Pharmaceuticals, Marietta, Ga., a pharmaceutical company focused on cardiology, gastroenterology, mental health, women’s health, and select specialized markets, has promoted Kevin Guthrie to VP of commercial operations, neuroscienc...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Sales Training
The Sales Process Plan Pre-Sale Sale Grow Building Relationships Grow Usage Customer Relationship Management Referral Systems Target Thought Leaders Territory Management Sales Call Product Knowledge Presentation Customer Service Value-Added Programs Support Support District Manager ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Table of Contents
On the Cover Culture of compliance: Cutting through the confusion To be compliant with the many regulations and guidances that apply to the marketing of prescription products, companies need to create a culture of compliance that fosters and promotes an ethical atmosphere and compliant behavior. ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Shifting the Compliance Paradigm
VIEW on regulatory compliance Michael Kuehne is President of ACSYS Inc., Hillsborough, N.J., which specializes in developing quality and compliance solutions that combine R&D and manufacturing capabilities to deliver sustained improvement in R&D, Quality, Operations, Clinical, and Regulat...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Diabetes: Novel Pipeline Compounds Offer New Hope
Tremendous progress has been made in the treatment of diabetes over the last decade. Still, many people with diabetes have poor glycemic control, and there is a need for more convenient therapies. As the prevalence of diabetes, especially type 2 diabetes, continues to increase, products in develo...
By Lisa Dress • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
For Art's Sake
For Art’s Sake Each month, this department pays homage to memorable advertising and marketing campaigns. The highlighted executions have been identified by leading creative executives for their noteworthy use of copy, art, photography, whimsy, uniqueness, etc. — in combination or as single brandi...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
On the Calendar
February 15-17 WCBF Six Sigma in Chemicals & Pharmaceuticals Hyatt Regency Dallas, Dallas For more information, contact Louise Gosling, WCBF Six Sigma Solutions, at 44-14-83 76-0883, e-mail [email protected], or visit wcbf.com. February 15-18 18th Annual DIA Electronic Document Manageme...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Marketing/Promotion
Marketing/Promotion Stern. The great thing about marketing today is that we have more methods to choose from to get our messages out to our customers: patients and healthcare providers. As marketers, though, the challenge is to use the methods in ways that the strengths can be advantageous. It se...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Salesforces
Salesforces Stern. We are not doing a good job of listening to our customers when it comes to the number and quality of the sales representatives that we employ to sell our drugs to physicians. A 2003 Accel Healthcare study showed that we are letting our customers down; 60% of doctors believed th...
By PharmaVoice Team • Jan. 2, 2008
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