Pharma's App Overload Problem: Is There an App for That?

Statistics show that 8 out of 10 sales reps feel overwhelmed by the amount of information they receive, according to Qvidian. These statistics indicate that sales reps seemingly have access to everything they need (including apps!) to sell successfully, but the overload has generated several problems (especially with apps).

Posted on December 23, 2015 in Being Prolifiq by Lisa Parker
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Top 4 Roadblocks Experienced in Pharmaceutical Marketing Strategies

Now that the AMA has called for the end of direct to consumer advertising by Pharma companies, Pharma marketers face the potential loss of one of their core marketing strategies to reach both patients and physicians.

It will become even more vital for Pharma marketers to find the right tools to properly equip their sales team with the  information and content to form meaningful engagements with HCPs (healthcare providers). Pharma must continue to embrace digital and new marketing strategies to get to this point; but need to overcome these roadblocks:

Posted on December 15, 2015 in Being Prolifiq by Lisa Parker
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5 Steps to Improve Rep Adoption of Your Sales App

 

You’ve heard these stories from your peers repeatedly--they made the necessary investments in mobile technology for their sales forces. Their reps were provided the newest hardware and trained in how to use it. Additionally, the hardware had what your peers believed were the apps their sales reps needed. But after the roll out, they found out that the reps were not using these apps, and they do not know what went wrong.

Posted on December 8, 2015 in Being Prolifiq by Lisa Parker
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Fundamentals of Digital Content for Medical Device Marketing

A digital content strategy in medical device marketing can take you to new levels of sales excellence. While such a strategy may include digitizing old paper brochures  or equipping your reps with the right mobile tools, above all, you need to focus on the quality of your content. Here are some ways to execute a successful, digital content strategy.

Posted on December 3, 2015 in Being Prolifiq by Lisa Parker
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3 Digital Content Strategies for Selling to Doctors & Hospitals

 

The reality for life sciences sales reps is the “no-see” doctor. This trend continues to accelerate as more practices become absorbed into accountable care organizations (ACOs) and large-network integrated health systems (IDNs) and hospitals, and more graduating physicians are choosing to attach themselves to these practices rather than strike out on their own. According to Cegedim Strategic Data in “Sales force effectiveness: Change is the constant,” under these networks, rep access to physicians is severely curtailed, and in some markets such as the Midwest, 70% to 80% of all physicians are working for an ACO or an IDN.

Posted on December 1, 2015 in Mind of Jeff Gaus by Jeff Gaus
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Closed-Loop Marketing: Measure What Matters

Today’s Pharma marketers live in a world defined by metrics and statistics. Big data has not only changed how marketers see and interpret their customers’ needs, but, by extension, it’s transformed their marketing plans. With new campaigns comes new needs as commercial departments must identify which information is actually important to their business and which is simply clutter.

Posted on November 24, 2015 in Being Prolifiq by Lisa Parker
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Change in the Air: Life Sciences mergers, acquisitions and the rise of the payer


It has been 4+ years since the Supreme Court of the United States affirmed the Affordable Care Act (ACA) was the law of the land, the effects of this law are beginning to accelerate. And, we are beginning to see other laws affect the behavior of the industry.

Posted on November 23, 2015 in Industry Watch by Jeff Gaus
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What Features to Look for in a Mobile Sales Tool for Life Sciences

As a consumer, when you’re looking for an app for your smartphone, you’re faced with an almost paralyzing number of choices. Most of them are free or cost only a few dollars, so if something doesn’t work out, you can delete it and try something else. But when it comes to choosing apps and tools for life sciences sales reps, there is a considerably larger investment (as these tools are specialized and often need customization) and if they don’t work as promised, your sales reps are stuck with using something they don’t like, or even worse, refuse to use at all.

Before selecting mobile sales tools for your reps, keep these features top of mind:

Posted on November 19, 2015 in Being Prolifiq by Lisa Parker
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DTC Advertising – Physician Group Pushes Back

The USA differs from many countries in that direct to consumer (DTC) advertising, promoting the benefits of specific pharma therapies, is permitted by law. So, this means: television, radio, print, and digital communications are permitted as long as they follow the labeling rules.

In a surprising move, the American Medical Association (AMA) has voted to end DTC advertising
stating the advertising drives patients to more expensive medicines, drives up demand and raises overall costs.

Posted on November 17, 2015 in Industry Watch by Jeff Gaus
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AdvaMed 2015: Thinking INSIDE the Box

I just returned from three days attending the AdvaMed 2015 conference; this year was special as it was the 40th anniversary of the group. This event did an excellent job acknowledging all the group stands for and has accomplished.

Posted on October 13, 2015 in Mind of Jeff Gaus , Industry Watch by Jeff Gaus
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