Sales
Why the Emotional Sell is More Critical Than Ever
The role that emotion plays in the sales process is often underestimated; it is widely accepted that those who form the emotional connection with customers are most likely to succeed. Why is it then, asks Dr Pamela Walker, that sales reps are often completely removed from the insight and strategy process?
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Pharma Top 50
Pharm Exec’s Top 50 Pharma Companies
Our annual Pharma 50 listing is clear proof that once-small and midsize biopharma companies are moving up to join the top ranks of big Pharma. Specialty drug sales, record-breaking M&A paired with tax synergies, and global expansion helped to bring a new face into this year's Pharma 50 top 10, and substantially boosted the rankings of several others.
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On the road to integration
Moving your multichannel program into the fast lane
On Demand
Join Peter Lammers and Liz Murray from Quintiles as they present insightful research findings regarding the state of the pharmaceutical industry and the use of multi-channel marketing strategies. Learn what other industries apply successfully and get different options for you to actually "make it happen" for your product.
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Pharma 50 Slide Show
If you’re pressed for time, as want “just the facts”, click here for a rundown of the Pharma Top 50 list.
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Breaking through the complexity
Improving oncology treatment and access in the UK
On Demand
Join Dean Summerfield, Senior Vice President, Commercial and Consulting from Quintiles and Dr Jason Lester, Consultant Clinical Oncologist at the Velindre Cancer Centre as they discuss improving innovative oncology treatment and access in the UK.
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Legal
Sales Personnel Contracts, Sword or Shield for M&A Valuation
Determining a company’s acquisition/merger value requires an intensive due diligence process. Attorney Gregg Metzger discusses sales force contracts which, especially for life science companies, cannot be overlooked.
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Patient adherence in Germany - benefit vs. cost-containment
On Demand
Join Joanne Thiele, Market Access Project Manager from Quintiles Germany and Hans Holger Bleβ, Director of Health Services Research department at IGES Institut GmbH as they discuss the importance of patient adherence programs in Germany.
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Strategy
Blockbuster 2.0: Eight Ways to Follow That Leader
Over the past decade, many industry journalists, analysts, and consultants presumed that specialty markets, pricing pressures, and pharmacogenetic testing would kill off billion-dollar products. However—to paraphrase Mark Twain—reports of the death of the blockbuster have been widely exaggerated, write Stan Bernard and Janet Wells.
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 //Proton Therapeutics (Waltham, MA) appointed Scott Toner as Senior Vice President, Marketing.//Laurent Fanichet was named Vice President of Marketing at Sineque (New York, NY).//Mission Therapeutics (Cambridge, UK) named Paul Wallace as Chief Business Officer. //Ariad Pharmaceuticals (Cambridge, MA) founder Harvey J. Berger has announced he will retire as CEO and chairman of the firm, effective December 31 or upon the earlier finding of a successor.// |
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