Pharma Rep 2.0
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Pharma Rep 2.0
The progression towards a new pharma sales model
Curated by Dan Baxter
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Merck reorg reimagines sales force

Merck reorg reimagines sales force | Pharma Rep 2.0 | Scoop.it
The company will fill the bag of its sales reps, as part of a reorganization that also includes 8,500 job cuts and a more refined RD focus.
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Zaption - Making Video Interactive

Zaption - Making Video Interactive | Pharma Rep 2.0 | Scoop.it

Zaption, a San Francisco based tech startup, is revolutionizing online video for education. Teachers, trainers, and content publishers use Zaption’s intuitive web app to quickly add images, text, quizzes, and discussions to existing videos from YouTube, Vimeo and private video libraries. The result is an interactive learning tour that transforms video from a “lean back” experience to an engaging “lean forward” activity.


Via Baiba Svenca
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Bettina Ascaino's curator insight, September 9, 2013 12:05 PM

The teacher can add questions, quizzes, text, polls to the video and involve students in interactive learning experience.

You get a free 30-days trial period to explore the tool.

Marisa Conde's curator insight, September 15, 2013 1:50 PM

#herramientasVE

Mary Starry's curator insight, September 17, 2013 10:08 PM

Allows you to take a YouTube or other video and create an interactive lesson from it. Free for one month, but then over $600 a year if you want to use with up to 200 students.

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Training the pharma sales rep for a digital age

Training the pharma sales rep for a digital age | Pharma Rep 2.0 | Scoop.it
As every pharma company invests in digital technology to arm its sales force for more efficient prescriber engagement, MXM Health kicks off a three-part series exploring whether we are overlooking the potential of such techniques for internal...

Via Nikos Papaioannou
Dan Baxter's insight:

Interesting  theory but doesn't mention the requirement for a better understanding of exactly which new channels customers are using to get their clinical information from...

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iPad app creates real-time connection between device reps and nurses in the OR

iPad app creates real-time connection between device reps and nurses in the OR | Pharma Rep 2.0 | Scoop.it
Dan Baxter's insight:

On demand contact with customers. It should catch on as i think it enables an enhanced level of customer service... but will it????

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The Case of the Twittering Kidney Patient: Healthcare and the Ethics of Social Media Monitoring

A look at the ethical issues involved when healthcare organisations chose to conduct social media monitoring.
Dan Baxter's insight:

Great post on the fine line between patient privacy and utilising social media as an aid to the patient-physician relationship.

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Doctors Worried About Disclosure of Industry Gifts on Public Website

Doctors Worried About Disclosure of Industry Gifts on Public Website | Pharma Rep 2.0 | Scoop.it
In a new report, about 63% of surveyed doctors said they were concerned about having gifts they receive from industry groups disclosed on a public database. More than half of those surveyed were unaware of the Physician Payment Sunshine Act.
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Next-Generation Pharma Reps Add Reimbursement and Managed Care Support to Arsenal

Savvy pharmaceutical companies holding on to drug reps who provide health economics expertise and reimbursement information to physicians.
Dan Baxter's insight:

A big part of the new sales force is regarding the increasing importance of health economics, whether in the UK or USA. Value based pricing in the UK is  only likely to increase this.

 

Plus there is increase in the 'service' aspect that 'beyond the pill'  digital support tools will increase.... 

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Doctor’s views on pharma: part one | pharmaphorum

Doctor’s views on pharma: part one | pharmaphorum | Pharma Rep 2.0 | Scoop.it
This is an anonymous interview with an anaesthetics consultant about his views on the pharmaceutical industry from a doctor’s perspective.
Dan Baxter's insight:

iPad details need to make the information 'LIVE' for the Doctor otherwise it may as well be printed.....

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Supercalifragiphobia | eyeforpharma

Supercalifragiphobia | eyeforpharma | Pharma Rep 2.0 | Scoop.it
Dan Baxter's insight:

Absolutely brilliant article on the importance of pharma finally facing the complex and thorny issue of TRUE closed loop marketing, maybe then there will be accurate and informative intelligence and feedback for the new breed of pharma representative. 

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The pharma sales rep: dodo or phoenix? | pharmaphorum

The pharma sales rep: dodo or phoenix? | pharmaphorum | Pharma Rep 2.0 | Scoop.it
This article is about recent pharma promotional spend, with IMS Health highlighting its latest data and discussing the future of the sales rep.
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REVEALED: #E4P Nature documentary discovers reps in the wild

Join us as we journey to the edge of civilisation where pharmasuiticus rep can be seen in its natural habitat. In order to prevent the extinction of pharma s...
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Pfizer begins using ‘digital’ reps | Pharmafile

Pfizer begins using ‘digital’ reps | Pharmafile | Pharma Rep 2.0 | Scoop.it
Pharmafile.com is a leading portal for the pharmaceutical industry, providing industry professionals with pharma news, jobs, events, and service company listings.
Dan Baxter's insight:

We know digital connectivity allows sales organisations to be more responsive and flexible in our communication with customers. This seems like a big step forward....

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2015 Pharma Rep Experience

A perspective on the big trends that are changing pharmaceutical sales and the new best practices and opportunities those trends inspire.
Dan Baxter's insight:

Brilliant

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A review of digital technologies to support Sales Force Automation - Smart Insights Digital Marketing Advice

A review of digital technologies to support Sales Force Automation - Smart Insights Digital Marketing Advice | Pharma Rep 2.0 | Scoop.it
Assessing how the latest technology trends can support the sales process Mobile, social, Cloud and Big Data are converging, with the sales department seemi. Marketing topic(s):Marketing automation. Advice by Guest Expert.
Dan Baxter's insight:

Yes, yes and YES!

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Leadership Exchange Do We Need Reps

Leadership Exchange Do We Need Reps | Pharma Rep 2.0 | Scoop.it
Seven industry experts evaluate advances and opportunities in nonpersonal promotion to physicians, and debate whether brands really need to deploy sales forces. James Chase chairs the discussion
Dan Baxter's insight:

'Paul Slavin: I agree with you. I don't see reps going away. But, ultimately, it's going to be far more efficient to reach people through technology, through publishing, through content. It's just too efficient for it not to be, as you suggest, the wave of the future.'

 

Also interesting points about pharma having a greater handle on the data around the operation of the service that your drug plays a part in. 

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Edetails soar as pharmas slash sales forces

Edetails soar as pharmas slash sales forces | Pharma Rep 2.0 | Scoop.it
Pharmas spent 40 more on nonpersonal promotion to healthcare professionals globally last year while continuing to shed sales reps, a Cegedim survey shows.
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Here comes the Sun(shine Act) ... and it's not going to be alright for pharma and device reps

Here comes the Sun(shine Act) ... and it's not going to be alright for pharma and device reps | Pharma Rep 2.0 | Scoop.it
The Sunshine Act final rules are out from the Centers for Medicare and Medicaid. How will it affect vendors?
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It’s Time to Learn the Value of Everything | eyeforpharma

It’s Time to Learn the Value of Everything | eyeforpharma | Pharma Rep 2.0 | Scoop.it
Dan Baxter's insight:

'Strategic Selling moves beyond Solution Selling: it is an even more complex and demanding role based around the ability to proactively identify and position, for the customer, a way forward in the face of a current or imminent business problem, where the customer has yet to identify how to resolve that problem. Indeed, customers may not even realise they have such a problem at the time a true Strategic Salesperson first approaches them.' 

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The Future of Sales Technology

The Future of Sales Technology | Pharma Rep 2.0 | Scoop.it
Salespeople are always the early adopters. Here's where they (and you) are heading.
Dan Baxter's insight:

INteresting points about data focus of sales management and useability and UX of CRM systems.

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74% of Pharma Execs Are Most Concerned About the Changing Commercial Business Model

 

Cegedim Relationship Management today announced the release of its thought leadership report, 2012 US Pharma Insights, which provides the results of its third annual survey of life sciences decision makers on current challenges, upcoming business developments, preferred strategies and next generation technology. Leveraging analysis from three years of responses, the report delivers a holistic view of present and future trends.

 

The Shape of Change in Decision Making, Industry Concerns and the Future

Sustained industry concerns, evolved decision making leadership and new future strategies top 2012’s trends. Aligning with previous years’ responses, 74% of respondents ranked the changing commercial business model as their first, second or third priority of concern; followed by regulatory reform (62%) and market access (53%). Additionally, decision making leadership now sources from executive management for most technology decisions (46%); and strategy/business development for main business model/process changes (55%). Further, respondents clearly defined the following prioritized changes for the near future: increased focus on market access strategies (64%), primary sales force realignment (38%) and increased focus on managed markets (35%).

 

Boosts in Field Centric Tablet Usage, Preference for Apple® Mobile OS and Noteworthy Social Media Gains

Surveyed executives cite continued focus on field centric tablet usage, their preferred mobile OS and social media. Eight out of ten (80%) currently use or will be using tablets, and unsurprisingly, field sales/account management (61%) account for the most active tablet users. Further, exactly half selected Apple OS as their favorite mobile platform. In terms of social media trending, the report underscores significant increases in usage between 2011 and 2012. LinkedIn (96%) and Facebook (70%) represent respondents’ leading channels with marketing (64%), PR (42%) and sales (38%) make up the most active departments. Lastly, despite minor social media budgets, those surveyed exhibited notable gains according to the report.

 

“The 2012 US report details exactly how and where our current industry climate is impacting strategy and operations. Respondents report strong focus on business model changes, as well as next generation and mobile technologies,” said Angela Miccoli, President of North America, Cegedim Relationship Management. “In order to further our standing as the leader in pharma CRM, data and compliance solutions, we strive to consistently monitor the pulse of the industry, and empower our customers with our proven insights and expertise.”


Via Dominique Godefroy, Sven Awege
Dan Baxter's insight:

'Respondents highlight that tablets are already ingrained in 

their companies, but fully leveraging all avenues of this optimal
mobile technology will provide the seamless connection
between sales forces and today’s evolving business objectives
and targets. Tablet-enabled CRM platforms are specifically
designed to increase sales efficacy and feature the latest in
cloud technology.' <Yet no mention of linking together multichannel marketing strategy?

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PwC sees golden era for pharmas that dump the junk, innovate - FiercePharma

PwC sees golden era for pharmas that dump the junk, innovate - FiercePharma | Pharma Rep 2.0 | Scoop.it
The future of pharma may look pretty bleak over the next few years. The patent cliff has laid to waste blockbusters while too many drugs that were to replace them have withered on the Phase III trial vine.
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What is Pharma’s Sales Savior?

What is Pharma’s Sales Savior? | Pharma Rep 2.0 | Scoop.it
We've previously reported several times on the interaction between physicians and pharmaceutical companies.
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Sales Force Report Shadowing the Reps

Sales Force Report Shadowing the Reps | Pharma Rep 2.0 | Scoop.it
Drug companies still love their repsjust a lot less of them. Thats the takeaway from undercover observations of sales calls at primary care doctors offices.
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