All successful internet marketers rely on the written word to get their message across to their target customers. Often they have a sales page on their website where they tell people about their product or service and try their best to get the customer to do a certain action, either to make a purchase or [...]
The pharmaceutical company is complex. It is charged with the responsibility of bringing the latest, cutting-edge pharmaceutical products to the market, so that patients can get well and prosper. This involves a lengthy process from research through to delivery with many different individuals engaged. Following this lengthy process, a product is registered and made available [...]
Unfortunately, the process of decision-making is often based on so many, often irrational factors, that the pharmaceutical sales representative has his or her work cut out. Contrary to some opinion, doctors and healthcare professionals do not operate in an emotional vacuum, even though they often have to keep their emotional sides in check to maintain [...]
Attention and decision-making often come down to how we interact with all the “noise” around us. We are bombarded by noise in our personal lives, on a constant basis. When we move from the personal to the professional environment, noise tends to increase and we are attuned to blocking most of this out, with a [...]
If they are to survive and prosper, pharmaceutical companies have to understand how critically important key account management training really is to their ultimate future, as they gather as much of the latest, most pertinent marketing information, to allow them to both attract and then interact with these very important accounts. There may be a [...]
If you want to set up productive, lengthy and reliable relationships in business, you have to be able to exert influence without appearing to be trying to position yourself as an authoritarian. These days, key account management training focuses on the ability to establish influence in the relationship, but should make sure that the sales [...]
Recent revelations from some of the largest pharmaceutical sales companies indicate how pharmaceutical marketing is likely to change in the years ahead. Under pressure from Congress, these organisations are starting to reveal how much money is paid to healthcare professionals during the marketing phase, as they seek to interact and to sell their products. It [...]
The process of closing a sale is far more than just the mechanics of achieving a result, to provide products and services on the one hand and receive financial remuneration on the other. There is so much more to it, as experienced sales representatives will tell you, with many different positions to take into account, [...]
Value is very important in any business-to-business relationship and both sides must clearly see its benefits. There is no point in trying to build a relationship without establishing its value. Furthermore, unless value is readily apparent on both sides of the equation and is seen as being equitable, the relationship is not likely to last. [...]
Buying a business for sale is a multi-step process and each step is important. You should never think about proceeding to the next position until the preceding step is complete and whatever you do, don’t be tempted to short-cut ever. You can view any time spent in preparation and in the revelation of facts and [...]
