Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to pharmaceutical companies to sit more consistently at...
How you reward Key Account Managers is seen as a critical ingredient in the overall success of any Key Account Management KAM strategy. The role of a key account manager requires effective coordination of a web of complex activities. The idea behind a well-structured...
Traditionally the pharma industry relied on the volume of prescriptions made. The process of approval was simple: once the data showed the efficacy, safety and reliability to the regulatory agencies, the drug was approved. The product was then targeted to specific...
The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; new players. The old approaches aren’t working and glossy...
Our Objections Handling and Commitment cards address 5 common objection techniques from Key Decision Makers and outlines methods to gain commitment from KDMs.. Sometimes the complexity of our sales environments makes us forget that the simplest approach is often the...
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