elandas blog

 Med Reps know that time with doctors is precious and more limited than ever these days. With that shift it’s also becoming increasingly crucial that marketing to physicians is approached with less direct selling and more team spirited partnering. Med reps need tools to help them deliver a better customer experience.

This means that sales needs to have immediate access to up-to-the-minute, personalized data, integrated from various sources to create the most relevant engagement possible. For optimal control, materials must be at their fingertips at every opportunity, on the right device – an iPad or tablet.

Face it. We've pretty much all been there at one time or another -bored at the booth, and praying the final day of the conference would at last shower down with mercy on our weary feet and souls. Trade show pain - something Advil alone cannot cure.

Not to mention the trade show hangover, and haven't we all been there too? In addition to re-entry at home after days on the road - there are tons of emails to respond to not counting all the proactive ones you need to send to the new leads and contacts you just met at the show. Follow-ups that are so numerous and at times so generic they fall through the cracks one way or another. It’s a necessary, but sometimes tough part of life science marketing.

If you’re a marketer or sales professional in pharma, med device, or biotech you already know the market is morphing, and precious time with docs is the sand that keeps falling through the holes in the sifter you’re left holding. Your sales goals are not going anywhere though, and that means you are being forced to get creative about how and when you are meeting with HCPs. At times conferences may become the new office, and shorter office visits themselves demand that you are nimble and ready on the go with the right data and messages.

As the world of life sciences spins at what can feel like out-of-control speed, sales and marketing teams in the industry forge ahead in their quest to find the holy grail of technology solutions to give them the competitive advantage they need.

 Their search for systems that will make on-the-job life easier and more productive continues in earnest. There are even some who say they may have found the answer, and for them it somewhat surprisingly lies just on the other side of their CRM.

In Life Sciences possibly more than any other industry today, the demand for targeted informational selling is off the charts. Today, we find ourselves in a fast moving environment where complex and evolving regulatory and compliance requirements are positioned next to constantly changing insurance plan coverages. Added to the mix is Mergers & Acquisitions activity that is record high and changes the complexion of how Healthcare Providers (HCPs) do their jobs in the face of internal and external procedures and considerations that are moving targets.

There’s no doubt that the current transformation of the pharmaceutical industry can easily compare to the 1990’s Internet shake-up. At the recent PharmaForce conference, over 150 experts in pharma sales and marketing attended panel discussions, roundtables, workshops and presentations to discuss top trends impacting our business. While PharmaForce provided a variety of valuable insights, we were especially interested in information for solutions providers, which is elandas’ niche. For those who were unable to attend, or for those who did attend and would like a refresher, here are some of the key insights we gained from this year’s PharmaForce.