OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. The first question to ask, though, is how on earth would this work?

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Alice Heiman

MARCH 31, 2022

Personalized medicine—designing custom therapeutics for each patient to cure diseases like cancer—is a whole new terrain in the pharmaceuticals industry. In this episode of Sales Talk for CEOs, Amy talks about what it takes to become a trailblazer in a new market, including the role of passion, storytelling, networking, and referrals.

Biotechnology 84

Biotechnology Scale Pharmaceuticals Marketing 84

Zoominfo

MAY 19, 2020

There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide. It is clear from this definition that if you are doing your job as an email marketer, you should NEVER be sending spam. Opt-Out Method.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

Zoominfo

FEBRUARY 13, 2021

He strongly believes in aligning data and analytics strategy within marketing departments. He previously held a position as Vice President of Pharmaceutical Operations and Information Technology at Biogen. Understanding data and analytics, especially at the C-suite level, helps put your business at the top of your market.

Analytics 246

Analytics Data Insurance Insurance 246

Zoominfo

NOVEMBER 1, 2022

Finding companies in new markets, identifying individual prospects and their contact info — it’s all right there in one place.” GTM Plays Automated go-to-market plays that can rapidly scale your business. I use ZoomInfo primarily to research companies that have raised funding over the past few days,” Roberts says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

MAY 24, 2021

Our data is sourced through user submissions and is updated and maintained by ZoomInfo’s team of corporate research analysts. In recent weeks, research shows that employees appreciate the flexibility that remote and hybrid work plans can offer. The current status of remote work .

Policies 130

Policies Scale Pharmaceuticals Survey 130

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Louise C– serves as Senior Director, Hospitality Marketing. Check out the top 100 companies at the end of this post.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. Since many traditional vendors also have such poor data accuracy, there is still much to be desired.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Sales and Marketing Management

SEPTEMBER 17, 2017

Researchers have confirmed that paying too little is insulting and paying too much can cause reps to choke. Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Also, the element of risk influences the size of the reward.

Incentives 184

Incentives Incentive Salary Pharmaceuticals 184

Sales and Marketing Management

SEPTEMBER 17, 2017

Researchers have confirmed that paying too little is insulting and paying too much can cause reps to choke. Example: A global pharmaceutical manufacturer uses 3 to 4 percent of base pay for spurts and 7 to 8 percent when introducing new products to the market. Also, the element of risk influences the size of the reward.

Incentives 166

Incentives Incentive Salary Pharmaceuticals 166

Zoominfo

MAY 1, 2021

Our data is sourced through user submissions and is updated and maintained by ZoomInfo’s team of corporate research analysts. The current status of remote work In recent weeks, research shows that employees appreciate the flexibility that remote and hybrid work plans can offer.

Policies 100

Policies Scale Pharmaceuticals Survey 100

Sales and Marketing Management

FEBRUARY 18, 2019

For companies serving B2B markets, a properly run sales force that executes the seven activities outlined above is the most effective (and cheapest) loyalty program you can find. This conversation illustrates a critical point in the creation and management of customer loyalty.

Loyalty 290

Loyalty Banking Airlines Discount 290

Showpad

MAY 12, 2022

They designed new industry research methods that include both customers and sales reps. While marketing was creating and organizing valuable content for sales reps to use, reps were often still unaware of what resources were available and how to best use them. It’s all about the research,” says Rachael. “We

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

Allego

DECEMBER 13, 2023

Bizzabo research Folks who thought in-person events would disappear were wrong. This annual event offers insight and opportunities for those responsible for the marketing, sales, and distribution of securities, insurance, and other financial products and services through the bank channel. In 2024, 86.4% You can tell them I said so.)

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Zoominfo

MAY 19, 2020

There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide. It is clear from this definition that if you are doing your job as an email marketer, you should NEVER be sending spam.

Guidelines 182

Guidelines ACT Campaigns Scale 182

Zoominfo

FEBRUARY 13, 2021

He strongly believes in aligning data and analytics strategy within marketing departments. He previously held a position as Vice President of Pharmaceutical Operations and Information Technology at Biogen. Understanding data and analytics, especially at the C-suite level, helps put your business at the top of your market.

Analytics 100

Analytics Data Insurance Insurance 100

SBI Growth

SEPTEMBER 1, 2013

To learn more about designing sales organization models, sign up for SBI’s 7 th Annual Research Session. Loss of market share. Industry Vertical – reps are organized by specific industry types (government, pharmaceutical, tech, etc.). In an emerging market, you have to organize to beat the bad guys. Sales rep turnover.

Revenue 316

Revenue Hiring Lead Rank How To 316

DiscoverOrg Sales

JUNE 6, 2017

If your prospect has a social presence that allows you to do sufficient research, but they haven’t responded to your social touches (reaching out on LinkedIn, or a Twitter @mention, for example), your prospect might be ripe for a cold email. ABSD requires time spent researching specific target prospects, which can be a time-suck.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Sales Training Connection

JULY 8, 2013

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

No More Cold Calling

OCTOBER 13, 2016

They’ve also researched what our competitors have to offer. The article included a marketing expert’s explanation for why societal changes would render the door-to-door salesman obsolete: “Advertising is producing better results than the old method of personal solicitation.”. B2B buyer engagement is at an unprecedented low. .

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

SBI Growth

MAY 24, 2013

Ingrid was a successful pharmaceutical rep. Using LinkedIn to research customers , he practiced uncovering unique interests and preferences of real buyers. At the start, the buyer is “Not in the Market.” This means that the research into personas and their buying processes is complete.

Hiring 324

Hiring Customer Telecommunications Pharmaceuticals 324

Allego

DECEMBER 28, 2022

BISA (the Bank Insurance & Securities Association’s annual event) will be back again in 2023 and offers insight and opportunities for those responsible for the marketing, sales, and distribution of securities, insurance, and other financial products and services through the bank channel. The theme for 2023 is Elevate, Energize, Execute.

Conference 62

Conference Sales Enablement Biotechnology Insurance 62

The ROI Guy

FEBRUARY 27, 2019

Tad Travis, a Director in Gartner Research, is responsible for the CRM sales research agenda. Tad cut his teeth in pharmaceutical sales enablement before joining Salesforce, so he knows his stuff on both the demand and supply side.

Sales Enablement 40

Sales Enablement Pharmaceuticals Face-to-face SalesForce 40

Allego

NOVEMBER 10, 2020

In her interview, podcast host Mark Magnacca, Allego President and Co-Founder, discussed the ways training techniques have evolved to accommodate virtual product launch , remote sales pitches, and issues facing pharmaceutical companies during the pandemic. Here are five takeaways from that conversation. #1 Don’t overthink it.

Pharmaceuticals 71

Pharmaceuticals Biotechnology Face-to-face SalesForce 71

Increase Sales

FEBRUARY 8, 2012

Some days business marketing seems exciting and ripe with opportunity. Take the thrilling wonderland of social media marketing, for example. In this post we’ll share some of the secrets of good content marketers. Start with Goals and a Plan for Your Content Marketing ROI. Push marketing is over. But it works.

Social Media 107

Social Media Marketing Referrals ROI 107

Miller Heiman Group

MAY 15, 2019

Business buyers in today’s complex market are short on time and long on information. Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. A new map for the modern sales landscape.

Face-to-face 96

Face-to-face Pharmaceuticals Decision Maker Lead Rank 96

DiscoverOrg Sales

APRIL 5, 2016

In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing. HS: Of course.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

Hubspot Sales

NOVEMBER 29, 2021

Evaluate your marketing strategies and service infrastructure to see if you can improve how you attract and retain customers. Optimal pricing strategies vary from business to business based on factors like industry, market position, product suite, and external factors like broader economic circumstances. Drugs (Pharmaceutical): 14.10%.

Margin 103

Margin Chemicals Real Estate Strategy 103

Hubspot Sales

FEBRUARY 8, 2018

Here are some interesting findings from the data: Out of the 29 industries, Marketing and Advertising companies have the lowest email open rates. Tailor it to the specific person you're emailing: Research, research, research. Marketing and Advertising: 25%. What are best practices for email subject lines?

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

Hubspot Sales

JANUARY 15, 2020

Not only are stories engaging and memorable, research proves they’re even capable of planting ideas, thoughts, and emotions in your audience’s mind. From starting my own tutoring service in college to explaining the benefits of CMD Reporting to marketers today, helping people achieve better results is a passion of mine.

LinkedIn 118

LinkedIn Ideal Customer Profile Pharmaceuticals Retail 118

Allego

APRIL 16, 2024

I’m Deniz Olcay, vice president of marketing at Allego, stepping in for your regular host, Mark Magnacca. That’s something that previously might have taken a salesperson a day or a marketing person a couple of days to create. And now, I can now do it in a second. I have a tool that I’ve developed. It’s called GPT Follow-Up.

Hiring 62

Hiring Scale Proposal Analysis 62

Xactly

JUNE 27, 2018

Allergan is a leading pharmaceutical company headquartered in Dublin, Ireland. Creating a compensation plan that recognizes and drives the correct behavior from your sales team [and] understanding the market and customer needs is ongoing. What are the biggest challenges you face in your role today?

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

Sell Integrity

NOVEMBER 13, 2020

As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic companies are looking to find a firm footing and build back sales. It’s part of where we are in the market, and it’s what our customers deserve from us.

Pharmaceuticals 104

Pharmaceuticals Coaching Social Media Media 104

Sales and Marketing Management

NOVEMBER 22, 2017

This is more pronounced in some industries, such as pharmaceuticals, where regulations impact how much influence a rep has over the writing of prescriptions. Researchers across the world have used the same approach with other groups to replicate the results. Center for Decision Research, University of Chicago, 2008. Hsee, C., &

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Xactly

JUNE 27, 2018

Allergan is a leading pharmaceutical company headquartered in Dublin, Ireland. Creating a compensation plan that recognizes and drives the correct behavior from your sales team [and] understanding the market and customer needs is ongoing. What are the biggest challenges you face in your role today?

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Zoominfo

MAY 21, 2020

It takes time: researching a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection. When You’re Using an Account-Based Strategy Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing , or ABM).

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Pipeliner

JANUARY 5, 2021

Some of the industries we’ve done well in include manufacturing, insurance, finance and pharmaceutical companies (contact us for a fuller list). That means you don’t waste your time with technical personnel, marketing, or salespeople. Some are highly specialized or even transactional, and we’re not. Lead Sources.

Sales Qualified Lead 98

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 98