Articles
Sales leadership in turbulent times

Sales leadership in turbulent times

Continuing the theme of downsizing, Steven Rosen looks at how to manage the difficult and emotional issue of managing realignment in your sales team. Dan Smith is the VP of sales of a leading pharmaceutical company. He has been a sales leader in the Pharmaceutical Industry for the last 10 years. He has spent most of his pharmaceutical career...

Articles
How to create enough noise...with fewer reps

How to create enough noise...with fewer reps

As brand leaders face greater demands but possess less resources, Kristiaan Van Woensel asks how share of noise can be maintained in an age of sales force downsizing. As a communication consultant I come across the same situation over and over again these days. One message is consistent whether...

Articles
A penny for your thoughts - how much value does an idea have today?

A penny for your thoughts - how much value does an idea have...

As investors start 2010 in a nervous mood, David Grainger assesses how you can value novel ideas in the pharma and biotech industry. I remember very well a meeting in the mid 1990s when a venture capital partner told me that “a good idea is worth a million”…

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Editor's Picks

  1. FDA nominee Overton dodges questions on Trump influence
  2. Australia starts probe into AI infiltration of Medicare
  3. Lilly forges $3.35bn alliance with China's InnoCare
  4. Telix to buy radiopharma rival ITM for $1.65bn upfront
  5. Advocacy group pokes holes in Trump's MFN pricing claims

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