Sales
Why the Emotional Sell is More Critical Than Ever
The role that emotion plays in the sales process is often underestimated; it is widely accepted that those who form the emotional connection with customers are most likely to succeed. Why is it then, asks Dr Pamela Walker, that sales reps are often completely removed from the insight and strategy process?
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Pharma Top 50
Pharm Exec’s Top 50 Pharma Companies
Our annual Pharma 50 listing is clear proof that once-small and midsize biopharma companies are moving up to join the top ranks of big Pharma. Specialty drug sales, record-breaking M&A paired with tax synergies, and global expansion helped to bring a new face into this year's Pharma 50 top 10, and substantially boosted the rankings of several others.
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Pharma 50 Slide Show
If you’re pressed for time, as want “just the facts”, click here for a rundown of the Pharma Top 50 list.
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Legal
Sales Personnel Contracts, Sword or Shield for M&A Valuation
Determining a company’s acquisition/merger value requires an intensive due diligence process. Attorney Gregg Metzger discusses sales force contracts which, especially for life science companies, cannot be overlooked.
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Strategy
Blockbuster 2.0: Eight Ways to Follow That Leader
Over the past decade, many industry journalists, analysts, and consultants presumed that specialty markets, pricing pressures, and pharmacogenetic testing would kill off billion-dollar products. However—to paraphrase Mark Twain—reports of the death of the blockbuster have been widely exaggerated, write Stan Bernard and Janet Wells.
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