Research has found that biopharma sales reps who tailor their sales approach to the key interests of their target prescribers drive sales at a significantly higher rate than those who do not. In this blog post, we explore an innovative methodology for classifying prescriber targets, and outline a strategy for leveraging their key interests to optimize sales.

The prescribing behavior exhibited by HCPs and the loyalty they have to the products they prescribe are two critical elements that inform how biopharma sales representatives sell to HCPs. In this blog post, we explore whether an HCP is more likely to switch product loyalty or behavioral segment, and what the implications of this answer are for your sales strategy.

Critical to the productivity and efficiency of your sales force is ensuring the optimal targets are being identified and assigned the proper call frequency. In this blog post, we explore how to determine the accuracy of your biopharma targets.

One of the critical components to maximizing a sales force’s productivity and efficiency is call planning. In this blog post, we explore why sales representatives don’t always follow call plans and why this may be beneficial for a company’s bottom line.

Let’s examine some of the key attributes that can be used to determine the productivity and efficiency of sales calls made to targets, which we’ve not only summarized into an easy to remember acronym—GAPPS®—but also developed into a statistically-based diagnostic tool.

The easiest way of targeting HCPs is to pursue those who are prescribing in high volume in the therapeutic class. However, seldom is the easy way also the best way to target HCPs. Let’s explore why and how HCPs should be targeted in order to drive sales and adoption.

Targeting the right physicians for a biopharma product launch is critical to getting the product out of the gates quickly and achieving fast adoption. In this blog post, we explore why your physician segmentation and targeting methodology needs to go beyond standard methodologies to drive sales for a new product launch.

Oftentimes, biopharma companies set call plans on physician targets based on response curves even though they are fraught with error. In this blog post, we discuss the limitations of relying on response curves and introduce a different methodology that can achieve better results.

Social distancing does not mean that the selling process has to stop; life sciences companies can alter their selling strategies and engage in teledetailing.

Although social distancing during COVID-19 is making face-to-face interactions impossible, here’s why the current state of doctor’s offices means there’s something life sciences sales people can do to help.