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The hard sell: skills for the modern medical sales rep to thrive

There has been a huge mind-set shift within pharma from a company and brand focus to a customer first approach. It takes time for delivery and operations to catch up with the new vision and the industry is still grappling with what commercial models of the future need to look like.

PharmaTimes recently published an insightful article exploring this topic, including commentary from Ashfield: 

  • John Gerow talks about a new sales model for the era of patient centricity, with a service team driven to not talk about brands but to focus on delivering value for patients
  • Karen Bell discusses the skills required for reps to succeed in a multichannel world, given that around half of today’s healthcare professionals rely heavily on digital and remote channels as a primary source for medical enquiries and medical education
  • Paul Frater and Adam Zaeske, the managing director of Takeda UK, debate insourcing vs. outsourcing with comments on our lengthy, successful partnership. 
To read the full article, please click here.

17th November 2016



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