By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
Health Works CollectiveHealth Works CollectiveHealth Works Collective
  • Health
    • Mental Health
    Health
    Healthcare organizations are operating on slimmer profit margins than ever. One report in August showed that they are even lower than the beginning of the…
    Show More
    Top News
    improving patient experience
    6 Ways to Improve Patient Satisfaction Within Hospitals
    December 1, 2021
    degree for healthcare job
    What Are The Health Benefits Of Having A Degree?
    March 9, 2022
    custom software development is changing healthcare
    Digital Customer Journey Mapping and its Importance for Healthcare
    July 21, 2022
    Latest News
    Grounded Healing: A Natural Ally for Sustainable Healthcare Systems
    May 16, 2025
    Learn how to Renew your Medical Card in West Virginia
    May 16, 2025
    Choosing the Right Supplement Manufacturer for Your Brand
    May 1, 2025
    Engineering Temporary Hospitals for Extreme Weather
    April 24, 2025
  • Policy and Law
    • Global Healthcare
    • Medical Ethics
    Policy and Law
    Get the latest updates about Insurance policies and Laws in the Healthcare industry for different geographical locations.
    Show More
    Top News
    Can Thinking Younger Make You Live Longer?
    April 20, 2011
    Image
    Obesity’s Outlook Unchanged
    June 13, 2011
    When It’s An Emergency Elderly Not Treated As Well in Hospitals
    July 16, 2011
    Latest News
    Building Smarter Care Teams: Aligning Roles, Structure, and Clinical Expertise
    May 18, 2025
    The Critical Role of Healthcare in Personal Injury Recovery: A Comprehensive Guide for Victims
    May 14, 2025
    The Backbone of Successful Trials: Clinical Data Management
    April 28, 2025
    Advancing Your Healthcare Career through Education and Specialization
    April 16, 2025
  • Medical Innovations
  • News
  • Wellness
  • Tech
Search
© 2023 HealthWorks Collective. All Rights Reserved.
Reading: Year in Review 2013: Sales
Share
Notification Show More
Font ResizerAa
Health Works CollectiveHealth Works Collective
Font ResizerAa
Search
Follow US
  • About
  • Contact
  • Privacy
© 2023 HealthWorks Collective. All Rights Reserved.
Health Works Collective > Business > Finance > Year in Review 2013: Sales
BusinessFinanceHospital Administration

Year in Review 2013: Sales

eyeforpharma
Last updated: December 31, 2013 9:00 am
eyeforpharma
Share
5 Min Read
SHARE
Précis: 
In the second of our ‘year in review’ pieces, we’re looking at the best of our sales content from 2013. It’s been a peculiar year for sales, it’s the year everything changed and yet, miraculously managed to stay the same.
Précis: 
In the second of our ‘year in review’ pieces, we’re looking at the best of our sales content from 2013. It’s been a peculiar year for sales, it’s the year everything changed and yet, miraculously managed to stay the same. Take a look at my selection below to see what I mean:

#1 – Keep It Simple: Improving Sales Force Effectiveness

The first piece I wanted to highlight comes from our flagship Barcelona conference earlier this year and argues for renewed focus on the core tenants of sales. Adam Wood, Training & Sales Excellence at Bayer’s Global Marketing Operations, reminds us that despite the ongoing initiatives in customer-centricity and patient centric approaches, when it comes to sales, it’s important not to forget to actually concentrate once in a while on the fundamentals. Wood makes the argument that Sales Force Excellence is alive and well, it’s simply evolving, read more by clicking the link above.

#2 – The Three Components Series

Continuing our ‘back to basics’ theme for the moment, a valuable addition to the eyeforpharma Columnists roster this year was Ifti Ahmed, the former Head of Sales Academy at Merck Serono and current Managing Partner at Titanium Partners. He provided our audience with easily our most popular column of 2013 – and it started with the miniseries ‘The Three Components of a Successful Sale’.

This four part series examines the overall structure of a sale, before breaking down and examining each individual component in extraordinarily comprehensive detail. The first part can be read by clicking the link above, where you’ll also find links to the rest of the series – I strongly recommend this for anyone in the sales field!

#3 – Working with ACOs – Pharma as a Trusted Advisor

After several years and numerous messy debates in the senate, the Affordable Care Act came into full force in the US earlier on this year. The debate over public vs private care reignited earlier this year too following a Democratic/Republic head to head and a government shutdown.

Despite this theatre though, the reality is that with legislation now in effect and the framework well and truly in place, the pharmaceutical industry needs to reacquaint itself with the American Healthcare Industry. One new addition to stakeholder ranks is the Accountable Care Organization (ACO), and earlier on this year, Howard Buff, CEO of Orange Health Solutions shared his thoughts on how the industry might be able to collaborate and ingratiate with ACOs for the mutual benefit of industry and physician.

#4 – Understanding and Selling Value – the Role of the Sales Team

One key word of the 2013 was ‘value’, value added services, beyond the pill, customer-centricity; they’re now seeping into every aspect of the pharmaceutical model. Naturally, this includes sales. As such, James Robinson of Model N explains why your sales teams need to be looking beyond the obvious, and highlighting the inherent value in the products and services you provide.

#5 – (White Paper) Tomorrow’s Salesperson

One of our biggest white paper projects of the year was ‘Tomorrow’s Salesperson’. The paper, which features interviews from some of the industry’s most forward-thinking minds, examines where sales will be in years to come and lays out the steps you need to take today to ensure you get there.

As always, the paper is free to download and I believe that it’s a valuable peek into what’s in store for pharmaceutical sales.

TAGGED:sales
Share This Article
Facebook Copy Link Print
Share

Stay Connected

1.5kFollowersLike
4.5kFollowersFollow
2.8kFollowersPin
136kSubscribersSubscribe

Latest News

Clinical Expertise
Building Smarter Care Teams: Aligning Roles, Structure, and Clinical Expertise
Health care
May 18, 2025
Grounded Healing: A Natural Ally for Sustainable Healthcare Systems
Grounded Healing: A Natural Ally for Sustainable Healthcare Systems
Health
May 15, 2025
Learn how to Renew your Medical Card in West Virginia
Learn how to Renew your Medical Card in West Virginia
Health
May 15, 2025
Dr. Klaus Rentrop Shares Acute Myocardial Infarction heart treatment
Dr. Klaus Rentrop Shares Acute Myocardial Infarction
Cardiology
May 13, 2025

You Might also Like

Attracting New Patients With Facebook’s New Local Awareness Ads

October 11, 2014
BusinessPolicy & Law

Employer Health Insurance Premiums: A Stunning Graphic from Aaron Carroll

November 29, 2011

Global Size and Growth of Spine Surgery Market Segments

July 7, 2011

Humor Matters in Healthcare

November 20, 2013
Subscribe
Subscribe to our newsletter to get our newest articles instantly!
Follow US
© 2008-2025 HealthWorks Collective. All Rights Reserved.
  • About
  • Contact
  • Privacy
Welcome Back!

Sign in to your account

Username or Email Address
Password

Lost your password?