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Your Launch Plan Is Done. Your Reps Still Can’t Sell.
CUSTOMER ENGAGEMENT EXCELLENCE What a Customer Engagement Model Does That a Sales Model Can’t by Barb Farley, Vice President Client Services What is a customer engagement model, and why do pharma companies need one? It is a single framework that aligns everyone who touches a physician’s practice, sales, medical, reimbursement, and patient support, on how […]
CUSTOMER ENGAGEMENT EXCELLENCE Why HCP Engagement Fails: The Problem Starts Before the Rep by Barb Farley, Vice President Client Services Why does HCP engagement keep underperforming even after new training and tools? Because the usual fixes target the rep while the causes sit in the company’s own setup: field teams are graded on how much […]
