Tag Archives: Share of Mind
Validation of Thinking Like a Customer
Part of my quest for continual improvement is reading the latest business books. These may spark new ideas or provide confirmation of what I’ve been advocating as a sales and business consultant. So it was gratifying to start reading Guy … Continue reading →
Gaining Access—both Physical and Mental
Pharmaceutical companies direct lots of resources at getting samples to patients. Not only does it help patients save money and give physicians the chance to see how a particular medicine works but samples also increase sales representatives’ access to doctors. Studies have repeatedly shown that without samples physicians would limit access to only 10% of sales representatives.
When you think about access, there are basically 2 types—mental and physical. No doubt Continue reading →
Sales Relationships are Vital: Time to Revisit the Sales Paradigm
You would have to be a hermit not to see the sea changes in the Pharmaceutical Industry and in many industries today. The pure economics of our times dictate that we revisit almost each aspect of our business in an effort to survive and thrive in a new and more challenging business environment. Take the traditional sales approach most companies employ. Share of voice was the old Pharma refrain. Now the new mantra is share of mind, which is a definite improvement. But why are we still not giving “relationships” the level of importance they deserve? Continue reading →
