RESEARCH TRIANGLE PARK, NC--(Marketwire - July 20, 2010) - Jason Richardson, president of business intelligence leader Cutting Edge Information, will deliver the opening address at CBI's 3rd Annual Summit on Evolving the Pharma Sales Model next week in Philadelphia, PA (July 28th).
Key Topics in Reinventing Sales forces
Richardson's discussion, based on Cutting Edge Information's ongoing work in the fast-changing world of Life Science Sales, Medical Affairs and Physician Relationship Management, will focus on topics including:
* How the pharma sales model has evolved over the past 15 years -- The transition from massive expansion to doctor rebellion to sales force contraction.
* The rise of Medical Science Liaisons -- How MSL access compares to sales force access
* Changing investments in pharmaceutical sales forces -- Sales forces are still huge and expensive assets requiring careful management to maximize ROI
* Where the industry is headed now -- Call centers, virtual reps, E-detailing, closed loop marketing, Voice of Customer and social networking
Richardson will present previously unavailable data from Cutting Edge Information's eight-year longitudinal sales force studies. His presentation, "Reinventing Pharmaceutical Sales Forces," will begin at 8:45 a.m. following Pharmaceutical Executive Magazine editor-in-chief Bill Looney's opening remarks.
Changing Models and Critical Role
"The turmoil of the last several years has not reduced the need for companies to wisely manage their sales forces," said Richardson. "The nature of the work and the type of communication has changed, but the value of reps pounding the pavement has not gone down. Those reps are still the face of the company to most doctors. The sales representative's value cannot be overestimated as companies work to build trust with and access to physicians and thought leaders."
In addition to Richardson's opening remarks at CBI's Evolving the Pharma Sales Model conference, Cutting Edge Information will also be represented at CBI's concurrent event, Patient-Centered Marketing. Eric Bolesh, director of research, will present the most recent findings on tracking patient education's rise, reaching the brand's audience and measuring the success of patient education.
ABOUT CUTTING EDGE INFORMATION: CEI specializes in two broad areas: the pharmaceutical industry and topics of cross-industry interest. Its mission is to be the first place that executives turn when they need information to make decisions. Visit http://www.cuttingedgeinfo.com for more details.
Contact Information:
CONTACT:
Stephanie Swanson
919-433-0212