FACT: The shift from primary care to specialist markets creates opportunity for pharma to employ high engagement activities that promote peer-to-peer selling.
FACT: Customers possess multiple direct sources of information so reps must redefine the selling relationship, prioritizing value to practice and level of influence.
FACT: Improved access to drug information increases the role of the patient, with greater influence to initiate and adhere to medication.
What does all this mean to you?
Risk aversion can stifle innovation. Your agency should confidently guide you through the anxiety of an evolving market, from project conceptualization to delivery.
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