Read The Blog

Beyond key account management: the value revolution

Today, few in the pharmaceutical industry need to be convinced that key account management (KAM) will be a cornerstone strategy in selling pharmaceuticals. But is KAM living up to the great expectations? Some pharma executives believe that much more must be done…and start pushing the boundaries.

Read full blog post here

Will KAM save the day?

Most pharma companies have embarked on key account management (KAM) initiatives in one way or another.

But building a true KAM competency can be a costly proposition. And in an environment where so many organizations are cutting costs, pharmaceutical executives need to ask some tough questions: How exactly do we create new value through KAM? Are we there yet?

Read full blog post here

Is KAM already the old model?

Most pharmaceutical companies embrace the concept of key account management (KAM), and have taken steps to ensure the role builds loyalty with important customers.

In private, however, sales executives often question whether KAM positions have actually created more value. Some readily admit that not much has really changed, other than titles. So, is KAM just the latest fad to join CRM, disease management and reengineering on the scrap heap of management’s miracle cures?

Read full blog post here

Transitioning from sales to client value

Denise Freier, director of sales programs and execution, global sales operation at IBM, will be presenting at eyeforpharma’s upcoming Selling Pharmaceuticals in 2015 Executive Forum. Freier, who played an integral role in IBM’s transformation from a selling method to a value method that prioritizes customers’ needs, offers insight to pharma companies considering a similar transition.

Read full blog post here