KEY TAKEAWAY: Manhattan Research study finds that pharma sales tactics haven’t kept pace with the evolving behavior and information needs of today’s physicians. In addition KRC Research found that Most physicians recognize and value contributions made by pharmaceutical and biotech companies, but they do not use this information in isolation.  Continue reading →

KEY TAKEAWAY: The percentage of physicians who do not permit access to medical industry salespeople, who include device-maker reps, has grown to 36.5% in 2016, up from 22.9% in 2010, according to a new survey by the research firm SK&A. And, significantly, among the increasing number of physicians employed by hospitals and health systems, the no-access rate tops 50%. So does pharma really need sales reps? Continue reading →