MarketGEM™ for Pharma Sales

MarketGEM delivers the “Why” Chromosome in Pharma Sales. In the world of pharmaceutical sales, organisations frequently struggle to understand the behaviour of consultants and other
practitioners in acceptance and prescription of their products and so miss valuable opportunities to do further business, expand relationships and maximise growth potential.

MarketGEM is a new hybrid tool for your marketing armoury, a subtle yet effective combination of database strategy, analytics and market research that not only delivers the "who, what, when and how" but answers the question "why" these contacts behave as they do.

How can we prove / disprove other pharma marketing factors?

The results can help identify how health professionals view an organisation, its products and
services, how these views influence prescription, recommendation and referral and ultimately how the sales organisation measures up to those preconceptions.

What do we do well in comparison to competitors?

Armed with this knowledge they can ensure their marketing and sales strategy addresses these issues to pre-empt customer churn, increase business with existing prescribers and support new
business development.

For example - a greater understanding of practitioner’s views… from willingness to be an early adopter of a new medication to preferences for one-to–one sales experiences over group sell
sessions… can assist in building the relationship. Similarly, do a younger more dynamic sales team perform better than the older, “experienced” sales force members when dealing with certain types of consultants? Why is a specific sales team most successful?

A MarketGEM™ project provides specific details of opportunities e.g. who to contact and what proposition to present, what channels to use and the terms in which to couch what’s on offer so the business can act upon the results and benefit immediately from the project.

This technique can address some of the key business imperatives uppermost in the minds of marketers:

• The need to know more about their customers
• How to identify and protect against churn
• Direction for growth
• Areas where service needs improvement
• Pinpointing the opportunities for cross sell and up sell

Does your organisation need to understand the “Why” Chromosome in Pharma Sales?