Posts by Judy Ludwin Miller

Judy has been with PharmSource since 1998, and is Vice President and co-owner. She brings a wealth of experience in management, marketing, business development and sales consulting. Judy holds a BA degree from NYU and an MBA degree from Northeastern University.

Lead Generation: Two Cardinal Rules for CRM Success

Customer Relationship Management (CRM) software should measurably improve business outcomes. When well implemented and expertly managed, it can yield significant gains in internal productivity and promote company-wide collaboration. Data is the linchpin on which CRMs rest, and this foundation needs to be soundly built and maintained. This requires that marketing, inside sales and field sales […]

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Sales Analytics: Strategic Territory Assignments

It’s common to organize sales staff by geographic territory. This may seem to make sense in terms of controlling travel time and costs, and developing expertise by region, but it can leave room for hidden workload imbalances: Should you take steps to equalize the “opportunity quotient” of different territories? This takes into account differences in […]

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Lead Generation:
Robots Vs. Humans—And the Winner is…

    Occasionally, we hear about companies that use robotic methods to find bio/pharma business leads. What about the quality of information that’s harvested by automatons–and the coverage that gets missed using this method? There are some potential shortcomings of significance: Coverage of specialty medical conferences (like ASCO, AACR and many others).Many abstracts at these events […]

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3-Step Rx for Overcoming CRM Dysfunction

“Don’t care if a salesperson isn’t paying attention to the [CRM] system? Then suffer the consequences. The most successful CRM systems are at companies where the system is the culture. Do what’s necessary to help your people adapt. Give them training and support. But in return require them to use the system. Because if it’s […]

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Valuable Sales Performance Info Hides in Plain Sight

“It’s not enough to look at aggregate performance across the sales force; aggregation hides insight.”1. A useful approach to assessing individual sales behaviors—and the conduct of small teams—is to identify what works among different customer segments, or what works for selling certain types of products or services. An HBR blog posting on this topic cites […]

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Early Phase Chemical API Product Development Opportunities

This is a snapshot of new business opportunities likely to surface soon in specific companies with small molecule API drug candidates that are currently in the earliest phases of clinical development. It also points to opportunities arising from newly funded early stage drug companies whose focus is on chemical APIs, but don’t yet have products. […]

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True or False: Annual reviews improve employee sales performance

According to a study done by SHRM, 97% of its member organizations conduct regular performance reviews, yet just 2% received a grade of “A” for effectively managing performance reviews. Done right, annual performance evaluations require a significant time commitment from sales managers, and this time suck grows exponentially based on the size of the sales […]

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How to Fall in Love Anew—with Your Job

If you’ve ever felt like you’re in a rut with your BD role, you’re not alone. Sales is difficult work, where you often may be faced with challenges from clients, objections from prospects, the “same old same old,” and pressures from above. If you’re invested in your company and motivated to see things through, here […]

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Watch for Strategic Changes in Bio/Pharma Purchasing

No matter how good the selling environment may be, bio/pharmaceutical companies are powerful buyers. Would you recognize subtle changes in the behavior of your buyers? It can be crucial to stay attuned for these shifts, so you can anticipate and plan for changing times. While most CROs, CMOs and CDMOs are enjoying today’s flourishing selling […]

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