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.

Sales Management: High Quality Leadership, Higher Returns

Here’s a parallel between sales and operations: when it comes to efficiency and productivity, the higher the quality of leadership, the better the results. A recent posting on DDIWorld.com looks at this from the perspective of human resources leadership in manufacturing plants. But it applies equally to sales management. The article notes that the two […]

Learn more

Salesmanship: An Object Lesson

What could President Abraham Lincoln’s Gettysburg Address possibly have to do with sales training? Delivered in only two minutes, this profoundly stirring speech is an object lesson in persuasiveness. In just ten sentences, Lincoln adeptly used effective selling skills to rouse and unify his audience: 1) Tell a compelling and persuasive story: “Four score and […]

Learn more

New Draft Guidances Available for Compounders

In February 2014, we reported in Bio/Pharmaceutical Outsourcing Report on FDA’s voluntary program under which compounding pharmacies may register as outsourcing facilities and become subject to GMP requirements, and how this could open the door for some of these firms to branch into other contract services, such as analytical services or clinical drug supplies. Over […]

Learn more

Sales Effectiveness: Manage Where it Counts

A large, cross-industry study conducted by Vantage Point Performance and the Sales Education Foundation identified over 300 metrics defined by company leaders as being important to effective sales management. Each metric was categorized into one of three buckets: Business Results (revenue, market share, etc.) Sales Objectives (winning customers, selling products, etc.) Sales Activities (number of […]

Learn more

Clinical-Scale Injectables Manufacturing and Packaging

In the world of CMC development services, there recently have been some notable acquisitions of companies with clinical scale injectables operations. AMRI acquired Oso Biopharmaceuticals in late 2014, and Piramal acquired Coldstream in January 2015. These acquisitions bring strategic synergies that poise both AMRI and Piramal well in a market with significant anticipated growth, which […]

Learn more

Increase Revenue by Aligning Sales and Marketing

Most large companies are very sales-oriented, yet may not also embrace marketing as an integral element to driving revenue. There’s significant data from many studies that shows the value of dual sales and marketing strategies in establishing stable long-term growth (rather than unstable short-term results). Sales people tend to focus on quotas, immediate selling opportunities, […]

Learn more

New Year, New Tactics for (Sales) Productivity

Even if you’re not a fan of New Year resolutions, you may want to consider some of the productivity tips suggested in a recent issue of Inc. magazine. 23 Best Productivity Hacks: This year’s best tips for boosting productivity, by Larry Kim, offers several very simple techniques that can easily – even painlessly – be […]

Learn more

Commercial Dose Manufacturing and Packaging

PharmSource’s Database of Contract Service Providers includes 449 companies that provide commercial dose manufacturing and packaging services at sites around the world. In addition to commercial packaging, companies in this category offer commercial services including manufacture of injectables; non-sterile semi-solids and liquids; soft gelatin capsules; solid dosage forms; sterile non-injectable products; and transdermal dosage forms. […]

Learn more

Sales Strategy: Rating the Long-Term Value of Your Clients

If you believe the current “up” selling cycle will continue indefinitely, history says otherwise: as we’re often reminded, history repeats itself. Will you be ready for change before it comes? By strategically seeking and electing to work with clients with higher long-term value, you can be better prepared in advance for inevitable change. Here’s why: […]

Learn more

Successful Sales: What Makes an A-Player

It goes without saying that many, many salespeople are competent, yet relatively few are truly exceptional performers. The firm Zenger Folkman conducted a large study to identify the behaviors exhibited by A-Players, and understand how they differ from average achievers. The study is summarized in recent a Harvard Business Review Blog Network posting. The study […]

Learn more