The bigger the “why”, the easier the “how”.

Your comments to the previous post suggest that you feel that your marketing departments are not in touch with the sales reps. My observation has been that the sales aids that are supposed to be the foundation of your sales pitches are generally lousy. The language in them is mostly stiff and dead. There are many reasons for that but the three key ones are: 1. Marketing is not in touch with sales; 2. Fear of saying what needs to be said dominates everything; 3. Most creative marketers left Pharma to work for the Googles of the world. You are on your own now. The point here is that if you want be successful you will have to sharpen your skills. You are the ones who have to be in touch with reality of sales. You are the ones who have to say what needs to be said. You are the ones who have to be creative. From the time I started this blog I have beeng saying that it is not about your companies or products; it’s all about you. You are the brand that needs to be promoted, you are the biggest asset that you companies have whether they recognize that or not. Please be clear about that. So how are you going to do what needs to be done? The first step is to realize that the bigger is the “why”, the easier is the “how”. Know what you want, put all the key elements that we talked about in place and the results will come.