Commercial Excellence
Thankful: Appreciation as a Commercial Leadership Practice
Research shows we are less likely to say thank you at work than anywhere else. For commercial leaders, that gap is a chance to...
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Commercial Excellence
Trained for the Call, Not the Account
Roughly eight in ten US physicians now practice as employees of health systems or other corporate entities. The prescriber your rep meets on Tuesday...
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Commercial Excellence
The September Conversation: How Biopharma Leaders Refocus Their Teams for the Fourth Quarter
Fall has arrived and during September the pace of business changes. Summer is over, the team is back out in the field, and the...
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Commercial Excellence
Beyond the Call: What Top Performers See That Others Miss
Most sales training focuses on the call. This article, written by WLH founder Dr. Wendy Heckelman for LTEN’s Focus magazine, makes the case for...
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Commercial Excellence
Equipping Sales Teams with Account Acumen: Close that gap using our M.A.P.P.E.™ framework
When territory composition varies widely and the market keeps shifting, sales professionals need more than instinct. They need a repeatable way to understand each...
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Commercial Excellence
The Account, Uncovered: Taking Insights to the Next Level
Traditional pre-call planning is no longer enough in today’s complex healthcare ecosystem. High-performing biopharma reps build ecosystem acumen by reading account-level changes in ownership,...
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Commercial Excellence
The Hidden Reason Biopharma Cross-Functional Teams Underperform
Cross-functional misalignment in biopharma is often treated as a people problem, but the root cause is usually structural. When Medical Affairs, Commercial, and Market...
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Commercial Excellence
Ecosystem Acumen: Taking Field Capability to the Next Level
As healthcare decision-making becomes more complex, field teams need more than traditional pre-call planning. Strong ecosystem acumen helps reps identify account-level shifts in ownership,...
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Commercial Excellence
Reframing Account Management as an Enterprise Capability
Most life sciences organizations have built account teams, yet many still struggle with fragmented execution. This article explores how leadership alignment, shared account management...
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Commercial Excellence
Before the Pre-Call Plan: Why Every Biopharma Rep Needs an Account Engagement Mindset
For decades, the biopharma sales rep playbook has had a clear sequence: Build a territory plan, segment and prioritize HCP, and then pre-call plan...
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Commercial Excellence
Medical, Sales, and Access: Balancing the Three-Legged Stool
Medical, Sales, and Access: Balancing the Three-Legged Stool Every pharmaceutical company talks about cross-functional collaboration. The aspiration is clear: sales, medical affairs, and market...
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Commercial Excellence
Conducting a Leadership Strategy Assessment: 5 Key Benefits
Before investing in new leadership development programs — or retooling existing ones — it pays to assess what you actually have in place. A...
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