Creating meaningful dialogues with audiences through insightful interactivity
Ranked #23,621 in Health, #239,989 overall
Connection without insight is intelligence lost
This lens will provide a myriad of topics and information relating to Healthcare, Sales Force Effectiveness, Marketing, Communications and much, much more. Anything that we think may be relevant to those of you who visit our lens, we're going to provide to you on this lens. This way you have one convenient location to find information you're looking for when it comes to Healthcare and communication. Please interact with us, so we can get to know one another and begin building our own dialogue.
Thanks for taking the time to visit us, please let us know what we're doing right and what can be improved upon. Feel free to email us!
Table of Contents
Our lens at a glance
- M3 Health Duel - The Future of Sales Reps
- Why Digital Communications Miss the Mark
- How Digital Communications Can Hit the Mark
- WE WANT TO HEAR FROM YOU
- Increasing Sales Force Effectiveness
- M3 Health
- Translating insights into dialogue
- Interested in finding out more about M3 Health?
- M3 Health Solutions
- M3 Health Hits
- A mix of Healthcare and Marketing sites
- Our favorite 'Communication' & 'Dialogue' quotes
- Relevant links to some of the best healthcare information on the web
- Pharmalot
- Connection without insight is intelligence lost
- Relevant Stuff on Amazon
M3 Health Duel - The Future of Sales Reps
Duel to dialogue
This module has been included to help create a dialogue with our visitors. M3 Health will be posting duel topics relevant to our lens. We want to hear your opinions. We'll start with ours and hopefully we can start some extremely important dialogues on our topics.
How do you see the role of the healthcare sales rep changing in the next 5 years?
Fetching blurbs now... please stand bySales reps will become extinct
Cindy Gourgue says:
Actually the answer is both. In 5 years, sales reps will be extinct as we know them today. Physicians may be interested in new infomation they get from reps, but do not have time or desire to see so many in the office every week. So instead, physicians will get information in other ways, ie electronically, and only call in reps when they need a healthcare partner, ie information on very specific issues. And they will only be calling on the very best.
Posted July 31, 2008
Sales reps will take on more of a partnering role with HCPs
Rich B says:
I agree, the reps need to be better prepared for the changing landscape of the rep/physician engagement.
Reps need to be valued and use technology, not fear it.
Posted July 31, 2008
M3Health says:
Approximately 20% of physicians today do not see sales reps at all, and 50% of those that do, report the interaction lasts 30 seconds or less. With 90,000 sales reps already calling on approximately 400,000 physicians, clearly putting more sales reps in the field?already cost prohibitive?is not the solution.
Today, virtually every pharmaceutical company is searching for new and cost effective ways to overcome decreased sales force access to physicians. Physicians are also demanding representatives deliver more timely, unbiased, clinical information that adds tangible value to their practice.
Posted July 23, 2008
Mr C says:
Over the next 3 years I beleive that there will be extreme consolidation in this field. There will be fewer, more specialized reps handling the heavy lifting for new brands, specialty products and new important findings for critical products.
Posted July 14, 2008
Why Digital Communications Miss the Mark
Please vote on the reasons below, OR feel free to add to the list!
In today's environment, digital communications are becoming more relevant in healthcare. With that being said, a number of agencies and healthcare companies are missing the mark with their digital communications. Below are the top reasons why these digital communications are missing the mark, according M3 Health. Please vote for the reason that you feel is the biggest inhibitor to good digital communication OR feel free to add to the list.
Lack of Understanding the Power of Consumer Insights
In order for your digital communications to be successful, you first need understand the importance of collecting, storing, and analyzing customer insights. Next you need to understand how to convert these insights into intelligence. Finally, you have to take the intelligence that you gleaned and apply it to a customers strategic imperatives...most don't get it.1 point
Lack of Vision for Technology as an Enabler
Most healthcare organizations don't see technology as an enabler. They don't invest in developing/evolving it. They simply borrow their ideas from other technology trends (ie. social media, iPods, etc.) These trends are often one and done. There is no focus on customer database development, segmentation or marketing abilities. Again, there is no investment in driving an extended customer relationship...this is seen in poor strategic recommendations, program selection, & sub-par execution.1 point
Superficial Focus
Traditional Advertising Agencies & Healthcare organizations focus on the superficial aspect of communications. Unfortunately, they don't have much dimension to their thinking. The do not know the first step to take when it comes to establishing and perpetuating a dialogue with their audience.0 points
How Digital Communications Can Hit the Mark
Please vote on the reasons below, OR feel free to add to the list!
In another module on this page, M3 Health lists the reasons why we think healthcare's digital communications are missing the mark. M3 Health is a big believer in identifying problems and then coming up with creative solutions. With that being said, how can we simply list the reasons why digital communications are missing the mark without providing our thoughts on how healthcare can improve upon their digital communications? Below are the top ways in which we think healthcare's digital communications can be improved. Please feel free to vote up your favorites, OR add to the list!
Insight Collection
Traditional interactive/digital content provides no customer insights and therefore miss out on the opportunity to gain any additional intelligence out of their initiatives. By hooking up your digital communications with a database, insights can be collected, stored, analyzed, and aligned with your strategic imperatives in order to better meet your customer's needs in future communications.1 point
Understand & Leverage Technology
Technology is advancing faster than ever before in human history. You must embrace technology integration as a key strategy in your marketing plans if you want to gain greater customer intimacy and connection.1 point
Closing the Communication Gap
It is imperative that healthcare organizations learn to "Close the communication gap" between marketing and sales, marketing and HCPs, consultants and medical/marketing, sales and customers, and marketing and patients/caregivers. In order to do this, you must understand what these relationships require and respond to.0 points
WE WANT TO HEAR FROM YOU
Sign our Guestbook so we know you visited our Lens
M3 Health can have a dialogue with ourselves, but it's much more fun to hear from you. Sign our guest book so we can start our dialogue.
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Reply
- Cindy Gourgue Cindy Gourgue Jul 31, 2008 @ 2:56 pm
- Nicely done.
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Reply
- Mr C Mr C Jul 14, 2008 @ 8:36 pm
- Looking RT...I'm proud to be the first guest to appear on the sight.
Let's talk tomorrow on ways in which we can enhance the dialogue with others.
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Reply
- lilflyers3 lilflyers3 Jun 19, 2008 @ 3:38 pm
- Great start team!
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Reply
- M3Health M3Health Jun 19, 2008 @ 3:33 pm
- It only takes a few seconds to sign the guest book. Please let us know you visited our lens :)
- M3 Health
Increasing Sales Force Effectiveness
Training and empowering your Sales Force with new technologies
As your sales force continues to dwindle due to the majority of companies/brands cutting costs, it is now becoming even more critical to properly train and empower your remaining reps.
The 'do more with less' era has begun and those of you who embrace the new paradigm by making 'technology integration' a key strategy in your marketing plans will lead the way for all others. From tablet PC detailing to social networks, new technologies are out there for use in the healthcare space. It's now a matter of finding out what technologies can work best for you and your reps.M3 Health's foundation is technology innovation. When it comes to training your sales force on new data, new promotional tools, or even proper selling techniques in this new age, M3 Health can facilitate that training virtually. There are no travel and accommodation costs as there are at on-site training, no opportunity costs that occur when reps are out of territory for a day or more, and no future training costs which arise when a new rep is brought on board post-training.
Virtual training has significant benefits that on-site training simply can't provide. By utilizing High-Definition Video & Audio, flash programing, web-based hosting & archiving, and database integration, rep training communications can deliver your message to your sales force at a time that is convenient for them, with a lead KOL or internal champion delivering the message, and provide question & answer sessions that are built into the program to test for comprehension.
The M3 Engine can automatically keep you updated with those reps who have and have not yet completed their training session, as well as, provide strategic insights gleaned from the question & answer sections of the program. Another huge benefit is the archival ability of our communications. Any new reps that come on board can access the communications in order to get up to speed on your brand as quickly as possible. With a properly trained sales force, your potential to 'do more with less' drastically increases.New technologies are not only being used for training your sales force, they are also being used as in-field tools to empower your sales force. With less and less physicians seeing reps on a regular basis, your sales force has to continually prove their value to physicians. Being well trained is one way to show value.
Another way is to have tools at your disposal that are relevant to your target physicians. When reps are in territory, they may have 30 seconds with a customer if they're lucky, but after that 30 seconds is up, the communication ends. M3 Health has created desktop-based tools that reside on a reps laptop/tablet/desktop. These tools house all of your brands' pre-approved electronic assets. Reps have the ability to e-mail out electronic communications to their customers after they can obtain an opt-in to receive communications. For example, a new study just produced some great results for your drug and you get the lead investigator of the study to do a 30 second to a minute sound bite on the study and why it's beneficial. That sound bite is housed on your reps laptop/tablet/desktop and after a on-site visit with a physician, your reps can obtain an email address of the physician and email out that sound bite to him/her. The physician then has the ability to review the sound bite at his/her convenience. Perhaps there are a few strategic questions after the sound bite is finished that you'd like the physician to answer. That data is collected, stored, analyzed and reported back to you on a regular basis. You have now successfully continued your dialogue post-office visit.Training and empowerment tools such as these are the future of rep detailing. In the 'do more with less' era those of you who embrace the new paradigm by making 'technology integration' a key strategy in your marketing plans will lead the way for all others.
Here's my favorite link:
Translating insights into dialogue
This is our view on the best approach with the current technologies available
Whether you're trying to communicate with an audience of your peers, physicians, sales representatives, or consumers, there is one thing that's apparent in today's environment: getting everyone to listen and interact at the same time/place is almost impossible. When you can get everyone together, more often than not, it's extremely expensive.Over the past 5 years, M3 Health has been developing its proprietary engine to help organizations overcome this issue, while at the same time, still providing them the ability to have an effective dialogue with their audience. This ability comes from "insightful interactivity". What we mean by this is we help them create a peer-to-peer connection through an online or desktop-based program which allows the audience to participate at a time that's convenient for each of them. These programs are developed in a way that gives each audience member the ability to provide "insights" or information back to the organization. Through our database, we are able to collect and analyze that information and then serve it up to our customers in a way that clearly indicates the needs/wants of the audience.
Each time a new program is created, it's built on audience insights from previous programs. Over time, a dialogue is forged between the organization and the audience members. M3 Health advises customers to evolve their messaging based on the feedback received from the audience. When audience members see that the organization is taking action based off of their feedback, it gives the audience members a certain level of comfort and trust that the organization is truly listening to them.
As we instruct our clients to evolve their strategies, we too evolve ours. This method has worked and it continuing to work for M3 Health and our customers. The rest of this lens is dedicated to continuing this conversation. We hope you find it useful. Let us know what else you need, so we can evolve our lens to create a better dialogue with you.
Interested in finding out more about M3 Health?
Drop us a quick note...
M3 Health Solutions
Below you'll see a series of "Talk Bubbles". In order to help our readers understand that our thinking seems to be resonating with our audiences, we wanted to show some of the feedback we've received from participants of our programs.
"Big impact in short period of time. These are the best trainings we've received. Great format..."
"Provided information that I can apply in real world selling.The interactive format is engaging"
"Will give us greater credibility as "consultants or partners""
"I really enjoy these modules b/c I get 1st hand field experiences & I can watch it as much as needed"
"...the most valuable tool I've had during my entire career in the industry."
"These communications are a great, quick way of honing my presentation skills."
M3 Health Hits
3 Ways M3 Health Wins
- M3 Health develops technology-based communication platforms and solutions, which deliver on a customers' need for a deeper, richer connection. Our solutions allow for optimal user intimacy and responsiveness.
- Every solution and strategy recommended by M3 Health strives to uncover critical customer/brand insights that further support an extended dialogue. Responding to the user's needs and information requirements is priority one. This is further optimized by including an unparalleled multimedia engagement including video.
- Technology is at our core, but it resides in the background as part of our value proposition. We believe you must be customer-centric, by allowing your audiences to have a clear and meaningful dialogue with you. We provide communication how the audience wants it, when they want and in the correct increments. Our strategic recommendations, program implementation, and servicing are unparalleled in the marketplace.
A mix of Healthcare and Marketing sites
Hear it from the experts
1. M3 Health employees have found them helpful
2. M3 Health thinks you'll find them helpful
- Seth's Blog
- Seth Godin is one of our greatest marketing minds today. His books have changed the way people think about marketing. You should definitely check out his blog.
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Selling to Big Companies - Jill Konrath is a leader in Sales strategies. She shares many of her ideas on her blog. This is great reading material for your sales force.
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Medical Marketing and Media - Medical Marketing & Media is a monthly business publication that has been serving healthcare marketers since 1966. Each issue carries a mix of industry news and in-depth feature articles on marketing and promotion written by a seasoned editorial staff.
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How to Change the World - Guy is another great thinker. He's at the cutting edge when it comes to finding practical uses for new technologies.
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Pharmaceutical Executive - When pharmaceutical decision makers need news and insights about pharma's future and how to respond to it, they turn to Pharmaceutical Executive magazine.
From strategy to marketing to the best new ideas about sales, R&D, regulations, finance, meetings and IT, Pharmaceutical Executive covers it all. -
Pharmalive - Pharmalive provides broad coverage of pharmaceutical business, product marketing, and clinical research.
Our favorite 'Communication' & 'Dialogue' quotes
Vote up your favorites!!
This is a list of M3 Health's favorite quotes about 'Communication' and 'Dialogue'. We've given you the initial list, now it's up to you to vote your favorite quotes to the top of the list. With that being said, you also have the ability to add to the list! Simply click the "Add to list" button below the list.
Get voting!
Anne Morrow Lindbergh
Good communication is as stimulating as black coffee, and just as hard to sleep after.2 points
Ernest Hemingway
When people talk, listen completely. Most people never listen.2 points
Edward R. Murrow
The newest computer can merely compound, at speed, the oldest problem in the relations between human beings, and in the end the communicator will be confronted with the old problem, of what to say and how to say it.1 point
Rollo May
Communication leads to community, that is, to understanding, intimacy and mutual valuing.1 point
Woodrow Wilson
If I am to speak ten minutes, I need a week for preparation; if fifteen minutes, three days; if half an hour, two days; if an hour, I am ready now.1 point
Henry David Thoreau
The greatest compliment that was ever paid me was when one asked me what I thought and attended my answer.1 point
Carl W. Buechner
They may forget what you said, but they will never forget how you made them feel.1 point
Dale Carnegie
When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.1 point
Winston Churchill
Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen.1 point
Michel de Montaigne
I quote others only in order the better to express myself.0 points
Rachel Naomi Remen
The most basic and powerful way to connect to another person is to listen. Just listen. Perhaps the most important thing we ever give each other is our attention. A loving silence often has far more power to heal and to connect than the most well-intentioned words.0 points
Rudyard Kipling
Words are, of course, the most powerful drug used by mankind.0 points
Sharon Schuster
When we have the courage to speak out to break our silence we inspire the rest of the "moderates" in our communities to speak up and voice their views.0 points
Relevant links to some of the best healthcare information on the web
Marketing articles, blog posts, websites
These bookmarks have been selected for your review because M3 Health believes they will provide you with the most current information available regarding industry trends. We try to limit our bookmarks to the following areas: Healthcare, Healthcare Marketing, interactive marketing, etc. With that being said, if we think it's remarkable, we're including it here for you.
Check them out! Add them to your Del.iciou.us. Tag them. Send them to your friends.
Pharmalot
Ed Silverman has covered the pharmaceutical industry for The Star-Ledger of New Jersey, one of the nation's largest daily newspapers, for more than 12 years. During that time, he has closely followed a variety of topics of concern to those who work for, and with, pharmaceutical manufacturers - drug development; mergers and acquisitions; regulatory oversight; safety and pricing controversies, and marketing issues.
Fetching RSS feed... please stand byConnection without insight is intelligence lost
There's that phrase again...
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