Doctor Calls are Broken: How Indian Pharma Can Win Back Attention with Precision – Brand Management 68 A couple of days back I posted a quote from David Ogilvy. “Never mistake quantity of calls for quality of salesmanship”. It evoked a great deal of intellectual responses not only from LinkedIn but also from other social […]
The Jack Welch Lexicon of Leadership – The Black Belts – Successful Sales Management 19 I just completed rereading the book “The Jack Welch Lexicon of Leadership” – The Black Belts. I had first read it somewhere in 2018, but unfortunately, I hadn’t made any notes. In the re-reading I made it a point to
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A Universal Challenge: Succession Planning at B – Black Belt Brand Builders Across the globe, in every nation and within every industry, no matter how big or small is the enterprise, the matter of ‘Succession Planning’ casts a long shadow over firms. It’s a persistent worry, a knot of uncertainty that many organizations struggle to
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Lessons from Fish! How Fish Philosophy Transforms Pharmaceutical Sales Personnel – Sales Management 2 I was rereading the book “Fish! A Proven Way to Boost Morale and Improve Results” written by Stephen C. Lundin, John Christensen, and Harry Paul after a long time. “Fish! offers powerful insights inspired by Seattle’s Pike Place Fish Market, where
From Feedback to Feedforward: A Better Way Forward – Sales Management 1 I was re-re-reading Marshall Goldsmith’s ‘Principles of Feedforward’ from his book – “What Got You Here Won’t Get You There” for may be the umpteenth time. If you have to understand this book in three simple sentences – (1) It’s often our behavioral
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The Whisper in the Ad: A Tale of Subliminal Messages – Brand Management 65 (Visual – BING IMAGE CREATOR) I was lounging on my sofa this Sunday morning watching my favorite show “Rangoli” and the commercials. I usually watch commercials to learn what not to do in pharma advertising. Most break my heart with their
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Cultivating Excellence: The Emotional and Social Landscape of High-Performing District Sales Managers – Successful Sales Management 15 Preamble – Rising IQ and Declining EQ: Goleman’s Paradox Daniel Goleman, in his ground-breaking work in his book on Emotional Intelligence, warns of a looming crisis: the paradox of rising IQ and declining EQ. While intrinsic intelligence (IQ)
Portable Skills – A Different Way of Being Smart and Head the Sales and Branding Functions – Sales Management 16 Preamble On my Kindle Device, I was revisiting the book Emotional Intelligence by Daniel Goleman once again after the Covid ‘vacation’. Daniel Goleman discusses a term called “Portable Skills“. I had clean forgotten about it
The Power of “BRAND ME” in Pharmaceutical Branding: A Strategic Imperative for District Managers and Brand Managers – Sales Management 17 Authors – Shailaja Dwivedi Pathak and Vivek Hattangadi Introduction In the highly competitive and trust-driven pharmaceutical industry, branding goes beyond just product marketing—it is about building credibility, expertise, and emotional connections. While corporate and
We are excited to announce that on the auspicious day of Yugadi/Gudi Padva, we have begun writing “THE HISTORY OF PHARMA BRAND MANAGEMENT AND MARKETING IN INDIA – 1974 TO 2025.” This book uncovers fifty years of stories never before told. From the humble beginnings after the Patents Act to the digital revolution, we reveal
