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Why should a doctor entertain a pharma representative? -Sales Management 20 Think over – Why should a doctor entertain a pharma representative? They won’t even consider your existence if they don’t understand why they should pay attention to you. Can you make yourself valuable? Doctors will notice you only if you and your brand have […]

The Pulse of Persuasion: Why Emotion Leads and Logic Follows – (Successful Pharma Brand Management 71) Preamble In the dynamic world of pharmaceutical marketing in India, the age-old tussle between emotion and reason plays out yet again. While FMCG and OTC brands have long thrived on emotionally driven consumer decisions, prescription-based pharmaceutical marketing is often

The Story of Shiksha: The Leader Who Had No Title – (Brand Management 70) Part 1 The Story of Shiksha – The Girl Who Refused Her Title In the glittering ecosystem of India’s pharmaceutical landscape, where competition was fierce and hierarchies ruled, rose a young woman named Shiksha—equal parts ambition and grace. A pharmacy graduate

Did You Have Your Morning Cuppa? If Made From Pouched Milk – It’s Pure, Wholesome Milk Packed In Poison Preamble I was invited to address the valedictory session at Vivekananda Global University, Jaipur on Saturday, 28 June 2025 . The theme was “SUSTAINABILITY, INNOVATION. PRACTICES,  AND  ADVANCEMENTS IN MANAGEMENT”. And my valedictory was on sustainability.

EMOTIONAL POSITIONING – (Brand Management 72) What’s the glue that holds your concept of ‘positioning” in the doctor’s memory for years, even decades? Emotions! ‘Emotions’ is the glue that sticks a memory in the mind. But why do visuals express emotions much better than words? And there is a neurological reason for that! The brain

From Bed to Bathroom , With Confidence: The Purpose of Brand Flex100 – Successful Pharma Brand Management 69 Part 1 Characters: Scene: The Strategy Room, Canopus Pharmaceuticals, Mumbai It was a cloudy Tuesday morning when Shiksha walked into the 32nd floor strategy room at Canopus Pharma HQ, at BKC – Mumbai. She was nervous but

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

Six Sigma in Pharma Brand and Sales Management: Applying The Black Belts Concept Jack Welch – (Sales Management 19) The Jack Welch Lexicon of Leadership: The Black Belts Concept 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,

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

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