The Future of Pharma: AI, CRM, and Sales – Unveiling Strategies for Success in 2024

Everybody Hates Pharma

🎙️ In this podcast episode of 'Pharma Sales and Tech podcast by Platforce', our host Stefan converses with Florent, the Sales SVP of commercial excellence at Grünenthal Group.

Florent shares his insights about AI's impact within the pharmaceutical industry and how it's becoming increasingly necessary for advancement. The conversation explores how Grünenthal Group uses AI in its operations and its potential role in pharmaceutical sales and marketing strategies. They also predict an 'AI winter' due to raised and often unmet expectations, and emphasize the need to invest smartly in AI.

Furthermore, Florent shares a brief on their internal 'buddy' system, where AI based models are being used for various tasks within the company. Towards the end, Florent advises pharma firms to focus on their field of excellence while adopting technological advancements intelligently.

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🔍 Episode Highlights:
🚀 1. Navigating the AI Landscape: Florent unpacks the potential benefits and challenges of integrating artificial intelligence in the pharmaceutical industry, emphasizing the need for a smart and strategic approach.

🔬 2. Marketing and Sales Synergy: Explore the critical collaboration between marketing and sales teams. Florent advocates for a shift from a product-centric to a customer-centric mindset, highlighting the importance of delivering real value.

💼 3. Sales Team Dynamics: Delve into the discussion on in-house sales teams versus external contractors, tailored to the complexity of pharmaceutical products. Discover the nuanced approaches that can enhance sales effectiveness.

🤖 4. AI Impact on Personas and Sales Strategies: Florent shares insights on AI-generated personas and the concept of product-focused AI "buddies," offering a glimpse into the potential transformation of sales strategies.

🔮 5. Future Predictions: As we look ahead to 2024, Florent predicts the future of AI in pharmaceuticals, anticipating a period of refinement and differentiation in the industry. Learn about the strategic role AI can play in revolutionizing drug development and commercialization.

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🔑 Key Takeaways from this Episode:
- A strategic approach is crucial for navigating the AI landscape in pharmaceuticals.
- Align marketing efforts with the practical needs of sales teams for optimal collaboration.
- Tailor sales approaches based on product complexity, with in-house teams for specialized products.
- Embrace AI-generated personas and product-focused AI "buddies" to enhance customer relationships.
- Prepare for the future by strategically incorporating AI to revolutionize drug development processes.

🚀 Conclusion:
Thank you for joining us on this insightful journey into the world of pharmaceutical sales and marketing. We hope you gained valuable perspectives from Florent Edouard and are inspired to embrace the transformative potential of artificial intelligence in the pharmaceutical realm.

Stay tuned for more thought-provoking discussions on Pharma Sales and Tech podcast by Platforce!

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