Vivek Hattangadi

what is more important the brain or heart in the corporate environment The brain, as the strategic organ, drives the central operating components, making critical decisions and shaping the organisation's future. On the other hand, the heart represents the pulse of purpose, providing the organisation with meaning, inspiration, and motivation. “The best and most beautiful things in the world cannot be seen or even touched — they must be felt with the heart.”~ Helen Keller You might diagree with me, for me it is the heart Following your heart can lead to many opportunities that may otherwise be missed if you are following your mind. When you follow your heart you choose to make a decision before you think of the consequences, which allows you to have opportunities that may be missed if you take the time and talk yourself out of doing it. Once your mind gets involved in things they lose the spontaneity and joy that come along with simply following your heart. Your heart is more of the carefree, easy-going part of the thought process that allows you to follow a passion or go down a route that may not make sense but just feels right. People who follow their heart are the ones who often feel fulfilled in their careers and life, and feel like they are making a difference in the world around them. Especially in a workplace sitting following your heart can lead you to be happier and better adjusted then if you are meticulously calculating every move you make. Sometimes, the greater risk can lead to the greater reward.

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#storytelling #B2B A lead author says, “Data can persuade people, but it doesn’t inspire them to act. However a story can go where quantitative analysis is denied admission: our hearts.” Storytelling becomes even more important in the B2B context as it helps brands in conveying value more effectively by presenting complex technical products and services in a simpler and more engaging way. 1.Utilizing Stories humanizes brands- fostering effective differentiation in B2B contexts. By leveraging real-life stories, we can make complex offerings without resorting to technical terminology. 2.Stories generate lasting impressions that resonate and motivate action- Crafting memorable stories can yield enduring effects. Statistics indicate that 50% of B2B purchasers are inclined to finalize a "purchase" when they form an emotional connection with a brand. 3.Stories cultivate trust- leading to the growth of loyal brand advocates. Brands that consistently deliver compelling stories over time engage customers, fostering loyalty and advocacy. Over the long term, positive experiences with the brand translate into trust, developing a continually expanding community. We recently conducted a workshop for our Account Managers focusing on the art of storytelling as a means to enhance the value we provide to our customers. Hitesh Chaudhari Puneet Kapoor Shantanu Rajput Sangamesh B

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PharmaBusiness Prescription for Failure: Why Some Brands Sink Despite Heavy Promotion Pharma brands can fail despite significant promotional efforts due to a combination of internal and external factors. 1. Lack of Differentiation Similar Product Offering: If the product does not offer any clear advantages over competitors (e.g efficacy, safety, convenience), doctors may not see value in prescribing it. Generic Substitutes: The presence of cheaper generics with similar outcomes can make it difficult for a highly promoted branded generics to succeed. 2. Poor Targeting Inadequate Market Segmentation: If the promotional efforts do not focus on the right doctors and markets the campaign may miss key prescribers. Over promotion to Non-Decision Makers: Spending resources on audiences with little influence over prescribing behaviour. 3. Weak Clinical Evidence Lack of Robust Data: If clinical data does not convincingly support the drug’s claims, doctors may hesitate to prescribe it. Negative Perceptions: Adverse events, safety concerns, or insufficient comparative studies against existing treatments can damage credibility. 4. Ineffective Marketing Strategies Generic Messaging: Overly broad or vague promotional messages fail to resonate with doctors. Over-dependence on Push Strategy: Excessive reliance on incentives and offers without building genuine brand value or awareness. 5. Poor Product Launch Bad Timing: Launching in a saturated market or during regulatory challenges can result in failure. Inadequate Supply Chain: Stock-outs or inconsistent availability in key geographies undermine brand reliability. 6. Regulatory and Compliance Challenges Regulatory Issues: Delayed approvals or adverse regulatory findings can erode trust. Noncompliance: Breaches of advertising regulations or unethical practices can damage brand reputation. 7. Misaligned Pricing Strategy High Price: If the drug is priced too high relative to perceived benefits, prescribers and patients may avoid it. 8. Neglect of Patient-Centric Approach Unmet Patient Needs: Brands that ignore patient adherence, convenience or side effects often fail to gain traction. 9. Intense Competition Established Rivals: Competing against entrenched brands with a strong reputation and prescriber loyalty is challenging. Innovative Competitors: Emerging therapies with superior technology or novel mechanisms may outshine a heavily promoted drug. 10. Poor Reputation Management Negative Publicity: Legal challenges, controversies, or recalls can damage a brand’s image regardless of promotion. Lack of Trust: If the company has a history of unethical practices, doctors may be hesitant to engage. For success, pharma brands must integrate robust clinical evidence, strategic market insights, to ensure their promotional efforts yield results. www.pharmsstar.com

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a good concept from the book "Global Brand Integrity Management'"

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Entrepreneurial mindset If you have departmental heads with the entrepreneurial mindset, this is perhaps the best thing which can happen to your organisation. What best can happen when your employees take up the ownerships of their respective departments. An entrepreneurial mindset is a set of skills that relies very heavily on positive and resilient thinking. People with this mind frame see new opportunities where others only view risk. They’re constantly generating newer ideas to solve everyday problems and are unafraid of advocating for their views or pursuing their ideas on their own. An entrepreneurship mindset isn’t exclusive to high-level business executives. This characteristic can benefit anyone, whether you’re working at an entry-level role, are mid-career at a large corporation, or striking out on your own. This perspective is all about professional development, embracing your mistakes, and turning that into motivation and hustle to reach higher heights. Here are some of the benefits of embracing this kind of thinking: You’ll learn to overcome challenges. You’ll think outside the box. You can influence and inspire people. You’ll have a stronger sense of self. When you have an entrepreneurial spirit, you take ownership of your ideas, goals, and dreams. You know your purpose, skills, and weaknesses and have a strong sense of identity. With this kind of self-awareness, you’ll boost your self-esteem and elevate your team. Playing it safe, though a solid option, but will take you only so far. People with an entrepreneurial mindset don’t shy away from failure and have a distinct characteristic of BOUNCING BACK. People with entrepreneurial mindset even plan failure, with them everything is planned and well conceived. Given the choice, check the mindset of the employee before handing over the charge.  

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today pharma marketing is moving towards all opportunity expansion. geographical expansion,indication expansion,Ni,speciality expansion,strategic alliance,joint venture. IPM growth is driven by price rice. but the real growth is growth with operatioal excellance.

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If Results are not satisfactory-Revisit the Process. People get discouraged easily when their sales are not satisfactory, or when prospects are dropping after coming very close to buying/converting. While it is definitely discouraging, we should not focus on the result and get disturbed. Instead, we should focused down to the process. We all understand that sales and marketing is just a process. Yes, it takes smart plans and moves and needs creativity. And yes, it takes a long of grit and hard work. But when it comes down to it, it's just a process. In order to succeed, you have to master the process of sales and marketing, and let the results follow. The fact remains, there is no way you will succeed and fail as well. The numbers just don't add up. You will win some, and you will lose some. This is just business and it's just part of how the system works. You can, however, control the process to improve upon your chances of succeeding. When we say, control the process, It mean you can set up a system that has worked for others and may work for you. This means determining your marketing budget, your marketing avenues, and being consistent in your actions. The keyword is "Consistent". We need to work daily in order to make things happen. Are we always 100% consistent? Of course not! there will be days when we are not well or just can't focus. But for the most majority of the time, we stay consistent on the process of marketing plan & actions. As long as we are doing everything we can be on the business process, and I should see improvements and be able to make adjustments to my marketing efforts. Remember, we are not going to get every single sale? But if I keep doing it right consistently, we can be sure that we can get nearer to the objective. It's not always about the end result, but also about the process when it comes to marketing and sales. As long as I am good at what I do, and can market my services consistently, good things will start happening. This can be said for your business as well or any business. Keep your head up and keep doing your thing right. Stay focused and we will win.

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#TeamsTrained at #ThePharmaAcademy #Master #TheGrowthMindsetGenerator #Trainingmodule which focus on Mindset and selling with the #RightPsychology 💡 I train the team on 7 #keystrategies which make up the word M.I.N.D.S.E.T 💡 I combine the #Science of being a #Pharmacist AND the #NLP and #BusinessStartegy of being #StartegicPeakPerformanceCoach driving the #Growthmindset #Motivation #Drive #Team #ThePharmaAcademy #SciencebehindPeakPerformance #MaximizeSales #MaximizeResults #Sellucate #SellandEducate #SellandServe #Connect #TeamTraining #Growth

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The 10 Elements of Culture That Matter Most to Employees The MIT Sloan article "10 Things Your Corporate Culture Needs to Get Right" offers insightful strategies for enhancing organizational culture. It emphasizes the importance of leadership alignment, clear values, and employee engagement. The practical examples and research-backed recommendations make it a must-read for leaders aiming to foster a positive and productive workplace. Highly recommended for those looking to understand and implement effective cultural practices within their organizations. https://lnkd.in/d4Urj2Zi

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"Kaizen: The Japanese Method for Transforming Habits, One Small Step at a Time" by Sarah Harvey is a practical guide to applying the principles of Kaizen, a Japanese philosophy of continuous improvement, to personal and professional life. Here are ten key lessons and insights from the book: 1. The Kaizen Philosophy: Kaizen means "change for the better" and emphasizes small, incremental improvements over time. This approach is less intimidating than attempting drastic changes and can lead to sustainable habits and long-term success. 2. The Power of Small Steps: Harvey explains that small steps are more manageable and less overwhelming, making it easier to start and maintain new habits. Small changes can accumulate over time to create significant improvements. 3. Overcoming Resistance: By breaking down goals into tiny, actionable steps, Kaizen helps to overcome the brain's natural resistance to change. This gradual approach reduces fear and anxiety, making it easier to embrace new behaviors. 4. Consistency Over Intensity: Consistency is more important than intensity when it comes to habit formation. Harvey emphasizes that regularly taking small steps is more effective than sporadic, intense efforts that are difficult to sustain. 5. Focus on Process, Not Outcome: Kaizen encourages focusing on the process rather than the outcome. By paying attention to the small actions we take daily, we can enjoy the journey and reduce the pressure of achieving specific results. 6. Mindfulness and Reflection: Mindfulness plays a crucial role in Kaizen. Harvey suggests regularly reflecting on your progress and being aware of your actions. This mindfulness helps identify areas for improvement and reinforces positive changes. 7. Adapting to Change: Kaizen teaches adaptability. By continuously making small adjustments, we can better respond to changes in our environment and circumstances. This flexibility allows for ongoing growth and improvement. 8. Practical Applications: Harvey provides practical examples of how to apply Kaizen in various areas of life, such as health, relationships, work, and personal development. By applying the Kaizen principles, readers can make continuous improvements in different aspects of their lives. 9. Building a Positive Mindset: A positive mindset is essential for Kaizen. Harvey encourages cultivating optimism and focusing on progress rather than perfection. Celebrating small wins can boost motivation and reinforce the habit of continuous improvement. 10. Long-Term Benefits: The cumulative effect of small improvements can lead to significant, long-term benefits. Harvey highlights that the Kaizen approach not only helps achieve goals but also fosters a mindset of lifelong learning and growth. "Kaizen" by Sarah Harvey provides a comprehensive and practical guide to implementing the Kaizen philosophy in everyday life. By emphasizing small steps, consistency, mindfulness, and adaptability, Harvey offers readers a sustainable.

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Why training & induction programs are not effective? My interactions with new joiners over last few months have surprised me with the current trends in #training and induction programs, that we have across many organisations in the pharma industry. And above all, a news report about a medical representative committing suicide during the training program. Trends include #pressure #lackofrespect #impersonal #inhuman #disempowering #demotivating Far from what our industry needs today. How and when did we lose the focus? How have we missed the essence of such programs? Primary goal of an induction program is to familiarise new joiners with the company culture, values, mission, and vision. It should also provide them with essential knowledge, skills and competencies required for their job. The program should define job expectations, responsibilities, and performance standards. Along side, it is an opportunity to foster teamwork, communication, and collaboration among new and existing employees. It’s a place to educate employees on organizational policies, procedures, and regulatory requirements. What is grossly missing is the efforts by leaders to use this opportunity to encourage employee engagement, motivation, and commitment to the organization. It helps to reduce turnover rates by creating a positive onboarding experience. Such programs facilitate connections with colleagues, mentors, and industry professionals. These goals help organizations create effective training cum induction programs that benefit both the company and its new employees.

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The Pillars of Effective Leadership in Pharmaceutical Sales: The Power of Self-Awareness In the fast-paced world of pharmaceutical sales, the most successful leaders share one vital trait: Self-Awareness. It is the foundation upon which all other leadership qualities are built. A self-aware leader understands their strengths and weaknesses, recognizes the impact of their behavior on others, and continuously strives for personal and professional growth. 1. Enlightened Leader – Altruism: With self-awareness, leaders can genuinely practice altruism, making decisions that benefit their teams and the broader community, not just themselves. 2. Purposeful Leader – Purpose: A self-aware leader has a clear sense of purpose. They are driven by meaningful goals, inspiring their teams to align with a shared vision. 3. Healthy Leader – Self-Care: Self-awareness helps leaders recognize the importance of self-care, understanding that a healthy body and mind are essential for sustaining peak performance. 4. Focused Leader – Presence: By being aware of their thoughts and emotions, leaders can maintain focus and be fully present, leading to better decision-making and stronger team connections. 5. Collaborative Leader – Trust: Self-aware leaders build trust through transparency and honesty, fostering a collaborative environment where team members feel valued and empowered. 6. Ethical Leader – Integrity: A deep understanding of one's values and ethical principles is a hallmark of self-aware leadership. Such leaders are unwavering in their commitment to doing what’s right. 7. Compassionate Leader – Empathy: Self-awareness enables leaders to empathize with others, understanding their needs and concerns, which is crucial in guiding and supporting their teams. 8. Courageous Leader – Resilience: With a clear understanding of their inner strengths, self-aware leaders can navigate challenges with resilience, adapting to changes and leading their teams through adversity. In pharmaceutical sales leadership, self-awareness is not just an attribute—it is the bedrock of all effective leadership practices. Cultivating self-awareness will empower you to lead with purpose, integrity, and empathy, driving not only your success but also the success of your team. #PharmaceuticalLeadership #SelfAwareness #SalesExcellence #LeadershipDevelopment #EmpathyInLeadership #ResilientLeadership #IntegrityInAction #PurposeDrivenLeadership #PharmaSales

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"The Mind of the Strategist: The Art of Japanese Business" by Kenichi Ohmae is a seminal work that explores the principles of strategic thinking in business. Ohmae, a noted management consultant, emphasizes the importance of understanding both the market and the competitive landscape to develop effective strategies. Here are ten key lessons and insights from the book: 1. The Importance of Strategic Thinking: Ohmae argues that the ability to think strategically is crucial for business success. He emphasizes that strategic thinking goes beyond mere planning; it involves understanding the dynamics of the market and making informed decisions that align with long-term goals. 2. The 3 Cs Framework: One of the core concepts introduced by Ohmae is the "3 Cs" framework, which consists of Company, Customers, and Competitors. He stresses that a successful strategy must take into account these three elements and their interrelationships to create value and achieve a competitive advantage. 3. Customer-Centric Approach: Understanding customer needs and preferences is paramount. Ohmae emphasizes that businesses should prioritize the voice of the customer when developing strategies, ensuring that products and services are tailored to meet their demands effectively. 4. Competitive Advantage through Differentiation: Ohmae discusses the necessity of differentiation in a crowded marketplace. Companies must identify what sets them apart from competitors and leverage those unique attributes to attract and retain customers. 5. Flexibility and Adaptability: The author underscores the importance of being flexible and adaptable in the face of changing market conditions. Companies should be willing to reassess their strategies and pivot when necessary to remain relevant and competitive. 6. Strategic Alliances and Partnerships: Ohmae advocates for the formation of strategic alliances as a means of enhancing competitive advantage. Collaborating with other organizations can provide access

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📚 Highly Recommend: The 10X Rule Book by Grant Cardone 🔥 This book has had a massive impact on business mindset . Key takeaways: 1. Set 10X goals – Aim higher for greater results. 2. Take massive action – Go above and beyond what’s expected. 3. Avoid mediocrity – Always push for excellence. 4. Success is a duty – Treat it as a non-negotiable. 5. Compress time – Achieve more in less time. 6. Embrace risk – Bold moves create big results. 7. Use fear as fuel – Push forward with confidence. 8. Be omnipresent – Build a strong presence in your field. 9. Never settle – Constantly raise the bar. 10. Face Challenges- Tackle Them with confidence. The 10X Rule is a must-read for anyone serious about scaling their success. 💪 #10XRule #BusinessGrowth #SuccessMindset #Leadership

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 ways to deal with lack of recognition at work. 1. Analysing the root cause of the issue will help you decide if you need to work more on yourself or if you need others to be a part of your problem-solving. Finding out whether the problem has to do with your organizational culture, team, manager, or yourself, will help you tackle the issue in a more focused way.   2. Feeling appreciated or recognized has a lot to do with one’s psyche. significant number of employees say they will stay longer at a workplace where their work is appreciated. So, start dealing with a non-appreciative environment by appreciating yourself. Once you identify what kind of appreciation works best for you, it is easier for you to create the same feeling for yourself. When you are no longer disturbed by the total lack of motivation, you can gradually start communicating your feelings to others. 3. A positive work environment is the key to achieving higher efficiency. According to Hawthorne studies, a positive working environment is directly related to a company’s productivity. Acknowledge the need for recognition in others and respond to it whenever there is an opportunity. Genuinely appreciating other’s achievements will help you create an open channel that is beneficial for you as well as your teammates. 4. 50% of  of respondents in a survey say that they don’t receive appreciation from their bosses. Considering that your manager is largely the one to affect your recognition at work, communicating with your manager is one of the most crucial factors in dealing with lack of recognition at work. Speaking up when you think that your work and efforts have gone unrecognized is important. Also, you cannot always expect your manager to know what motivates you. Clearly communicating the factors that make you feel demotivated at work can help you avoid a stressful situation at the workplace. 

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