Why You're Here (And Why I'm Happy You Are)
I will give you free stuff and tips that you can start using immediately.
I will also try to sell stuff to you.
Because I don't think you're that different from me. Before I buy, I like to try first. So I'm giving you the chance to try without any strings attached.
 
So How Did I End Up Specializing in Pharma?
Perhaps you're wondering why someone who wrote a book about sales methodology ended up obsessing over pharmaceutical account management? Fair question.
 
I watched Key Account Managers who could recite Phase 3 trial data in their sleep but had absolutely no idea what was keeping the head of the clinic up at night.
 
I sat through countless "strategic" meetings where the big innovation was adding another email touchpoint to the "omnichannel strategy" – which, let's be honest, was just spam with a fancier name.
 
And I thought: There has to be a better way.
 
The Problem with Traditional Sales Models (Especially in Pharma)
All those sales models you've heard about – Solution Selling, SPIN, Challenger – they worked once upon a time. Back in the 70s when they first saw the light of day.
They're all based on the same framework: Ask the customer a series of prepared questions to uncover their needs (conscious or unconscious), then present your product as the solution.
 
But here's the thing: 79% of healthcare professionals now prefer getting information from Google rather than meeting with pharma reps.
 
Read that again. Nearly 8 out of 10 would rather spend time with Dr. Google than with you.
 
That's not a digital transformation problem. That's a "you're bringing nothing valuable to the conversation" problem.
 
Your Teams Are Walking Encyclopedias... of the Wrong Information
Your Brand Managers know their molecules inside out. Your KAMs can explain pharmacokinetics in excruciating detail. Your Medical Affairs team can discuss safety profiles for hours.
 
Product knowledge? Mastered.
Account intelligence? A black hole.
 
They know everything about YOUR stuff and almost nothing about THEIR world.
And then we act shocked when HCPs don't want to waste time with us.
 
The Better Way (That actually works )
The Insight Driven Account Management model I describe in my book SOLD OUT takes a completely different approach.
 
If I were to summarize the entire book: No one likes being sold to. But we all buy stuff all the time. Yes, many people actually love buying stuff! (ask my wife…). 
 
But, and that’s a BIG but, we buy stuff when the circumstances are right for us, not for the sales rep. So sales for me is ALL about helping the customer to set the circumstances right. And once you do, you don’t have to sell anything, they will happily buy from you without you even asking.
 
Why This Matters (And Why You Should Care)
Decision-makers in healthcare are drowning in work. They don't have time to meet salespeople who waste their time with product pitches disguised as "consultative selling."
 
But they WILL make time for people who actually understand their challenges and can help them solve real problems – problems that hurt patients, burden the healthcare system, AND happen to be areas where your solution would also benefit.
 
Win-win-win opportunities. Not sales pitches.
 
That's the difference between being a vendor and being a strategic partner.
 
Start Here
Check out NEWS FROM THE TRENCHES on my website. Try some of my tips. Read the blog posts that will probably make you uncomfortable (that's how you know they're working).
 
If it works, maybe you'll consider buying some of the training programs or AI tools I'll offer you?
 
Simple, right?
 
Thanks for coming here. 
 
Now let's make your pharma teams actually valuable again.
 
/Mats