For Better Healthcare Sales Targeting, Follow the Stars

HCP segmentation can be a powerful tool for life sciences companies to target their best sales prospects—but historical data will only get you so far. Data that only looks back can be misleading, and a point-in-time snapshot can make it impossible to tell the difference between HCPs whose volumes are trending down and those who are trending up. To really understand how to best invest your efforts, you need a way to look at physicians’ overall trends in volume and forecasting from a longitudinal perspective.