Pharmaceutical companies have traditionally engaged in extensive personal selling to physicians, known as drug detailing. Companies are now increasingly employing information technology, i.e., e-detailing, to reduce selling costs, but more importantly, to try to increase their physician reach and communication effectiveness. The problem is that this effort tends to surrender many of the benefits of face-to-face, personal selling that characterizes the traditional detailing approaches, and replaces it with what could be a much less flexible pull-driven system. Examining the weaknesses as well as advantages of different selling strategies, the current study proposes a blended or hybrid selling model as superior. By integrating push and pull strategies with the use of new information tools, pharmaceutical marketers can best maximize the process of diffusing drugs knowledge, while best considering the demanding needs of selling to time pressured physicians. “Hybrid detailing” can enhance physician knowledge by providing pharmaceutical marketers with more effective digital information tools than can further support and improve an adaptive and relational selling approach. Utilizing a hybrid model, firms can better assess, track, and evaluate their selling effectiveness by employing information tools systematically. This paper develops the concept of “hybrid detailing” as an innovative pharmaceutical sales strategy model that is current with new technologies and consistent with emerging marketing paradigms, including relationship management and integrated marketing communications.