Market Access

How Biosimilars Are Changing the Selling Environment

Since the beginning of 2018, the US Food and Drug Administration (FDA) has approved three new biosimilars, and more approvals are expected in the coming months. So far, a dozen…

Specialty Drug Sales Training Simplifies “Buy and Bill” and Other Topics

Specialty sales requires a sophisticated, customer-driven approach implemented by competent sales professionals who understand the complexities of the specialty drug market. Yet many companies struggle with how best to prepare…

Overcoming the Disconnect: How Learning Leaders Can Connect Sales and Their Customers

At last week’s IDN Summit in Phoenix, I had the opportunity to interact with many sales leaders and healthcare executives. A common theme that emerged during these conversations was the…

How Well Does Your Team Understand the Changing Healthcare Community?

In today’s cost-conscious environment, it’s not just the physician who determines which product a patient receives. Beyond the individual prescriber, other stakeholders influence the decision, including payers and patients themselves….

5 Ways to Demonstrate Credibility with IDN Executives

As a sales leader, you want your sales team to establish mutually beneficial partnerships with executives in integrated delivery networks (IDNs). But before such relationships can be formed, your sales…

Can You Answer These 5 Questions About the Today’s Biopharmaceutical Industry?

Each day, sales professionals face complex topics and issues that they need to be able to comprehend and explain in a clear way. Beyond understanding their products’ features and benefits,…

Navigating Value-Based Selling to Improve Market Share—Top Takeaways

Get Your Team Ready for Value-Based Selling  Here are some key takeaways from CMR Institute’s recent webinar for the Life Sciences Trainers & Educators Network (L-TEN) on “Navigating Value-Based Selling…

Instructional Design – is it art or science?

Designing an effective learning program for sales teams is like planning a trip. You know the learners’ final destination—specifically, the knowledge, skills, or abilities they need to be successful in…

Gain a Competitive Advantage by Being the Best Physician Partner Possible

We recently updated our 21st Century Physician eModules to better suit sales teams to make a lasting impression on their clients. It is just as important for your sales teams…

Best Strategies for Selling to an IDN

Getting a Foot in the Door and Earning a Seat at the Table: Best Strategies for Selling to an IDN Here are some key takeaways from CMR Institute’s recent panel…

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