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…

To Buy or To Build: That is the Question

As a self-proclaimed content snob, I used to have only one answer to this question: BUILD! Everything! We can build all the things! Until I learned that it’s rare that…

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…

Arthritis Drug Sales Training Provides an Edge for Your Sales Team

The arthritis drug market is more competitive than ever with the arrival of new therapies such as biologic agents to treat rheumatoid arthritis. Competition among osteoarthritis treatments also remains high…

The “Buy-and-Bill” Model vs. the Pharmacy Benefit: How Do They Compare?

“Buy and bill” can represent a significant revenue stream for your customers. But how well does your sales team understand this distribution and reimbursement model? Without the proper training on…

Pharmacology Courses Cover Your Pharmacokinetics Training Needs and More

Bioequivalence. Therapeutic windows. Drug plasma concentrations. All of these concepts are central to understanding and discussing pharmacokinetics, the study of how a drug moves through the human body. More specifically,…

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…

Confessions of a (Reformed) Content Snob

A few years ago, I was in a training leadership role at a large Fortune 500 company where my team was responsible for creating effective learning experiences for over 70,000…

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