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…

A Framework for Sales Professionals to Understand the Biopharmaceutical Industry

Getting up to speed on how the industry functions—as well as the challenges it faces—can be difficult for sales teams without a sophisticated framework. That is why CMR Institute offers…

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,…

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