Healthcare Providers

Our training helps sales teams better understand customer needs and how the changing market is impacting physicians and other healthcare providers, providing valued insight into what drives their decision-making process.

7 Keys to Understanding Hospital Star Ratings

Just like books on Amazon or restaurants on Yelp, hospitals are now judged by an online star ratings system designed to help patients differentiate "the best" from "the worst". But unlike consumer-driven reviews on Amazon or Yelp, Hospital Star Ratings are based on a complex methodology used by the Centers for Medicare & Medicaid Services (CMS).

This resource will help you understand the Hospital Star Ratings program so you can appreciate the performance pressures your customers face — and provide practical solutions to help them improve and achieve the highest ratings.

Ambulatory Care eBrief

Ambulatory care covers a wide range of services provided on an outpatient basis, without admission to a hospital or other care facility. In this eBrief, we�ll take a closer look at the most relevant information pertaining to Ambulatory Care, including:
� The purpose of Ambulatory Care
� The types of Ambulatory Care and the services they provide
� Questions account teams should consider regarding Ambulatory Care

Ambulatory Surgical Centers eBrief

Ambulatory Surgical Centers (ASCs) are medically advanced surgical facilities that provide same-day outpatient surgical procedures. In this eBrief, we�ll take a closer look at the most relevant information pertaining to ASCs, including:
� The purpose and characteristics of ASCs
� Common surgeries performed
� Questions account teams should consider regarding ASCs

Ancillary Members of the Healthcare Team in Healthcare Delivery

This module provides a brief discussion of selected healthcare professionals, sometimes addressing recent trends. The discussion is introductory and is not intended to be comprehensive. Many other types of professionals contribute to the health and well-being of individuals and communities. Here, in alphabetical order, you will become acquainted with:
• Care coordinators
• Case managers
• Electroneurodiagnostic technologists
• Health coaches
• Home healthcare aides
• Medical assistants
• Medical laboratory technicians
• Medical technologists
• Occupational therapists
• Optometrists
• Patient navigators
• Physical therapists
• Psychologists
• Radiation therapists
• Radiologic and MRI technologists
• Respiratory therapists
• Social workers

Engaging Your Physician Practice Customers (COMING SOON)

When you call on a physician practice, you encounter many important customers. Some may prescribe your product while others may influence the prescribing decision through their important roles in the delivery of patient care. This application tool will present you with scenarios to help you prepare for encounters with your most important call points in a practice, including:
• Physicians
• Advanced practice providers (APPs), such as nurse practitioners and physician assistants
• Patient care coordinators (PCCs)
• Office managers

Ethics in Interactions with Healthcare Professionals

This module focuses on these issues, including a discussion of promotional gifts and educational support. It also discusses industry guidelines for interactions between life science sales representatives and healthcare professionals, which aim to prevent abuse of promotional practices.

Healthcare as a Business

This module discusses what drives healthcare as a business, how physicians are responding to the evolving healthcare environment, and the ways in which information technology is shaping how physicians practice.

Identifying Partnering Opportunities

This module explores various opportunities for partnerships that can result in a competitive edge while helping physicians meet current challenges.

Impact of the HIPAA Privacy Rule

This module focuses on the Privacy Rule, which was added to the Health Insurance Portability and Accountability Act (HIPAA) of 1996. It discusses the effect HIPAA has on physician practices, including the impact it has on the technologic programs that disseminate patient information.

Job Aid: Partnering with Specialists

Specialty sales requires a sophisticated, customer-driven approach that can elevate your role as a healthcare sales professional. This tool provides some advice to help you speak the language of specialists, offer meaningful support to practices, and work collaboratively in the field.

Key Issues Affecting Physician Practices

This module introduces you to important aspects of the setting in which 21st century physicians practice.

Managed Care and the Expanding Care Team

This module looks at the trends in managed care that affect and influence physicians, as well as the evolving and expanding care team, which includes nurse practitioners, physician assistants, pharmacists, and case managers.

Navigating a Dermatology Practice

Dermatologists are medical doctors (MDs) or doctors of osteopathic medicine (DOs) who specialize in diagnosing and treating disorders of the skin, hair, nails, and mucous membranes (eg, lining of the mouth, nose, and eyelids). This module outlines their training requirements and distinguishes among the different types of dermatology practitioners. It acquaints you with important aspects of their practice environment, including the challenges they face related to prescribing and reimbursement. Most importantly, this module lays the groundwork for developing successful sales strategies in the therapeutic area of dermatology.

Navigating a Physician Practice (COMING SOON)

When calling on physician practices, sales representatives need to understand the key people they may encounter during a total office call. This module describes the main call points in a typical physician practice, key talking points, and ways to deliver value.

Nonphysician Clinicians

This module describes the advantages and potential disadvantages created by using nonphysician clinicians. It then looks more closely at the roles and responsibilities of physician assistants, nurse practitioners, midwives, and clinical nurse specialists.

Overview of Key Providers

This module provides information about the education and training, licensure requirements, and major responsibilities of physicians, physician assistants, nurses, and pharmacists. It includes discussion of their changing roles and industry trends.

Patient Physician Interactions

This module discusses the impact of the Internet and the pros and cons of DTC advertising. It explores the communication skills patients want from their physicians, and describes how managed care plans affect patient/physician relationships.

Primary Care Physicians in the 21st Century

This module defines primary care, describes the conditions these physicians typically treat, looks at their role in a managed care environment, and explores trends related to the interest in primary care among medical students.

Profile of the Physician Workforce

This module explores several important trends shaping today's physician population, including the increased number of women physicians, influx of physicians from other countries, aging of physicians and values and behaviors of younger physicians.While the module discusses typical characteristics of different physician groups, take care to avoid over-generalizing about your individual customers; approach each with versatility and an open mind. The module also discusses several factors that are contributing to a physician shortage.

Role of Clinicians and Pharmacists in Managing the Pharmacy Benefit

This module focuses on the role of clinicians and pharmacists in pharmacy benefit management.

Role of Nonprimary Care Specialist in the 21st Century

This module defines the term nonprimary care specialist, and looks at the relationship between primary care physicians and specialists. It describes the effect of managed care on specialists, looks at trends in specialty care, and considers the role of hospitalists.

The Impact of COVID-19 on Your Oncology Customers (COMING SOON)

This interactive module highlights eight ways that COVID-19 has affected oncology practices, hospitals and integrated delivery networks (IDNs), and cancer patients. Specifically, it will present eight important impacts of the pandemic for sales teams to consider in their selling efforts.

Types of Hospitals eBrief

There are over 7500 hospitals in the US, each providing a unique service. With so many different types of facilities, it�s important to understand what distinguishes each type of hospital. In this eBrief, we�ll take a closer look at the most relevant information pertaining to various types of hospitals, including:
� The main differences between hospitals
� The types of hospitals
� Questions account teams should consider regarding various types of hospitals

Understanding MACRA and Its Impact on Physicians

The Medicare Access and CHIP Reauthorization Act of 2015 (MACRA) is radically changing how physicians receive payment from Medicare, the largest payer in the US. This module explains the most relevant aspects of MACRA and how they affect physicians. This module also describes value-based selling strategies in this changing environment.

Understanding Physicians through Relationship Selling

This module looks at different motivations and personality traits of physicians. It describes the concept of relationship selling and explores what physicians want from sales professionals.

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