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CMR Institute offers training that connects sales teams with their customers. We help pharmaceutical, medical device & diagnostic, and other life science professionals maximize market access, connect effectively with decision makers, and demonstrate the value of their products and services. These life science companies benefit from our extensive blended learning library which brings training alive when onboarding new hires, launching new products, developing leaders, meeting the need for con ...
 
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show series
 
You’ve won the contract but the work doesn’t stop there. In this 30-minute micro-webinar, experts will discuss how to pull-through key contracts at the field level to ensure business growth and retention for years to come. Lost the contract? Learn ways to still retain business at the field level.By CMR Institute
 
More and more hospital systems call themselves IDSs. However, IDS’s that include a health plan are often considered the only truly (or fully) integrated delivery systems. Providers are now buying payers, further complicating the vendor/health system relationship. In this 30-minute micro-webinar, you’ll learn how sales can interact in this type of s…
 
Today’s buyers use specific processes for acquiring products & services. The ability to navigate new processes and collaborations must be learned and adopted as part of your overall market strategy. And the need to manage and implement contracts that come from these new collaborations is incredibly important as well.CMR, along with its expert panel…
 
Increasingly, hospital and IDN customers are looking for companies to provide innovations in contracting and patient care. In this podcast, Randolph Legg, area vice president at Boehringer Ingelheim, discusses some recent trends in account management and offers advice on how account managers can provide more value to the C-suite.…
 
In this podcast, Anthony Slonim, MD, DrPH, CPE, FACPE, Renown’s President and CEO, and Chair of CMR Institute’s Board of Directors, describes the challenges that many Accountable Care Organizations face today. In addition, he gives his take on what that means for Sales Professionals and the opportunities these challenges provide.…
 
Career ladders help organizations retain their top talent while offering personal and professional enrichment to sales professionals. In this podcast, Denise Fullowan, executive director of training and development at Alamo Pharma Services, discusses her company’s career ladder as well as strategies that trainers can use to improve their leadership…
 
In this podcast, Robyn Collins, Principal Consultant with VantEdge One Group, discusses how an effective C-Suite sales process can convey value for high level customers. She also explains the three phase C-Suite sales process and why using such an approach is important to create value for these high-level customer.…
 
With the advent of value-based care, providers are facing unprecedented changes to their business models. In this environment, MD&D sales teams need to focus on collaborative approaches to better serve their customers. In this podcast, Jami Youmans, managing partner with VantEdge One Group, discusses these evolving sales strategies as well as her f…
 
To help suppliers better serve their customers in integrated delivery network (IDNs), CMR Institute has established a strategic educational alliance with IDN Summit. Through the partnership, we are providing in-depth educational content for attendees of the Fall 2017 IDN Summit. This alliance allows each firm to expand their reach beyond their resp…
 
Off-the-shelf resources offer significant benefits for trainers who want to keep their sales teams sharp but don’t want to invest in costly custom content. In this podcast, Jeff Taylor, senior director of training and development at Ipsen Biopharmaceuticals, discusses how he leverages off-the-shelf resources to develop customized certificate progra…
 
Executive buy-in and learner investment are just two of the essential elements of effective career development programs. In this podcast, Jim Underwood, director of training and development at Kowa Pharmaceuticals America, discusses some of the critical components of these programs. He also discusses how trainers should measure the ROI from career …
 
Despite the uncertainty of the political environment, integrated delivery networks like Renown Health are moving forward with population health and other mission-driven initiatives. In this podcast, Anthony Slonim, MD, DrPH, CPE, FACPE, Renown’s president and CEO, and chair of CMR Institute’s Board of Directors, describes how the Affordable Care Ac…
 
In this podcast, hear what Mary Myers, director of training and development at Bayer Healthcare, on what she thinks will be the key training trends to watch. As president of the Life Sciences Trainers & Educators network (LTEN), she also discusses how LTEN is preparing trainers for what’s ahead in the coming months and shares an uplifting message f…
 
Chances are, you’re hearing a lot about advanced alternative payment models now that your customers are faced with MACRA. In this podcast, we discuss one APM known as the Oncology Care Model. It’s important for sales teams to know if their customers are participating in this model so they can offer resources that help improve care coordination and …
 
Providing the right resources for the right people is important for every training professional, especially those that focus on leadership development. In this podcast, Duke University Professor Martha Reeves, PhD, discusses the different resources needed by senior executives versus middle managers. She also offers insights on current trends like g…
 
In recent years, group practices have faced considerable disruption due to the consolidation of smaller medical practices into larger groups. Today, solo practitioners are becoming less common as physicians join forces to reduce costs and gain greater negotiating power with payers.Another disruptive factor for medical groups has been the push towar…
 
Drug prices continue to make headlines, and in this iBrief podcast, Gabriela Dieguez, principal and consulting actuary at Milliman, helps us understand some of the latest trends in pharmaceutical distribution and spending. She talks about transparency and other issues that are top of mind for payers and other stakeholders.…
 
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