4 EpisodesHealth Systems - IDN and GPO Collaborative ModelsHow to Work with Fully Integrated SystemsContract Implementation and Maximization at the Field LevelUnderstanding the Distributor Model

Episode 2 - How To Work With Fully Integrated Systems

Feb 7th, 2019 31m

4 EpisodesHealth Systems - IDN and GPO Collaborative ModelsHow to Work with Fully Integrated SystemsContract Implementation and Maximization at the Field LevelUnderstanding the Distributor Model

Episode 3 - Contract Implementation And Maximation At The Field Level

Feb 7th, 2019 25m 21s

4 EpisodesHealth Systems - IDN and GPO Collaborative ModelsHow to Work with Fully Integrated SystemsContract Implementation and Maximization at the Field LevelUnderstanding the Distributor Model

Episode 4 - Understanding The Distributer Model

Feb 7th, 2019 25m 50s

4 EpisodesHealth Systems - IDN and GPO Collaborative ModelsHow to Work with Fully Integrated SystemsContract Implementation and Maximization at the Field LevelUnderstanding the Distributor Model

Contract Implementation and Maximization at the Field Level

Jan 14th, 2019 26m 47s

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? Le

How To Work With Fully Integrated Systems

Dec 11th, 2018 31m 41s

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 s

Health Systems – IDN And GPO Collaborative Models

Dec 6th, 2018 31m 58s

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 contract

Is Your Training Team Prepared for the New Marketplace?

Jan 22nd, 2018 7m 48s

In this podcast, CMR President and CEO Michelle O’Connor offers advice for training leaders to help them set their priorities for 2018. She also discusses how training departments can be strategic partners with sales, market access, and other c

Better Selling to the C-Suite

Jan 4th, 2018 4m 57s

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 mana

Turning the Challenges of ACOs into Opportunities

Jan 3rd, 2018 6m 33s

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

Making the Most of Career Ladders

Dec 11th, 2017 6m 59s

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, dis

Micro Learning in Action

Dec 1st, 2017 4m 38s

Looking for a way to bend the dreaded forgetting curve? In this podcast, CMR Institute’s Carrie Garrett offers practical examples of how to integrate microlessons into your broader training strategy.

A Look at Outcomes-Based Performance Management

Oct 26th, 2017 3m 59s

What exactly is a performance outcome? In this podcast, we explain how managers and leaders can focus on performance outcomes to drive accountability and empower employees to achieve departmental and divisional goals.

Creating a Winning Value Proposition

Sep 26th, 2017 7m 44s

What does it take to create a value proposition that helps you establish mutually beneficial partnerships with customers? In this podcast, Alister Barrow, principal consultant with VantEdge One Group, describes some of the key questions that MD

How can an effective C-Suite sales process convey value for high level customers?

Sep 22nd, 2017 3m 38s

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

Do You Have This Essential Skill for Effective Communication?

Sep 5th, 2017 3m 28s

In this podcast, we offer advice on how managers and trainers can build an essential skill that improves productivity, fosters employee development, and creates an atmosphere of trust on teams.

Rethinking MD&D Selling Strategies

Aug 4th, 2017 5m 53s

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 You

Strategic Educational Alliance with IDN Summit

Jul 17th, 2017 4m 11s

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 att

How to Get the Most from Off-the-Shelf Resources

Jun 29th, 2017 5m 47s

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 Biop

Key Elements of Successful Career Development Programs

Jun 12th, 2017 5m 25s

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

One ACO's Views on Repeal-and-Replace Efforts

May 19th, 2017 5m 55s

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’

Developing a Formulary Strategy

May 10th, 2017 4m 11s

With the growth of organized customers like IDNs and ACOs, pharmaceutical companies recognize the importance of obtaining formulary approval early. In this podcast, we discuss some of the strategies that companies are using to help achieve form

What Are the Training Trends You Need to Know?

Apr 27th, 2017 5m 2s

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 discus

What are some trends in e-Learning for 2017?

Apr 19th, 2017 6m 2s

Technology and social media are opening new doors in instructional design. In this podcast, Virginia Tech professor Barbara Lockee, PhD, discusses some of the latest trends in e-learning. She also discusses how sales teams can stay up-to-date o