5 Reasons Playing Fantasy Football Makes You a Better Sales Trainer

by Randee Bunin on 9/6/17 7:35 AM

As the days start to get incrementally shorter and my commute gets a bit longer due to the influx of yellow school buses on the back roads outside of Boston, it can only mean one thing… football season is right around the corner....

Shining the Spotlight on Stereotyping in Sales Force Training and Its Negative Impacts

by Mark Currier on 7/6/16 8:00 AM

People seem to have an innate proclivity to classifying people: by age, gender, race, and even career choice. While nearly 100% of people would state that judging others based on preconceptions is wrong, many still tend to...

You're Asking Me to Prescribe What?

by Andrea Pagnozzi on 2/3/16 11:30 AM

All in all, the Affordable Care Act (ACA) had a pretty successful uptake in 2015. Depending upon which source you listen to, roughly 8 million people enrolled in the program in 2015, each acquiring health insurance where they...

Yours, Mine, and Ours: Blurring the Lines of Marketing and Sales

by Andrea Pagnozzi on 10/19/15 9:00 AM

You have a brand. You have a marketing team to support it. You have a sales force to sell it. But who owns the plan??

REMS Compliance: What Sales Reps Need to Know

by Guest Contributor on 2/24/15 4:00 PM

REMS stands for Risk Evaluation and Mitigation Strategy. Developed by the US Food and Drug Administration (FDA), REMS is a strategy to manage a known or potential serious risk associated with a pharmaceutical or biological...

Why the Work of Pharma Sales Reps Must Be Customer-Driven

by Guest Contributor on 2/17/15 4:18 PM

Customer influence has been redistributed in the pharmaceutical industry over the last decade, with a shift away from individual physicians and toward payers (including patients). That means the role of the pharmaceutical sales rep...

Get Serious About Training: Play Some Games!

by Guest Contributor on 1/14/15 3:46 PM

Traditional sales training can take sales representatives away from actual selling for extended periods and represents a major investment. But training is necessary for the sales force that delivers great results, and when...

Rethinking the Role of the Pharma Sales Rep

by Guest Contributor on 12/28/14 1:35 PM

The role of a pharmaceutical sales representative has changed dramatically over the last decade. Calling on physicians, pitching a product, and calling it a day is a process of the past. Only the strongest pharma reps survive, as ...

3 Key Elements for a Successful CDx Launch

Companion Diagnostics (CDx) partners engage in a special kind of choreography to make sure that both products: the therapy and the diagnostic, are synchronized and ready for introduction into the marketplace. Breakthroughs in...

Start using TED-Ed in your Sales Training

by Mark Currier on 3/17/14 9:00 AM

Viewed a TED Talk lately? Great TED Talks are a perfect combination of inspiration, education, and entertainment. As a sales trainer in the pharmaceutical or medical device space, why aren't you "eModule-izing" them for your...