CloserIQ

AUGUST 26, 2019

In sales, it’s important to know the market and to know the best-practice techniques, but it’s not everything. At the end of the day, there is no use in knowing the market if you don’t know how to approach a prospect or handle a client. Effective communication is the link between your skills and knowledge and closing a deal. . It’s as if your know-how is the theoretical part of being a salesperson, and communication is the practical part of it ?

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The Brooks Group

AUGUST 8, 2019

This post comes from Michelle Richardson, Vice President of Research at the Sales Performance Research Center. The Brooks Group is proud to announce the launch of the Sales Performance Research Center. We developed the research center to provide organizational leaders with the ability to make informed decisions on sales strategy and talent management.

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Integrity Solutions

AUGUST 29, 2019

“Success is more an issue of who you are than what you know.”. By Mike Esterday. That’s one of many enduring quotes from our friend Ron Willingham, who founded Integrity Solutions in 1968. Ron was instrumental in shaping an approach to sales training (and later, coaching) focused on building both skillset and mindset. I’ve been reflecting on Ron’s legacy quite a bit recently, after receiving the sad news that he passed away on August 6 th.

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Clarify Health

AUGUST 30, 2019

When looking at creating or optimizing high-performing provider networks , the first thing most payers focus on is provider performance on cost, quality, and utilization. What is often left out of consideration is referral performance. Do your Primary Care Physicians (PCPs) refer appropriately, or are they referring out cases they should have treated themselves?

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Planning on running clinical trials in Japan? How can you reliably supply these studies? Discover Catalent’s clinical supply packaging facility in Shiga, Japan. Strategically located between Tokyo and Osaka, and one of largest in Japan, this 6,000 square meter facility offers comprehensive services including primary and secondary clinical packaging and labelling, comparator sourcing, cold chain storage, local and global distribution, local language support and white glove service to support stud

Distribution

Revosuite

AUGUST 19, 2019

Just over a decade ago, the job of a medical sales representative was desired by healthcare professionals. Direct to physician advertising did most of the heavy work while all was required from a rep is to finish the job, because there were less competition and fewer sources of convenient information access. Physicians enjoyed welcoming sales reps in their offices for.

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Medical sales Physicians Competition Sales 52

Source Explorer

AUGUST 5, 2019

[link].

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Marketing 52

The Brooks Group

AUGUST 29, 2019

This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center. . More and more organizations are shifting to procurement as a central driver, not simply to cut costs and source supplies, but to streamline operations and even uncover new sources of revenue. The increased presence of procurement is typically unwelcomed by salespeople who have traditionally viewed procurement as the adversary—there only to identify the lowest cost p

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Integrity Solutions

AUGUST 19, 2019

In a complex, highly competitive marketplace, bank leaders and managers who make it a priority to create a culture that is built around understanding what the customer needs and values—and the mindset necessary to deliver on it—will have the advantage. Part 1 in a new blog series. By Donna Horrigan. Leaders at top-performing banks know that being able to win new customers and retain profitable relationships is essential to growing market share and increasing shareholder value.

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Competition Retail Management Marketing 48

Clarify Health

AUGUST 30, 2019

When looking at creating or optimizing high-performing provider networks, the first thing most payers focus on is provider performance on cost, quality, and utilization. What is often left out of consideration is referral performance. Do your Primary Care Physicians (PCPs) refer appropriately, or are they referring out cases they should have treated themselves?

Networking 52

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CloserIQ

AUGUST 19, 2019

Many sales representatives only start to think about closing the deal later in the sales process. However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. If you can do this, you can successfully deploy a solution-selling approach.

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Sales Prospecting Sales process Sales pitches 81

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Clinical trial data management is increasingly challenging as studies grow in complexity. Quickly accessing and analyzing study data is vital for assessing trial progress and patient safety. In this paper, we explore real-time data access and analysis for proactive study management. We investigate using adverse event (AE) data to monitor safety and discuss a clinical analytics platform that supports collaboration and data review workflows.

Safety

Clarify Health

AUGUST 22, 2019

As provider growth becomes a top priority for healthcare executives, patient journey mapping is crucial to understand how patients interact with the healthcare system along the entire continuum of care, and how well each care organization is doing along each of those touch points. It is also important to understand physician alignment and healthcare market trends when looking for strategies to grow your business.

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Patients Physicians Networking Healthcare 52

Clarify Health

AUGUST 22, 2019

As provider growth becomes a top priority for healthcare executives, patient journey mapping is crucial to understand how patients interact with the healthcare system along the entire continuum of care, and how well each care organization is doing along each of those touch points. It is also important to understand physician alignment and healthcare [.].

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Clarify Health

AUGUST 19, 2019

Are you deciding how to best participate in a Medicare ACO? Read our guide for deciding with an edge.In 2017, if Track 1 MSSP ACOs had been operating under the new Pathways to Success rules, 40% of them would have ended the year with losses-owed to CMS. They would have owed up to $270M ($76 [.].

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Clarify Health

AUGUST 9, 2019

The challenge: Optimizing for provider growth is top of mind for healthcare executives. A recent Moody’s report cited that “Revenue pressures continue to overshadow expense saving initiatives. While the median annual expense growth rate decelerated to 5.7% from 7.1%, the annual revenue growth rate declined faster, to 4.6% from 6.1%.” Providers faced with significant revenue degradation from declining reimbursement rates, site of care substitution towards outpatient, and payer steerage are aggres

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Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

Clarify Health

AUGUST 9, 2019

The challenge: Optimizing for provider growth is top of mind for healthcare executives. A recent Moody’s report cited that “Revenue pressures continue to overshadow expense saving initiatives. While the median annual expense growth rate decelerated to 5.7% from 7.1%, the annual revenue growth rate declined faster, to 4.6% from 6.1%.” Providers faced with significant [.].

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Networking Healthcare Healthcare 52

Integrity Solutions

AUGUST 23, 2019

Top performing banks are the ones who always seem to go the extra mile to deliver memorable customer experiences. The banks’ customers are engaged, buy more, stay longer, and recommend the bank to their friends. Part 3 in a blog series. by Donna Horrigan. Read Part 1 and Part 2. We’ve all been hearing about engagement for so long, it’s almost become another intangible “soft” buzzword.

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Management Retail Insurance Competition 43

Integrity Solutions

AUGUST 21, 2019

Successful banks recognize that “the customer” isn’t just an external entity. Capturing untapped opportunities requires a collaborative culture that focuses on creating value for internal customers who, together, share the common goal of creating value for external customers. Part 2 in a blog series. by Donna Horrigan. Read Part 1 here. Under-met client needs are one of the greatest fears and frustrations every senior bank and credit union leader has, especially now, with other banks’ products a

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Relationship management Management 43

Clarify Health

AUGUST 27, 2019

1. What is your position at Clarify and what do you do? I am a senior Associate on our Customer Impact team. Part of my role is working directly with our customers to make sure that our solutions are meeting their business needs. I also work on the Total Cost Insights solution team, which is focused on the broader development of our solution. 2. What excites you most about Clarify?

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Speaker: Dr. Ben Locwin - Biopharmaceutical Executive & Healthcare Futurist

What will the future hold for clinical research? A recent draft from the FDA provides valuable insight. In "Optimizing the Dosage of Human Prescription Drugs and Biological Products for the Treatment of Oncologic Diseases," the FDA notes that "targeted therapies demonstrate different dose-response relationships compared to cytotoxic chemotherapy, such that doses below the Maximum Tolerated Dose (MTD) may have similar efficacy to the MTD but with fewer toxicities.

FDA

Clarify Health

AUGUST 27, 2019

1. What is your position at Clarify and what do you do? I am a senior Associate on our Customer Impact team. Part of my role is working directly with our customers to make sure that our solutions are meeting their business needs. I also work on the Total Cost Insights solution team, which [.].

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Clarify Health

AUGUST 20, 2019

This post was authored by Kara Dennis – Clarify Health Advisor; Industry leader, operator, and investor at the intersection of Life Sciences and technology Since joining the Clarify Health team last year, I have been working with senior leaders at life sciences companies to better understand the challenges they face in navigating today’s fragmented and siloed healthcare data ecosystem.

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Healthcare Healthcare Patients Prescription 40

Clarify Health

AUGUST 20, 2019

This post was authored by Kara Dennis - Clarify Health Advisor; Industry leader, operator, and investor at the intersection of Life Sciences and technology Since joining the Clarify Health team last year, I have been working with senior leaders at life sciences companies to better understand the challenges they face in navigating today’s fragmented [.].

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Clarify Health

AUGUST 12, 2019

With a refreshed menu of Medicare payment models, CMS has now directly answered the question that’s been on the collective minds of all ACOs (and vendors) for a couple of years: What will be the way of the future in population health? CMS overhauled the Medicare Shared Savings Program in December, re-branding it as “Pathways to Success”, and then followed by announcing its most progressive population-based payment models yet: Primary Care First and Direct Contracting.

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When selecting a clinical supply provider, consideration often focuses upon the manufacturing, packaging, storage and distribution capabilities available that will, at face-value, be sufficient to meet the needs of the sponsor and their trial. However, there are human-based and knowledge-driven factors that are often overlooked that go beyond these basic physical capabilities and are integral to the development and delivery of high performing clinical supply chains.

Specialization

Clarify Health

AUGUST 12, 2019

With a refreshed menu of Medicare payment models, CMS has now directly answered the question that’s been on the collective minds of all ACOs (and vendors) for a couple of years: What will be the way of the future in population health? CMS overhauled the Medicare Shared Savings Program in December, re-branding it as [.].

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Clarify Health

AUGUST 7, 2019

For decades payers and providers have been building physician provider networks based on limited knowledge and data, and status-quo accounting of benchmarks where “low cost” equals “high performance.” This results in poor network performance and ultimately reduces how much high-quality, individualized care patients receive. As the competitive landscape in healthcare continues to shift, network strategy [.].

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Clarify Health

AUGUST 19, 2019

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Clarify Health

AUGUST 7, 2019

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As the development pipeline for new drugs continues to grow, biopharmaceutical companies are re-evaluating how to best manage and balance resources across an increasing number of development projects and complex clinical trials. There are two approaches that can be used to speed a drug from development to clinic faster: timeline compression and parallel processing, but only one that considers the benefits of integrating clinical supply into the overall drug development process.

Management

Integrity Solutions

AUGUST 28, 2019

Simply knowing how to sell doesn’t in and of itself create sales winners. For sales training to help all salespeople grow, we have to search for deeper reasons—the real reasons why people sell or fail to sell. How comfortable are you taking your current salespeople—with the level of performance and skills they have right now—into an increasingly competitive marketplace?

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