There are lots of coaching programs and approaches, though I suspect that many of them overlap quite a bit. But when I hear that a coaching program "isn't working," I generally wonder if it really has …
A Peek Behind the Scenes at Impactiviti
So, what's it like to run a professional network to share resources and recommendations in a business vertical? Well, it's immensely rewarding, for one thing. What could be more gratifying that …
Continue Reading about A Peek Behind the Scenes at Impactiviti →
Selecting the Right KIND of Vendor for the Job
You want to hire the right provider for the job. Some mis-matches are obvious - you don't hire a plumber to represent you in court; nor do you contract with a fast-food trainee to fly a jumbo …
Continue Reading about Selecting the Right KIND of Vendor for the Job →
Case Study: Increasing Sales with Patient-Centric Selling
What do you do when you have a mandate to increase sales - AND make your selling approach more patient-centric? Isn't that mutually exclusive? (answer: no!) That was the challenge for one …
Continue Reading about Case Study: Increasing Sales with Patient-Centric Selling →
Are We Moving from Sales to Account Management?
As the healthcare industry (and the biopharma industry) continues to evolve, the model for drug promotion undergoes ongoing pressure. How many times have we seen the headline, "The Drug Rep is …
Continue Reading about Are We Moving from Sales to Account Management? →
From SPBT to LTEN – A Conference Recap
It was over a year in the making. The re-branding/re-naming of SPBT (the Society of Pharmaceutical and Biotech Trainers) has finally come to pass! Though the decision was made on the new identity 6 …
Continue Reading about From SPBT to LTEN – A Conference Recap →