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CMR Institute Out-of-Pocket Podcast

Updated 14 days ago

Education
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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 continuous learning, or facing specific business challenges that require customized training.

Read more

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 continuous learning, or facing specific business challenges that require customized training.

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Average Ratings
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iTunes Ratings

1 Ratings
Average Ratings
0
1
0
0
0
Cover image of CMR Institute Out-of-Pocket Podcast

CMR Institute Out-of-Pocket Podcast

Latest release on Jan 20, 2020

Read more

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 continuous learning, or facing specific business challenges that require customized training.

Rank #1: Health Systems – IDN And GPO Collaborative Models

Podcast cover
Read more
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 panelists, will help you position your company to become a key part of growth opportunities available in this changing market. You’ll learn how your company’s products and services can address key areas being measured by value-based care and how to present this data in a way your customers will respond to.

In this 30-minute podcast Bob DeVol, Director, Healthcare Innovator’s Collaborative, Premier, Inc. explains how the focus on cost, quality, and outcomes is changing the way IDNs and GPOs bring products into health system. You’ll also learn how best to collaborate with them to provide the information they need before they can consider the products you bring to them.

Dec 06 2018

31mins

Play

Rank #2: How To Work With Fully Integrated Systems

Podcast cover
Read more
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 system, including the relationships that should be built and how.

Dec 11 2018

31mins

Play

Rank #3: Contract Implementation and Maximization at the Field Level

Podcast cover
Read more
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.

Jan 14 2019

26mins

Play

Rank #4: Is Your Training Team Prepared for the New Marketplace?

Podcast cover
Read more
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 corporate teams in the year ahead.

Jan 22 2018

7mins

Play

Rank #5: Making the Most of Career Ladders

Podcast cover
Read more
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 development programs.

Dec 11 2017

6mins

Play

Rank #6: Creating a Winning Value Proposition

Podcast cover
Read more
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 MDD sales teams should consider when building their value proposition.

Sep 26 2017

7mins

Play

Rank #7: How can an effective C-Suite sales process convey value for high level customers?

Podcast cover
Read more
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.

Sep 22 2017

3mins

Play

Rank #8: Rethinking MD&D Selling Strategies

Podcast cover
Read more
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 firm’s new educational partnership with CMR Institute.

Aug 04 2017

5mins

Play

Rank #9: Understanding The Oncology Care Model

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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 promote other clinical improvement activities.

Apr 03 2017

4mins

Play

Rank #10: What's the Best Approach for Selling to Dermatology Practices?

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Dermatologists are important customers for the life science industry. In this podcast, we discuss what it is like to be a dermatologist in practice today. We also discuss how sales professionals can provide value to a dermatology practice.

Mar 15 2017

3mins

Play

Rank #11: How Sales Teams Can Support Risk Contracting

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Providers are becoming more comfortable taking on risk—and some are asking their partners in the life science industry to do the same.
In this iBrief podcast, Bruce Pyenson, principal and consulting actuary at Milliman, discusses the vital role that sales teams can play when their companies design risk contracts with customers. He also addresses how the pharma and medical device industries approach these arrangements differently.

Feb 03 2017

4mins

Play

Rank #12: HRSA Releases Final Rule for 340B Drug Pricing Program

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In this iBrief podcast, we discuss some of the basics of the 340B Drug Pricing Program and the changes coming for pharmaceutical manufacturers.

Jan 25 2017

4mins

Play

Rank #13: Out of Pocket Podcast - Episode 1

Podcast cover
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Out of Pocket Podcast - Episode 1 by CMR Institute

Jan 20 2020

11mins

Play

Rank #14: Episode 1 - Health Systems – IDN And GPO Collaborative Models

Podcast cover
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4 Episodes
Health Systems - IDN and GPO Collaborative Models
How to Work with Fully Integrated Systems
Contract Implementation and Maximization at the Field Level
Understanding the Distributor Model

Feb 07 2019

30mins

Play

Rank #15: Episode 2 - How To Work With Fully Integrated Systems

Podcast cover
Read more
4 Episodes
Health Systems - IDN and GPO Collaborative Models
How to Work with Fully Integrated Systems
Contract Implementation and Maximization at the Field Level
Understanding the Distributor Model

Feb 07 2019

31mins

Play

Out of Pocket Podcast - Episode 1

Podcast cover
Read more
Out of Pocket Podcast - Episode 1 by CMR Institute

Jan 20 2020

11mins

Play

Episode 3 - Contract Implementation And Maximation At The Field Level

Podcast cover
Read more
4 Episodes
Health Systems - IDN and GPO Collaborative Models
How to Work with Fully Integrated Systems
Contract Implementation and Maximization at the Field Level
Understanding the Distributor Model

Feb 07 2019

25mins

Play

Episode 2 - How To Work With Fully Integrated Systems

Podcast cover
Read more
4 Episodes
Health Systems - IDN and GPO Collaborative Models
How to Work with Fully Integrated Systems
Contract Implementation and Maximization at the Field Level
Understanding the Distributor Model

Feb 07 2019

31mins

Play

Episode 1 - Health Systems – IDN And GPO Collaborative Models

Podcast cover
Read more
4 Episodes
Health Systems - IDN and GPO Collaborative Models
How to Work with Fully Integrated Systems
Contract Implementation and Maximization at the Field Level
Understanding the Distributor Model

Feb 07 2019

30mins

Play

Episode 4 - Understanding The Distributer Model

Podcast cover
Read more
4 Episodes
Health Systems - IDN and GPO Collaborative Models
How to Work with Fully Integrated Systems
Contract Implementation and Maximization at the Field Level
Understanding the Distributor Model

Feb 07 2019

25mins

Play

Contract Implementation and Maximization at the Field Level

Podcast cover
Read more
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.

Jan 14 2019

26mins

Play

How To Work With Fully Integrated Systems

Podcast cover
Read more
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 system, including the relationships that should be built and how.

Dec 11 2018

31mins

Play

Health Systems – IDN And GPO Collaborative Models

Podcast cover
Read more
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 panelists, will help you position your company to become a key part of growth opportunities available in this changing market. You’ll learn how your company’s products and services can address key areas being measured by value-based care and how to present this data in a way your customers will respond to.

In this 30-minute podcast Bob DeVol, Director, Healthcare Innovator’s Collaborative, Premier, Inc. explains how the focus on cost, quality, and outcomes is changing the way IDNs and GPOs bring products into health system. You’ll also learn how best to collaborate with them to provide the information they need before they can consider the products you bring to them.

Dec 06 2018

31mins

Play

Is Your Training Team Prepared for the New Marketplace?

Podcast cover
Read more
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 corporate teams in the year ahead.

Jan 22 2018

7mins

Play

Better Selling to the C-Suite

Podcast cover
Read more
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.

Jan 04 2018

4mins

Play

Turning the Challenges of ACOs into Opportunities

Podcast cover
Read more
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.

Jan 03 2018

6mins

Play

Making the Most of Career Ladders

Podcast cover
Read more
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 development programs.

Dec 11 2017

6mins

Play

Micro Learning in Action

Podcast cover
Read more
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.

Dec 01 2017

4mins

Play

A Look at Outcomes-Based Performance Management

Podcast cover
Read more
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.

Oct 26 2017

3mins

Play

Creating a Winning Value Proposition

Podcast cover
Read more
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 MDD sales teams should consider when building their value proposition.

Sep 26 2017

7mins

Play

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

Podcast cover
Read more
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.

Sep 22 2017

3mins

Play

Do You Have This Essential Skill for Effective Communication?

Podcast cover
Read more
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.

Sep 05 2017

3mins

Play

Rethinking MD&D Selling Strategies

Podcast cover
Read more
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 firm’s new educational partnership with CMR Institute.

Aug 04 2017

5mins

Play

Strategic Educational Alliance with IDN Summit

Podcast cover
Read more
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 respective primary markets. In this podcast, Lisa Ponssa, Executive Vice President of IDN Summit, explains the benefits of this strategic alliance. For more information, contact us at solutions@cmrinstitute.org or check out our blog page: www.cmrinstitute.org/news-and-insights/blog/

Jul 17 2017

4mins

Play

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

Podcast cover
Read more
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 programs.

Jun 29 2017

5mins

Play

iTunes Ratings

1 Ratings
Average Ratings
0
1
0
0
0