All Episodes

November 7, 2023

97 I Executive Insight: Invest in Long-Term Growth

with

It's easy to invest in the initial training of physicians and reps, but if you want continued commercial success the investment should not stop there. Executives, invest in continuing education for your physicians and reps to see long-term growth, product adoption, and the results you expect from your product. In this episode, we discuss more about why this investment in continuing ed is worth it!

November 1, 2023

96 I Advanced Training A Conversation with Chanel Tsegai

with

This month Liz sits down with Chanel Tsegai to discuss what works for advanced training. Throughout her career, Chanel has been a clinician, sales rep, and trainer, which gives her key insights. In this conversation, Chanel and Liz discuss what, why, and how to implement an advanced training program that meets every learner where they are.

October 24, 2023

95 I Q&A: “How do I make training relevant?

with

Today, we're exploring the keys to effective training: relevance, involvement, experience, and a problem-centered approach. Join us as we dive into conversations with experts, revealing insights to revolutionize your training methods and create impactful learning journeys.

October 17, 2023

94 I Case Study: eLearning Product Launch

with

Today, we're diving into a case study that unveils the secrets behind crafting a successful structured training program. Discover the key strategies, insights, and real-world examples to designing effective training regimens for creating an optimal training program.

October 10, 2023

93 I Executive Insight: Finding the Right Lead for Your Training Programs

with

What is the value of having a training professional vs. a subject matter expert? Who should lead my training programs? What does my training lead need to know about adult learning? Can I just hire anyone from the field? Should the subject matter expert lead?

October 3, 2023

92 I Make Learning Relatable: A Conversation with Carrie Berg

with

In this month's interview, Liz speaks with Carrie Berg, who leads learning and development at a virtual healthcare company. Carrie draws on her clinical experience in exercise science and cardiac rehabilitation as well as her experience in pharmaceutical and medical device sales and sales training to discuss how to develop training programs that are relatable and reinforce information for intended audiences.

September 26, 2023

91 I Q&A: What’s the best sales process?

with

We often get asked, "What's the best sales training process?" The truth is, we're process agnostic. We just want a sales process that works for you and your organization. In this episode, Liz and Rachel share their best practices for selecting a sales process to fit your needs.

September 20, 2023

90 I Case Study: Developing an Objection Handling Playbook

with

Cumby Consulting recently partnered with an organization to identify why reps weren't closing sales for the long term. Over the course of 6 weeks, Cumby Consulting partnered with focus groups to uncover the need, brainstormed with key stakeholders to identify objections, probing questions, and key messaging, and deployed a Sales Playbook for reps to use in preparing for conversations with their customers. Listen in to hear what they learned along the way!

September 12, 2023

89 I Executive Insights: Time for *Another* Sales Process?

with

Executives, is your new VP of Sales requesting a change to the Sales Process? How do you know when to let her do her thing and when to ask her to jump into what the company is already doing? Tune in as Liz & Rachel discuss the questions they'd ask the VP of Sales when requesting a process change.

September 5, 2023

88 I Navigate Sales Processes & Overcome Objections with Dante Salvetti & Ryan Lange

with

Join Liz as she sits down with sales experts Dante Salvetti and Ryan Lange, who together offer years of invaluable experience in the industry. From prospecting to closing deals, their practical tips and insights are applicable for sales professionals at all levels. Tune in to learn how to successfully navigate complex sales processes and effectively handle objections today.