Fred Marshall, Joe DeLosa, Mary Ann Noce, Renee Juliano and Carol Wells Present:Business Acumen in Life Science Sales:
A Discussion Panel
In a resource-constrained environment, business acumen is more important than ever before. But what does business acumen look like for sales reps and their managers? How do we help our salespeople learn to think strategically, take ownership of their territories, proactively identify opportunities for growth, and more effectively target brand resources in order to increase customer value and grow the business? During this panel discussion we will explore the latest research and best practices for helping managers and salespeople systematically apply business acumen and social intelligence to driving better business and patient outcomes.
Track
Time and Location
Tuesday, 1:45pm - 3:15pm, St. John's 23
Learning Objectives
Participants will learn to:
- Define business acumen and articulate what it looks like in life science sales.
- Articulate key skills and behaviors required to grow business by strategically targeting resources to deliver the best possible return on investment.
- Describe how business acumen, clinical acumen and social intelligence work together to increase value to healthcare providers and patients.
About the Speaker
Fred Marshall
Fred Marshall is founder and president of Quantum Learning. He has designed, developed and delivered research-based selling skills that consistently produce measurable results at all four Kirkpatrick levels for some of the world’s most successful companies. In addition, his views have been quoted in Entrepreneur Magazine, Focus, and the Wall Street Journal. Find out more...
About the Speaker
Joe DeLosa
Joe DeLosa is director of continuous development at Pfizer. He brings more than 20 years experience in sales, management, and training and has also held positions in managed markets training, management development, and the University of Pfizer. Find out more...
About the Speaker
Mary Ann Noce
As director of skills development, sales and marketing leadership at Astellas, Mary Ann is an advocate for customer-focused, persuasive sales dialogues that have meaning for the customer. Find out more...
About the Speaker
Renee Juliano
Renee Juliano is a leader in global franchise planning and support at Merck USHH, global human health learning and development, where she is responsible for leading a training team that optimizes global new product launches and in-line brands. Find out more...
About the Speaker
Carol Wells
Carol Wells is senior director of commercial training and development at Genentech, where she has responsibility for cross portfolio sales training, MCCO training, management and leadership development, training operations and functional training which includes marketing, thought leader liaison and compliance training. She serves on the SPBT Board of Directors. Find out more...
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Thanks to Our Sponsors
The Society for Pharmaceutical and Biotech Trainers would like to thank all those who have supported our event. Click here to see our sponsors.