Functional Roles
The sales methodology the hunting team uses
What is Sandler?
The CEO in the objection video we watched yesterday.
Who is Steve Jobs?
The meeting held twice daily within Client Solutions to define priorities and action plans.
What is Check-in/Check-out?
A formal system of providers and sites of care that provides both health care services and (sometimes) a health insurance plan to patients in a defined geographic area.
What is an Integrated Delivery Network (IDN)?
Biop2020 team member that helped get the audio presentation working yesterday.
Who is Brian?
The Account Management team conducts this activity against key users and functional teams.
What is user engagement?
The step between Agreeing and Convincing when handling an objection.
What is Bridging?
The accountable party for the Core Forecast ritual.
Who is the Team Leader?
The payer management arm responsible for drugs that are injected or infused in the office of a healthcare professional (in an out-patient setting or other clinic) by a healthcare professional.
What is a medical benefit?
Second place finisher in "Kahoot" (the CS role game we played yesterday).
Who is Francis Lee?
Knowing a client/prospect's pain, budget, and decision.
What is qualification?
Something disarming to say before you ask a question.
What are Softening Statements?
The cadence/frequency of Key Account Reviews for the Client Team.
What is quarterly?
A service typically funded by a pharma manufacturer, designed to provide the manufacturer with a range of resources to get patients on therapy and keep them on therapy. These services can include such items as data analytics and copay-assistance navigation.
What is a HUB?
The second side dish served during the entree portion of our dinner last night at Bar Peached.
What is Broccolini?
The agreement that if our proposal addresses Pain, Budget, and Decision, we'll get a "yes" or "no" answer, but not a maybe.
What is the Ultimate Up Front Contract?
The one word to avoid in the ABC framework?
What is "but"?
Author of Measure What Matters (pioneer of OKRs).
Who is John Doerr?
A novel treatment technique designed to introduce genetic material into cells to compensate for abnormal genes or to make a beneficial protein. If a mutated gene causes a necessary protein to be faulty or missing, this may be able to introduce a normal copy of the gene to restore the function of the protein.
What is a Gene Therapy?
Object that was on the top left of the Strategic Solutions "mood board" yesterday.
What is a sports car?
The ink color on Gordon's slide that had notes scribbled all over the slide to show the qualification process.
What is red?
The word to avoid when Bridging the conversation in the Agree, Bridge, Convince framework.
What is "but"?
Corporate markets top priority OKR
What is activating the business units and complete account transitions?
While there are many corporate relationships in pharma it can be used to manage, this technique is often used to account for portion of a provider's total potential payment and is tied to that provider's performance on cost-efficiency and quality performance measures.
What is value-based contracting?
The team featured in the image Jo and Austin used in their Account Management presentation to show a football player spiking a ball after scoring a touch down.
What is the San Francisco 49ers?