News about IMS Learning Solutions and Change Management seminars
- The Alumni Club: New Developments
The IMS Learning Solutions Alumni Club will soon offer new services for its members including individual online registration for a series of new eLearning modules. Take a look at what’s new. - Pain and Gain for the Pharmaceutical Business Model
Alexandre Dauge, European Practice Leader of IMS Learning Solutions & Change Management, looks at the changing nature of the pharma sales model moving from a traditional product centric model towards a customer centric model supported by Customer Relationship Management (CRM) systems. - Launching: new eLearning modules from IMS eLearning Solutions
This spring sees the launch of seven new state-of-the-art simulation-based eLearning modules including Physician Insight, Call Optimisation and Key Account Management. - New: IMS Learning Solutions Alumni Club
IMS is launching a new service, the IMS Learning Solutions Alumni Club, an exclusive online network for all pharma professionals having attended a training course from IMS Learning Solutions & Change Management. Read more about this new initiative and the membership benefits. - Introducing IMS Sales & Marketing Championships 2008
IMS successfully executed the inaugural European Sales Championship last year and at the same time introduced a new initiative; the IMS Marketing Championships. These two events will continue in 2008, and have just been kicked-off across Europe. - IMS Learning Solutions & Change Management at Eyeforpharma 2008
In association with Eyeforpharma, IMS Learning Solutions & Change Management will this spring speak at the 6th annual Sales Force Effectiveness Conference 2008 and run the pre-summit workshop at the 3rd annual eMarketing Summit 2008. - The evolution of the pharma sales environment
In a series of six articles Kevin Dolgin did a close-up on the evolution of the pharma sales environment covering topics as; how theories of selling have evolved since the 50s, the change of the stakeholder base, the power of the patient and IT systems influence on sales & marketing teams. Now, the series have been compiled into one publication. - All Systems Go
In the last of his series of articles on the evolving pharma sales environment, Kevin Dolgin looks forard to how tomorrow's IT systems will serve to align sales and marketing. - The IMS Marketing Championship 2007
In the last newsletter we introduced you to a brand new initiative, the IMS Marketing Championships. Four European countries took part in the launch this Fall in a bid to identify the best local marketing champion of the year. Tina Kazmer, Events Director IMS EMEA, presents you the winner and reviews the event. - European Sales Championship 2007 reaches exciting climax
The local IMS Sales Championships culminated in the first grand final of the “European Sales Championship” set in Monaco, 2-3 November. Vying for top honours were the industry’s leading performers from 11 countries, including Europe’s key markets. Learn who won the title as “Europe’s Sales Champions” and get a close-up of the event. - Interactive online learning for rapid sales success
Marked by the launch of the Terriotry Management eWorkshop, IMS Learning Solutions & Change Management is expanding their training offering by moving into the field of eLearning. Learn more about the eLearning workshop and upcoming launches. - Doing away with the lampshades - Making sales conventions work
Every year pharmaceutical companies run their regular sales conventions, but how do you avoid a lacklustre and passive experience, involving listening but little participation? Kevin Dolgin, Principal IMS Learning Solutions & Change Management, explains how event animations can turn conventions into an unforgettable event while at the same time fostering skill development and behavioural change. - No Train, No Gain – Selecting the Right Training Partner
The importance of training is widely recognised, however, the value varies and measuring return is difficult. It is becoming increasingly important to select the right training partner, considering the specific needs and the required output. Kevin Dolgin examines the options. - Energise your events with interactive workshops!
Large internal meetings and conferences are key to maintain motivation and drive buy-in to new strategies, but often turn out to be a passive experience, involving listening but little participation. David Ziedman, Marketing Director SFE EMEA, explains how you can energize your events in a fun and engaging way with interactive workshops. - A New Level for the Rep - Physician Relationship in Diabetes and Oncology
The global pharmaceutical market operates in an environment of constant change. One area where this is most evident is in the size of pharma field forces, with many companies cut back on their number of reps. A key driver of this change is the narrowing gap between specialist versus primary care products. Allan Marx Ancheta sheds light on two key segments within specialist therapeutic classes which are poised for growth globally - diabetes and oncology. - Selling Integration
In the fourth of his series of articles on the evolving pharma sales environment, Kevin Dolgin examines how the sales function should become more closely aligned to other departments in the future. - Last local Sales Champions announced
The local IMS Sales Championship winners have all been identified, and in November they will represent their country in the intense IMS European Sales Championship in Monaco, competing for the title of European Sales Champions 2007. - From Reps to KAMs
In the second of his series on the evolution of pharma sales, Kevin Dolgin explains how the changing stakeholder base is ushering in the era of the key account manager. - Optimising Customer Interaction – The Power of Process (NEW course from IMS)
Sales calls are one of the most expensive contacts but the factors that drive their success are changing. Hanno Wolfram considers why traditional approaches to communicating with physicians no longer hold good and why the new Call Optimisation course from the Learning Solutions & Change Management team at IMS points the way to optimal customer interaction. - Driving Marketing Excellence – IMS Marketing Championships
Achieving marketing excellence is a key strategic goal for pharma as it strives to improve ROI on promotional efforts, allocate resources effectively across brands and markets, and minimise the risks of new product launches. Now, for the first time, pharma marketing teams from across the industry have the chance to measure their performance against the cream of their marketing peers in the IMS Marketing Championships. - Predicting the Paradigm
In the first of a series of articles exploring the changing nature of pharmaceutical sales, Kevin Dolgin, outlines how theories of selling have evolved since the 50s, and looks ahead to a new era. - Making an Impact with Training
Not all training has an impact. Training, after all, is only a tool, and a tool can be employed in the wrong way, by the wrong people, at the wrong time (just ask anyone who in a bout of frustration tried to fix a television set with a hammer). Kevin Dolgin is taking a look at four initiatives, each in very different companies and very different countries, using different programmes, but all of which made a real measurable impact. - Developing marketing talent - IMS pilots LS&CM Strategic Marketing program
On May 9th, Learning Solutions & Change Management assembled a team of experienced marketeers – both employees of IMS as well as clients – in a secluded country “Château” on the outskirts of Paris, to pilot the latest child in the LS&CM family of simulation based training solutions, the Strategic Marketing course. The mission of this team – to road test the course for launch in June. Joëlle Rademakers gives us an insider’s view. - In the run-up to the 2007 IMS European Sales Championships - the heat is on!
This year, 13 European markets are competing for the title of European Sales Champions. 9 countries have already announced their national champions to represent them in Monaco in November. - Can Training Make a Difference?
How can you make sure that the training initiatives you engage in will provide positive results as increased sales and market share and improved target coverage? The pharmaceutical industry spends billions of dollars a year on training, but what do they get in return? These are some of the questions that this article will address. - Launch of the Strategic Marketing Course
The course is designed for marketers with portfolio responsibility - whether a portfolio of products, a portfolio of countries, or both. - Field Force Evolution Course - Mastering Field Management Today and Tomorrow
What will pharmaceutical field forces look like in five or ten years? This is a question that is foremost on the mind of today's industry leaders. - Pharma Times Marketeer of the Year 2006 - Europe
Finalists for the inaugural PharmaTimes Marketeer of the Year - Europe Awards come together to sit through a final challenge that would distinguish the best of the best marketers throughout Europe. - Virtual Reality - Concrete Results
Virtual reality can be very down-to-earth, as 40 Swedish Pharma sales reps discovered with IMS using a sales simulation tool. As discussed in Nordic News. - IMS Sales Championships – Become the European Sales Champion of 2007
Following the tremendous success of the 2006 IMS Local Sales Championships, we are set to take the competition events into 2007 with an expanded programme that includes a European Championship in Monte Carlo.
