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SKILLS AND

MINDSET

 
 

A fresh, innovative approach to providing blended mindset and psychology training, skills training and solutions to develop and support the "Leaders of Tomorrow"

 
 
 

With our partners at Life Science Access Academy (LSAA) we are able offer the very best in mindset and psychology training, skills training and help you deliver the “Leaders of Tomorrow".

 

With the help of 50 of the UK’s leading independent trainers we have the following blended learning solutions:

 

 
 
 

ACCOUNT MANAGEMENT, MARKET ACCESS, AND BUSINESS SKILLS:

This category offers a broad spectrum of topics and has everything you need to improve these specific skills. From market access, account management, time management and finance skills to understanding your secondary care environment and the changing NHS; we have a selection of courses written by experts specifically for you. 

HUMAN RESOURCES:

The courses in this category have been created by our expert authors to help you improve your skills and widen your knowledge of recruitment, finance and safe lone working. We also offer a course on the increasingly crucial topic of virtual recruitment in a world adapting to COVID-19.

 
 
 
 
 
 
 
 

MINDSET:

This category examines the importance of mental health, how it affects us at work and the practical ways in which we can improve it. We offer a 3 part module on emotional agility, complete with a worksheet and quiz to help better understand yourself. Our courses have been created by experts covering a vast array of topics including anxiety and fear, building resilience mental health and wellbeing, how to manage stress, motivation, workplace loneliness, positive thinking and personal fulfilment.

SKILLS:

This expansive category is filled with content written by our expert authors to help improve your skills in a plethora of  areas. In this category you will find access plans and ideas, workshops, hints and tips for multi-channel engagement, networking and follow up as well as two of our most popular courses on how to read and commercialise a clinical paper. In addition, this category also covers negotiation, communication, leadership, influencing, time management and presenting. 

 
 
 
 
 
 
 

New Courses

 
Questioning Skills

Questioning Skills

Adding value during your conversations with customers is vital and never more so than now in a COVID-19 changing world.
You might have one chance to really engage with your customers and show that you have a solution which fits their needs. This course will help you understand how questioning can help you not only uncover customer issues but grow their needs to a point where your solution offers them the value that they need.

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Why Your Business Should Be Interested in the Dispensing Doctor Market

Why Your Business Should Be Interested in the Dispensing Doctor Market

A short session on the specific details of the Dispensing Doctor market, their reimbursement, and opportunities for the pharmaceutical industry.

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Gaming Technology - a part to play in Healthcare Communications

Gaming Technology - a part to play in Healthcare Communications

Gaming technology is the use of gaming techniques and technology in other applications to provide a fun and engaging interface for users while facilitating learning. This course will teach you everything you need to know about gaming in health communication and learning.

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Gaining Virtual Access Masterclass

Gaining Virtual Access Masterclass

In the Gaining Virtual Access Masterclass recording, Ian discusses the following:
The Shifting Mindset - how to feel confident and communicate with empathy.
He also explores how to clarify and articulate our new roles and how our roles have changed.
Ian then moves onto how to communicate the value of virtual engagement but focusing on whats in it for the customer to engage virtually.
Finally, Ian shares how to overcome barrier, queries and resistance.
A must watch with practical tips and examples to use.

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Remote & Virtual Selling Mastery

In the Remote & Virtual Selling Mastery recording, Ian shares the following:
The unique skills, actions, hints and tips of top remote sales performers.
Ian then breaks the process into three stages and discusses each in turn.
Firstly, Ian explores, preparation which includes the customer plans, call plans, materials & technology, as well as the 'New KOLs'.
Ian then moves onto the next stage which is running the meeting. This section discusses how to set the right tone, grab attention, virtual questioning skills, hold attention and finally appropriate closing skills.
The last part is the post call stage. Ian explores self analysis and some unique metrics that virtual sales pros use.

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Everything You Always Wanted to Know About Virtual Engagement But Were Afraid to Ask - Think Tank

Everything You Always Wanted to Know About Virtual Engagement *(But Were Afraid to Ask) - Think Tank

Ian Chamberlain hosts a live webinar on the subject of virtual engagement in collaboration with Kruse Consulting. This webinar covers all things legal, compliance and regulatory. The panel includes Rachel Atherton - Senior Associate Solicitor at Napthens specialising in all things GDPR, Emma Corrie - Associate Legal Executive at Napthens working in the employment law department, Nicky Culnane - European Compliance Manager at Mylan, Clive Powell - Head of Registration Services at The LSI National Credentialing Register with 30 years experience working in HBHI, Jan Flynn from Kruse Consulting with over 35 years experience of the pharmaceutical industry most of which was spent in marketing, Michael Cheetham - Founder and Director of Tenacity Sales Training.

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Top Tips - How relevant will the term be Field Force by the end of 2021 - Interview with Dan Davies

Top Tips - How relevant will the term be Field Force by the end of 2021? - Interview with Dan Davies

Ian Chamberlain discuses the evolving relevance of the traditional field force with Think Tank panellist and Oncology lead Daniel Davies from Kyowa Kirin. Ian and Daniel discuss the work that Kyowa Kirin are doing to support their field force and employee wellness during this time. 

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How relevant will the term Field Force  be by the end of 2021

How relevant will the term 'Field Force' be by the end of 2021?​

In this Think Tank, Ian Chamberlain and our industry experts discuss the changing relevance of the term ‘Field Force’ in 2020 and beyond. The panel consists of Lee Fox, Senior Director of Commercial Services and Engagement Solutions at IQVIA, Andy Anderson, Recruitment Director at Evolve, Martin Knowles, sales trainer, sales consultant, and Co-Founder of Sales Untangled and Daniel Davies, Oncology Franchise Lead at Kyowa Kirin. 

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Top Tips - How relevant will the term be Field Force by the end of 2021 - Interview with Andy Anderson

Top Tips - How relevant will the term be Field Force by the end of 2021? - Interview with Andy Anderson

Ian Chamberlain discuses the evolving relevance of the traditional field force with Think Tank panellist, Andy Anderson from Evolve Recruitment. Ian and Andy discuss the ways in which job competencies might change for account managers and how they can best prepare themselves for this.

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Top Tips - How relevant will the term be Field Force by the end of 2021 - Interview with Martin Knowles

Top Tips - How relevant will the term be Field Force by the end of 2021? - Interview with Martin Knowles

Ian Chamberlain discuses the evolving relevance of the traditional field force with Think Tank panellist, Martin Knowles from Sales Untangled. Ian and Martin discuss the changing measures and competencies of the field force and the way these exist in the current climate, as well as the increased need for development of technical skills. 

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Developing amp Applying Insight to Engage Customers in a COVID-19 World - Interview with Ian Robinson

Developing & Applying Insight to Engage Customers in a COVID-19 World - Interview with Ian Robinson

Host Ian Chamberlain and interview guest Ian Robinson discuss how to engage customers in a virtual world. Ian Robinson has 25 years of industry experience with 19 years of those spent at BMS looking after the diabetes portfolio. He also went on to work in a national sales leadership role at AstraZeneca and for the last 3 years Ian has been running his own consultancy business, Pharmability. Due to his wealth of experience, our guest Ian has plenty of insight to share regarding what’s going on in the world of our customers and how we can best connect with them during these times. 

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Top Tips - How to Present Yourself on Camera - Think Tank - Lights Camera Action - Top Tips

Top Tips - How to Present Yourself on Camera - Think Tank - Lights, Camera, Action - Top Tips

In Drew's humorous and engaging video (which can be revisited in our Think Tank and Checklist) Drew Cain perfectly demonstrates the do’s and don’ts of appearing on camera for a virtual meeting. Have you ever wondered why you look so different on camera to how you look in your bathroom mirror? Many of Drew’s tips may seem inconsequential to someone unfamiliar with being in front of a camera, but when put into practice they really do make all the difference.

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Top Tips - Everything You Always Wanted to Know About Virtual Engagement But Were Afraid to Ask - Interview with Michael Cheetham

Top Tips - Everything You Always Wanted to Know About Virtual Engagement But Were Afraid to Ask - Interview with Michael Cheetham

Ian Chamberlain conducts a one to one interview with Think Tank panellist Michael Cheetham from Tenacity Sales Training - our go to sales training guru for the medical devices industry and overall life science sales training expert.

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TT- How to Present Yourself on Camera - Think Tank - Lights Camera Action An Interview with Drew Cain

TT- How to Present Yourself on Camera - Think Tank - Lights, Camera, Action! An Interview with Drew Cain

If you use virtual platforms to connect, this is a must-watch! A different and enjoyable approach to working from home; approaching virtual meetings from an actor's perspective. In this highly engaging Think Tank Ian Chamberlain interviews actor Drew Cain. Drew has had parts in many well-known and well-loved programmes such as Coronation Street, Eastenders and Doctor under his belt and has kindly agreed to share some of his best advice and how this can be utilised, even by non-actors in the remote working space. It may be an unexpected collaboration but Drew has many relevant, fascinating and helpful tips to share regarding how to present yourself on camera, from the topic of on-camera make up, to how lighting affects glasses-wearers! This interview also includes a humorous video of Drew expertly demonstrating the mistakes that many of us make when using virtual platforms to connect.

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GROWing your Sales Module 2 Preparatory GROW for a Potential Customer

GROWing your Sales: Module 2: Preparatory G.R.O.W for a Potential Customer

When you have completed the modules of this course, you will be able to use the G.R.O.W. model to enable better sales conversations with your colleagues and your clients.

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Top Tips - How relevant will the term be Field Force by the end of 2021 Top Tips

Top Tips - How relevant will the term be Field Force by the end of 2021? Top Tips

In this Top Tips, we have compiled the best pieces of advice and key learning points from our September Think Tank. In the original Think Tank Ian Chamberlain and our industry experts discuss the changing relevance of the term ‘Field Force’ in 2020 and beyond. The panel consists of Lee Fox, Senior Director of Commercial Services and Engagement Solutions at IQVIA, Andy Anderson, Recruitment Director at Evolve, Martin Knowles, sales trainer, sales consultant, and Co-Founder of Sales Untangled and Daniel Davies, Oncology Franchise Lead at Kyowa Kirin. 

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Top Tips - Lights Camera Action Checklist To Consider

Top Tips - Lights, Camera, Action! Checklist To Consider

In this humorous, short video actor Drew Cain expertly demonstrates the easily rectifiable mistakes that many of us make when using virtual platforms to connect. If you use virtual platforms to connect, this is a must-watch! A different and enjoyable approach to working from home; approaching virtual meetings from an actor's perspective. Drew has had parts in many well-known and well-loved programmes such as Coronation Street, Eastenders and Doctor under his belt and has kindly agreed to share some of his best advice and how this can be utilised, even by non-actors in the remote working space. It may be an unexpected collaboration but Drew has many relevant, fascinating and helpful tips to share regarding how to present yourself on camera.

Next Course:
 
Developing amp Applying Insight to Engage Customers in a COVID-19 World - Interview with Ian Robinson

Developing & Applying Insight to Engage Customers in a COVID-19 World - Interview with Ian Robinson

Host Ian Chamberlain and interview guest Ian Robinson discuss how to engage customers in a virtual world. Ian Robinson has 25 years of industry experience with 19 years of those spent at BMS looking after the diabetes portfolio. He also went on to work in a national sales leadership role at AstraZeneca and for the last 3 years Ian has been running his own consultancy business, Pharmability. Due to his wealth of experience, our guest Ian has plenty of insight to share regarding what’s going on in the world of our customers and how we can best connect with them during these times. 

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Art Based Learning to solve business problems

Art Based Learning to solve business problems

This programme introduces you to art as a tool to support your ability to think and deliver solutions outside of normal business operating procedures.  It explores physiology, learning styles, evidence and a practical exercise to show how art offers the mind space to reassess problems, and allow expression without words to process complex situations. 

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Building a Fair and Objective Competency and Performance Framework Part 1

Building a Fair and Objective Competency and Performance Framework (Part 1)

A common theme running through many competency and performance frameworks is the issue of subjectivity? Whilst one staff member might take the view that what they are delivering is of the highest standard and to the best of their ability, their direct line manager or more senior associate may feel that it is very much below the standard expected or required. Therefore there is a discrepancy and a difference of opinion ensues!
Building a Fair and Objective Competency and Performance Framework Parts 1, 2 and 3 will give you the solid foundations and support required to build a fair, objective and measurable framework which removes subjectivity, identifies gaps within the staff members skill set and helps support their personal development, enabling them to grow within the company and add greater value with complete transparency across the entire process.

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Building a Fair and Objective Competency and Performance Framework Part 2

Building a Fair and Objective Competency and Performance Framework (Part 2)

A common theme running through many competency and performance frameworks is the issue of subjectivity? Whilst one staff member might take the view that what they are delivering is of the highest standard and to the best of their ability, their direct line manager or more senior associate may feel that it is very much below the standard expected or required. Therefore there is a discrepancy and a difference of opinion ensues! 

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Andy Bounds

Virtual Engagement: Be Virtually Brilliant! - Interview with Andy Bounds

Ian Chamberlain chats with Andy Bounds. Andy’s backstory is an interesting one and is the reason that Andy is an expert communicator today. Andy helps companies communicate better and sell more. When you only have a virtual relationship with clients and customers, how can you assure that it’s a brilliant one? In this short interview, Andy shares his top tips for being virtually brilliant. 

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Deeper Listening Skills - An Introduction

Deeper Listening Skills - An Introduction

'Deeper Listening Skills – An Introduction' will build on your current skills. Improved listening skills will help you build better relationships; solve problems, ensure understanding and avoid conflict. Become a better listener and improve your workplace productivity.

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How Relevant Will the Term Field Force be by the End of 2021 - Interview with Liz Murray - a Med Tech Perspective

How Relevant Will the Term Field Force be by the End of 2021? - Interview with Liz Murray - a Med Tech Perspective

Ian Chamberlain chats with Liz Murray from IQVIA. Liz was intended to be a panellist in the ‘How Relevant will the Term Field Force be in 2021?’ Think Tank but was unable to join us. Liz has been with IQVIA for almost a decade and specialises in HCP engagement and engagement with med tech, and so is perfectly placed to provide us with a med tech perspective.

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Menopause in the Workplace - Interview with Deborah Garlick

Menopause in the Workplace - Interview with Deborah Garlick

Ian Chamberlain talks to Deborah Garlick, director and founder of Henpicked with over 40 years experience of corporate life. Henpicked is one of the UK’s largest, fastest-growing websites for women over 40 and is a place for women to share their wisdom and offer guidance, support and tips on a wide range of topics. Here, Deborah joins us to discuss menopause in the workplace. We hope this interview will give you a better understanding of the topic and how it may affect you, your colleagues, customers, family and/or friends, and how to engage with them in a more empathetic way. We hope that you find this interview helpful, either personally or in regards to someone you know.

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Authors

Below is a list of some of our well-known authors and contributors to the skills and mindset courses

 

Alastair Carmichael David Ashford Jones Jacqui Purnell Nicola Culnane
Allan Mackintosh David Bobs Jan Flynn Paddy (Jonathan) Patterson
Andrew Davidson David Cosgrove Jenny Rossiter Paul Bobin
Andy Anderson David Taylor Keith Rowland Punit Jansari
Andy Bounds Debbie Woodward Laura Rosenthal Professor Partha Kar
Andy Elwood Deborah Garlick Lee Fox Rachel Atherton
Andy Gross Drew Cain Leslie Galloway Rob Toomey
Ania Euszkowski Eleanor Lawrance Liz Murray Sarah Fogg
Anne Ballard Gareth Davies Lorraine Johnson Scott McKenzie
Bob Bevil Gareth Roberts Lynne Kennedy Simon Wills
Caroline Fish Gary Killington Mark Davies Stuart Shotton
Catherine Allen Greg Danilewicz Mark Harbour Terry Hill 
Catherine Cain Helen Sandilands Martin Knowles Terry Neild
Chrissy Hobbs Ian Chamberlain Matthew Rodley Tim Kneen
Clive Powell Ian Robinson (Pharmability) Michael Cheetham Tina O’Brien
Daniel Davies Ian Saunders Michelle Sullivan  Tom Phillips
Irene Stone Miranda Hanks Vikash Dudhia