• 2017 Laboratory Market Report
  328

• 2018 Hospital-Physician-Lab Reimbursement Outlook
  338

• 2018 Post-Acute Reimbursement Outlook
  339

• 3 Key Ways To Tackle Common Contract Administration Pain Points
  342

• 4 Things Sales Professionals Need to Know about MACRA
  322

• 5 Top Closing Techniques to Speed Up Your Sales Cycle
  271

• Accessing the Decision Maker
  272

• Basics of Canadian Patient Privacy
  327

• Basics of HIPAA and Patient Privacy
  201

• Basics of Incontinence Management: What Reps Need to Know
  269

• Bloodborne Pathogens and Healthcare Worker Safety
  202

• Calling on the C-Suite
  280

• Changes in the GPO Landscape
  347

• Clean, Aseptic and Sterile Technique: Infection Prevention in the O.R. and Beyond
  203

• Extended Care Demand Trends: Insights From HIDA Market Pulse
  303

• Fire Safety
  297

• Fundamentals of GPOs and Healthcare Contracting
  204

• Grow Your Sales Through Effective Distributor Relationships
  320

• Handling Objections as a Trusted Advisor
  301

• Healthcare Consumerism: Patients Demand Value
  314

• Help Your Customers Navigate Infection Prevention
  329

• How Do Patients Perceive Telemedicine?
  319

• How to Create Ecstatic Customers
  276

• How to Find Great Prospects Using LinkedIn
  259

• How to Make an Effective Executive-level Presentation
  267

• How to Set Call Objectives that Drive Results
  289

• How Today's Healthcare Executive Perceives Value
  256

• Collaborating With Providers In A Value-Based Healthcare Model
  351

• How To Use A Customer-Centric Approach To Increase Sales Revenue
  350

• Identifying and Nurturing Prospects in the Digital Age
  332

• Integrating Social Media into Your Marketing Plan
  343

• Introduction to Healthcare Products: Exam, Lab and Diagnostics
  233

• Introduction to Healthcare Products: PPE, Injections, Surgery and Sterilization
  205

• Introduction to Healthcare Products: Skin & Wound Care, Infusion, Respiratory and DME
  234

• Laboratory and Diagnostics Trends and Outlook: What Sales Reps Need to Know
  293

• Legal Issues in Healthcare Sales
  206

• Leveraging Manufacturer Partnerships
  218

• Leveraging Distributor-Manufacturer Partnerships to Grow Diagnostics Sales
  334

• Making the Sales Presentation
  207

• Managing Accounts for Growth
  208

• Managing Accounts for Profitability
  209

• Margin Management for Distributor Salespeople
  210

• Medicare and Medicaid Fundamentals
  211

• Navigating Your Unique Road to Growth
  316

• Negotiating Skills for the Healthcare Salesperson
  217

• New Models for Stockless Purchasing
  268

• Objection Handling With Gatekeepers
  315

• Overcoming Objections and Closing the Sale
  212

• Patient Experience Priorities for Providers
  265

• Patient Satisfaction: How Medical Products Improve Consumer Experience
  300

• Precall Planning and Opening the Call
  213

• PRECISE Selling by Phone
  277

• Preparing for the Next Epidemic: Zika, Ebola, and Beyond
  284

• Preparing for the 2018-2019 Flu Season
  349

• Probing and Listening
  214

• Prospecting and Cold Calling: Nothing Happens Unless You Get In The Door
  311

• Radiation Safety
  294

• Reaching Millennials: Products and Services that Attract Younger Healthcare Consumers
  309

• Recovering From a Service Mistake
  270

• Selling Distribution Value
  215

• Selling Through Distributors For Manufacturer Reps
  219

• Selling Through Distributors – Guidelines For Your Company
  304

• Selling to Home Health Agencies
  323

• Selling to Physician Office Labs
  220

• Selling to Post-Acute Providers: Insights from HIDA's Market Survey
  313

• Selling to Surgery Center Customers
  221

• Selling To Home Care Agencies: 3 Things You Need To Know
  344

• Selling Point-of-Care Diagnostics
  216

• Selling To Urgent Care Centers: 3 Things You Need To Know
  346

• Skilled Nursing Facilities: Medicare Billing and Payment Fundamentals
  222

• Social Media: Are You Reaching the Right Prospects?
  296

• Staffing Challenges for Post-Acute Providers
  292

• Territory Management: Allocating Calls for Maximum Productivity
  223

• The Changing Face of Primary Care Within Health Systems
  291

• The Human Body
  224

• The Evolution Of The Physician Office Market
  345

• Time Management
  225

• UDI LUM Best Practices
  341

• Understanding Community Health Centers
  226

• Understanding Hospice Providers
  331

• Understanding Hospital Customers
  227

• Understanding Long Term Care Customers
  228

• Understanding Physician Customers
  229

• Understanding the Distribution Business
  230

• 4 Trends in Distribution for Healthcare Products
  321

• Understanding Your Acute Care Customer's Key Performance Indicators
  287

• Understanding Your Customer's P&L
  257

• Using Email in Sales
  231

• Using Reimbursement Knowledge to Make Sales
  232

• Using the Phone for Business Development: Powerful Tools for Sales Reps
  278

• Voice of the Customer: Acute Care Labs
  260

• Voice of the Customer: Ambulatory Surgery Centers
  262

• Voice of the Customer: Community Health Centers
  263

• Voice of the Customer: Skilled Nursing Facilities
  258

• What Healthcare Executives Worry About, Value and Measure
  264

• What Supply Chain Executives Want From Distributors
  340

• Your Prospect Answered Your Call. Now What?
  317