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	<title>Alliance Performance Systems: Pharma, Biotech, and Healthcare Sales Training</title>
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		<title>Uncover Hidden Revenues With Skilled Internal Selling</title>
		<link>http://www.allianceperformance.com/featured/uncover-hidden-revenues-with-skilled-internal-selling/</link>
		<comments>http://www.allianceperformance.com/featured/uncover-hidden-revenues-with-skilled-internal-selling/#comments</comments>
		<pubDate>Thu, 11 Apr 2013 20:53:43 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Articles]]></category>
		<category><![CDATA[Featured]]></category>
		<category><![CDATA[Resources]]></category>
		<category><![CDATA[best practices]]></category>
		<category><![CDATA[business acumen]]></category>
		<category><![CDATA[change]]></category>
		<category><![CDATA[coaching]]></category>
		<category><![CDATA[collaborating]]></category>
		<category><![CDATA[customer needs]]></category>
		<category><![CDATA[Customer value]]></category>
		<category><![CDATA[Differentiate]]></category>
		<category><![CDATA[e-learning]]></category>
		<category><![CDATA[e-learning vendors]]></category>
		<category><![CDATA[insights]]></category>
		<category><![CDATA[leadership]]></category>
		<category><![CDATA[managing performance]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[motivation]]></category>
		<category><![CDATA[negotiation]]></category>
		<category><![CDATA[neuroscience]]></category>
		<category><![CDATA[new hire curriculums]]></category>
		<category><![CDATA[organizational fluency]]></category>
		<category><![CDATA[resources]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[solution]]></category>
		<category><![CDATA[solutions]]></category>
		<category><![CDATA[strategies]]></category>
		<category><![CDATA[success]]></category>
		<category><![CDATA[tactics]]></category>
		<category><![CDATA[training]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3937</guid>
		<description><![CDATA[While effective internal selling doesn't directly produce the big flashes of revenues that external selling can, it does increase efficiency and ensure that more external sales happen-two outcomes that can have a marked impact on your company's bottom line. ]]></description>
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		<slash:comments>0</slash:comments>
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		<title>6 Strategic Behaviors of Best-in-Class Sales Professionals</title>
		<link>http://www.allianceperformance.com/featured/6-strategic-behaviors-of-best-in-class-sales-professionals/</link>
		<comments>http://www.allianceperformance.com/featured/6-strategic-behaviors-of-best-in-class-sales-professionals/#comments</comments>
		<pubDate>Fri, 08 Feb 2013 19:12:13 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Articles]]></category>
		<category><![CDATA[Featured]]></category>
		<category><![CDATA[Resources]]></category>
		<category><![CDATA[best practices]]></category>
		<category><![CDATA[business acumen]]></category>
		<category><![CDATA[change]]></category>
		<category><![CDATA[collaborating]]></category>
		<category><![CDATA[customer needs]]></category>
		<category><![CDATA[Customer value]]></category>
		<category><![CDATA[Differentiate]]></category>
		<category><![CDATA[insights]]></category>
		<category><![CDATA[managing performance]]></category>
		<category><![CDATA[resources]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[solution]]></category>
		<category><![CDATA[solutions]]></category>
		<category><![CDATA[strategies]]></category>
		<category><![CDATA[success]]></category>
		<category><![CDATA[tactics]]></category>
		<category><![CDATA[training]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3910</guid>
		<description><![CDATA[Decades of research from our work with top innovative global biopharmas reveals best-in-class sales professionals do certain things very effectively&#8230; &#8230;we call these &#8220;strategic behaviors,&#8221; and our research shows these behaviors are the most valuable differentiators of top-performing reps. There are actually more than a dozen strategic behaviors, but our researchers have identified the six [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Our Top 5 Most-Read Articles from 2012</title>
		<link>http://www.allianceperformance.com/aps-news/our-top-5-most-read-articles-from-2012/</link>
		<comments>http://www.allianceperformance.com/aps-news/our-top-5-most-read-articles-from-2012/#comments</comments>
		<pubDate>Tue, 08 Jan 2013 22:28:25 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3850</guid>
		<description><![CDATA[In case you missed them, here are our most-read articles of 2012

Just click on "Read more" to download a copy...]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Best Practices for Collaborating with E-Learning Vendors</title>
		<link>http://www.allianceperformance.com/featured/best-practices-for-collaborating-with-e-learning-vendors/</link>
		<comments>http://www.allianceperformance.com/featured/best-practices-for-collaborating-with-e-learning-vendors/#comments</comments>
		<pubDate>Thu, 01 Nov 2012 18:50:05 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Articles]]></category>
		<category><![CDATA[Featured]]></category>
		<category><![CDATA[Resources]]></category>
		<category><![CDATA[best practices]]></category>
		<category><![CDATA[collaborating]]></category>
		<category><![CDATA[developer]]></category>
		<category><![CDATA[e-learning]]></category>
		<category><![CDATA[e-learning vendors]]></category>
		<category><![CDATA[managing performance]]></category>
		<category><![CDATA[solutions]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3808</guid>
		<description><![CDATA[Your organization is spending tens of thousands of dollars for each hour of e-learning your vendor produces.  At those prices, why aren&#8217;t the results more impressive? Sure, part of the answer to this question may be that you aren’t using the right vendor. But part of the answer might also involve changing your behaviors to [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Employees Who Really Know Your Business are Your Most Valuable Resource</title>
		<link>http://www.allianceperformance.com/featured/employees-who-really-know-your-business-are-your-most-valuable-resource/</link>
		<comments>http://www.allianceperformance.com/featured/employees-who-really-know-your-business-are-your-most-valuable-resource/#comments</comments>
		<pubDate>Tue, 25 Sep 2012 19:17:54 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Articles]]></category>
		<category><![CDATA[Featured]]></category>
		<category><![CDATA[managing performance]]></category>
		<category><![CDATA[organizational fluency]]></category>
		<category><![CDATA[resources]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[solution]]></category>
		<category><![CDATA[strategies]]></category>
		<category><![CDATA[success]]></category>
		<category><![CDATA[tactics]]></category>
		<category><![CDATA[training]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3723</guid>
		<description><![CDATA[The Issue: According to Gallup, only a third of healthcare industry workers know their company&#8217;s mission. And even fewer understand how their company operates.  Employees who lack this critical business knowledge are frequently sales professionals. They rarely receive the training they need to understand their organization&#8217;s business drivers. As a result, they become underutilized resources. The Solution: [...]]]></description>
		<wfw:commentRss>http://www.allianceperformance.com/featured/employees-who-really-know-your-business-are-your-most-valuable-resource/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Training that Doesn&#8217;t Break the Bank</title>
		<link>http://www.allianceperformance.com/aps-news/training-that-doesnt-break-the-bank-an-effective-alternative-to-classroom-and-e-learning-2/</link>
		<comments>http://www.allianceperformance.com/aps-news/training-that-doesnt-break-the-bank-an-effective-alternative-to-classroom-and-e-learning-2/#comments</comments>
		<pubDate>Tue, 28 Aug 2012 05:30:21 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Articles]]></category>
		<category><![CDATA[strategies]]></category>
		<category><![CDATA[training]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=900</guid>
		<description><![CDATA[How Can Sales and Training Leaders Offer More Support to Reps while Spending Less? While pharmaceutical and biotechnology sales and training budgets are shrinking, the sales force’s need for application-based training is growing. Leaders who want to meet this need without breaking the bank can put new emphasis on an old-school solution—the video/teleconference. Five Keys [...]]]></description>
		<wfw:commentRss>http://www.allianceperformance.com/aps-news/training-that-doesnt-break-the-bank-an-effective-alternative-to-classroom-and-e-learning-2/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Deliver Customer Value, Differentiate Your Business</title>
		<link>http://www.allianceperformance.com/featured/deliver-customer-value-differentiate-your-business/</link>
		<comments>http://www.allianceperformance.com/featured/deliver-customer-value-differentiate-your-business/#comments</comments>
		<pubDate>Tue, 10 Jul 2012 04:00:36 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Articles]]></category>
		<category><![CDATA[Featured]]></category>
		<category><![CDATA[Resources]]></category>
		<category><![CDATA[change]]></category>
		<category><![CDATA[customer needs]]></category>
		<category><![CDATA[Customer value]]></category>
		<category><![CDATA[Differentiate]]></category>
		<category><![CDATA[managing performance]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[strategies]]></category>
		<category><![CDATA[success]]></category>
		<category><![CDATA[tactics]]></category>
		<category><![CDATA[training]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3475</guid>
		<description><![CDATA[The Issue: To differentiate in a crowded marketplace, science-led healthcare businesses must train their sales professionals to deliver customer value. Sometimes, this is easier said than done. Successfully delivering customer value takes a research-based sales training system that: - Emphasizes the key behaviors of top performers - Integrates a common framework and language into the [...]]]></description>
		<wfw:commentRss>http://www.allianceperformance.com/featured/deliver-customer-value-differentiate-your-business/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Turn Your Negotiators Into Profit Margin Protectors</title>
		<link>http://www.allianceperformance.com/featured/turn-your-negotiators-into-profit-margin-protectors/</link>
		<comments>http://www.allianceperformance.com/featured/turn-your-negotiators-into-profit-margin-protectors/#comments</comments>
		<pubDate>Thu, 17 May 2012 16:51:59 +0000</pubDate>
		<dc:creator>Jaime Danielson</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Case Studies]]></category>
		<category><![CDATA[Featured]]></category>
		<category><![CDATA[negotiation]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[selling]]></category>
		<category><![CDATA[strategies]]></category>
		<category><![CDATA[success]]></category>
		<category><![CDATA[tactics]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3414</guid>
		<description><![CDATA[The Issue: Negotiators Often Move Too Quickly to Leave Money on the Table The pressure of negotiating large, complex sales often drives sales professionals to make mistakes that shrink margins. Though they have received negotiation training—usually based on Harvard Negotiation Project principles—and have developed a strategic plan, these sellers still give in on price or terms [...]]]></description>
		<wfw:commentRss>http://www.allianceperformance.com/featured/turn-your-negotiators-into-profit-margin-protectors/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Business Acumen: GearWorks™</title>
		<link>http://www.allianceperformance.com/featured/business-acumen-gearworks/</link>
		<comments>http://www.allianceperformance.com/featured/business-acumen-gearworks/#comments</comments>
		<pubDate>Tue, 03 Apr 2012 09:00:33 +0000</pubDate>
		<dc:creator>Jaime Danielson</dc:creator>
				<category><![CDATA[APS News]]></category>
		<category><![CDATA[Articles]]></category>
		<category><![CDATA[Featured]]></category>
		<category><![CDATA[Resources]]></category>
		<category><![CDATA[business acumen]]></category>
		<category><![CDATA[customer needs]]></category>
		<category><![CDATA[strategies]]></category>
		<category><![CDATA[success]]></category>

		<guid isPermaLink="false">http://preview2.allianceperformance.com/?p=2953</guid>
		<description><![CDATA[The Challenge for National Accounts Managers While typical biopharma account managers are experts at identifying customer needs from a clinical perspective, they are less skilled at identifying customer needs from financial and organizational perspectives. As a result, they miss critical opportunities to align your organization’s solutions to the problems your customers really want to solve. [...]]]></description>
		<wfw:commentRss>http://www.allianceperformance.com/featured/business-acumen-gearworks/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Our Top 5 Most Read Articles of 2011</title>
		<link>http://www.allianceperformance.com/aps-news/our-top-5-most-read-articles-of-2011/</link>
		<comments>http://www.allianceperformance.com/aps-news/our-top-5-most-read-articles-of-2011/#comments</comments>
		<pubDate>Thu, 02 Feb 2012 14:16:51 +0000</pubDate>
		<dc:creator>Kristoffer Stewart</dc:creator>
				<category><![CDATA[APS News]]></category>

		<guid isPermaLink="false">http://www.allianceperformance.com/?p=3235</guid>
		<description><![CDATA[Which APS articles, white papers, and case studies were the most popular in 2011?
Our top 5 are listed below. If you missed them, simply click on a link to download a copy.
1. Yes, Virginia, You Can Sell Mature Drugs]]></description>
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