| Targeting + Discovery | Building the Need | Overcoming Objections | The Proposal + Negotiations | Implementation |
|---|---|---|---|---|
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What are SPIFFs
Method to motivate DSRs to sell Solana, usually announced quarterly.
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What is BioFIre FilmArray or Torch
For which platform would you ask "are there any restrictions on who can order a full RVP"?
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What is Clinical, Economical, Operational
What does CEO stand for
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What is in an in-person meeting
How should you communicate a proposal to a customer?
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What is "Solana Implementation Tracker"
Tool to set expectations for implementation and TOR date
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What is Guaranteed Gross Margin
What does GGM stand for?
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What is HSV/VZV
Which Solana assay complements the BioFire ME panel?
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What is Acute Glomelular Nephritis or Acute Rheumatic Fever
Name one of two diseases which can form if GAS is left untreated.
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What is "Never give up something without getting something in return"
What is the Golden Rule of Negotiating?
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What is 1 time per month
How often should you be visiting your top 10 accounts?
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Who is Mike Turk
Internal contact in charge of DOH facilities
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What is illumigene
Which competitor platform is being rebranded and will require revalidation?
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What is the BioFire calculator
What tool could you use to determine cost savings to a health system if Solana RVP is implemented as the initial test prior reflexing negatives to BioFire's 22 target RVP?
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What is "Make a proposal"
What step should you take if a deal is stalled?
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What is "3 kits"
How many kits must the customer purchase to receive a no charge MDx accessory pack?
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Who is Calvin Finley
Internal contact in charge of Community Health Centers
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What is Diasorin (Focus)
Which competitor's reagents must be kept at -20 or -80 degrees C?
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What is GBS
Which test result can result in death of an infant if reported as falsely negative?
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What are "What you want", "What they want", "What you wish to avoid", "What they wish to avoid"
What are the 4 quadrants of the power balance in negotiation prep?
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What is "add an assay"
Do this to extend your existing Solana contracts for an additional 3 years
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What is 60%
What percentage of labs are still culturing negative lateral flow GAS tests?
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What is 60%
What is the approximate sensitivity of throat cultures performed with BAPs only?
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What are Trichomonas, RVP (Influenza + RSV/hMPV), C. diff, and Bordetella Complete
Which Solana assay package inserts contain PPA/NPA where the comparator is a FDA cleared molecular device?
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What is "if you....then I...."
How should you phrase "a benefit for a concession" while negotiating?
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What is "New Test Announcement"
Marketing resource (listed on Solana Implementation Tracker) to increase test volume
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