LTEN - Life Sciences Trainers & Educators Network

Webinar: The Nesting Principle: The Flight to Breakthrough Thinking
2021-03-05 12:30 - 13:30 (America/New_York) | ONLINE ONLY – LTEN Event, United States
Friday, March 5, 2021
12:30 p.m. ET/9:30 a.m. PT
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Humans need to create a safe environment, both physically and emotionally, but that sometimes can block our ability to achieve breakthrough thinking. The Nesting Principle addresses how broadening comfort zones can address common workplace challenges, such as talent development, brainstorming and training.
Join us for this LTEN webinar, as Philip Sigler, Jr., director of talent strategy & development for Sumitomo Dainippon Pharma America, leads a discussion on breakthrough thinking. During this interactive presentation, you’ll learn about:

The four stages of nesting.
Why nesting is important, and how it holds us back.
How nesting evolves from the individual to the social level.
How to address common challenges that stem from nesting.
Concepts in breakthrough thinking to start your flight toward success.

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About the Presenter
Phil Sigler is director, talent strategy & development, at SDPA. He has been in the pharmaceutical industry for more than 30 years, spending 13 years in various field sales and sales management positions and 17 years in various corporate roles, including leading multiple training groups, distance learning and POA development teams. Phil currently runs field leadership development as well as talent strategy. All information delivered in this webinar do not necessarily reflect the policies, views or opinions of SDPA.

Webinar: Building the Dynamic Sales Team of the Future
2021-03-09 12:30 - 13:30
Tuesday, March 9, 2021
12:30 p.m. ET/9:30 a.m. PT
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Today’s sales teams must go beyond a foundation of product knowledge and customer relationships. Architecting a modern learning strategy requires building strong business acumen, framing up durable power skills and constructing a detailed understanding of customers’ actual challenges.
Join us for this LTEN webinar, sponsored by CMR Institute, as we present an interactive roundtable discussion. You’ll hear from three learning leaders as they offer concrete details on the challenges and lessons learned over the past year, how those experiences have remodeled their training initiatives and the essential tools a dynamic sales team must have to be successful. You’ll hear from and interact with:

Laura Last, Executive Director, Global Commercial Learning and Performance, Amgen
Wayne Rogers, Field Excellence Associate Director, Commercial Learning Innovation Centre, AstraZeneca
Alicia Talish, Director, Worldwide Training, Leadership & Talent Development, Bristol-Myers Squibb
Michelle O’Connor, President and CEO, CMR Institute (moderator)

All webinar registrants will get exclusive access to the Sales Team of the Future Learning Strategy Blueprint – an interactive guide to help you develop a learning plan for your dynamic sales team of the future.
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About the Presenters

Laura Last, Global Director, Learning and Performance, Amgen, Inc.
Laura has more than 29 years of experience in health care and pharmaceuticals. Laura joined Amgen in 2006 and has held roles as a sales representative, field sales trainer, strategic trainer, district manager, marketer and marketing trainer, key account manager and leadership development trainer. She became Director of Global Learning and Performance in 2016. Laura has a passion for training and improving performance.
Laura started her career as a registered dietitian. Prior to joining Amgen, Laura had a successful career with Novartis and Sanofi-Aventis in sales, training, and sales management. She holds a BS in Dietetics from Kansas State University and MA and MBA degrees from Webster University.
Wayne Rogers, Field Excellence Leader, AstraZeneca
He serves at the lead for learning experiences about selling in the U.S., which include hybrid selling techniques. After 25 years of sales and sales leadership roles across multiple markets and different size companies, he now shapes the future skills to impact results in a rapidly changing healthcare environment. He is host of the high reviewed internal podcast, “Elevate to Accelerate.”
Alicia Talish, Director—Worldwide Training, Leadership and Talent Development, Bristol-Myers Squibb
Alicia Talish leads the worldwide training, leadership and talent development team for Bristol-Myers Squibb. She has a 27-year background in biopharmaceuticals. During her 11 years at BMS, Alicia has served in a diverse range of L&D roles, including sales training manager, manager of us leadership development, associate director of worldwide leadership training design and development, as well as her current global role. Her learning and development experience also includes a number of large-scale initiatives such as selling model development, proficiency creation for sales and leadership, and leading other global training roll-outs. Her background also includes various field sales, sales leadership, and L&D roles at GlaxoSmithKline and Savage Labs.

Michelle O’Connor is President and CEO, CMR Institute
For the last 20+ years her work has focused on ensuring the Institute’s ability to provide relevant and impactful training needed in a rapidly evolving healthcare market. From new hire, leadership, sales, market access, to managed markets, Michelle ensures that CMR Institute creates resources that improve the performance and effectiveness of commercial sales teams. Michelle has a strong interest in and passion for working with organizations to develop and implement innovative learning and development initiatives that increase performance and ROI.
CMR Institute is dedicated to helping life sciences companies increase sales and market share through its applicable blended learning resources. Over the past 50+ years, the company has provided expert training for more than 150,000 biopharmaceutical, medical device, and other life science professionals worldwide. These training resources are created in partnership with industry experts, assuring the content is relevant and actionable.

Webinar: Mastering Hybrid Selling Skills: Training Your Reps to Excel in Hybrid Settings
2021-03-11 12:30 - 13:00
Thursday, March 11, 2021
2:00 p.m. ET/11:00 a.m. PT
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As our environment continues to evolve, life sciences companies are building hybrid selling skills into their curricula. They realize that a blend of virtual and live interactions are here to stay. But what should hybrid selling skills look like? How can we help representatives make the transition to hybrid selling excellence? What are best practices and how can those practices be trained?
Join this 30-minute LTEN webinar, sponsored by Persuasion Consultants, as author, keynote speaker and consultant Scott Moldenhauer shares best practices and research from the world of hybrid selling. You will learn specific skills you can share with your team, including how to enhance your representatives’ abilities to:

Approach hybrid selling with the right mindset.
Create ongoing virtual and hybrid access to customers.
Engage and sell within hybrid settings.

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About the Presenter
Scott Moldenhauer is president of Persuasion Consultants. He is the author of Pharmaceutical Sales Revolution and a frequent contributor to Pharmaceutical Executive magazine. Scott has worked with a variety of life sciences companies, including AbbVie, AstraZeneca, Bayer, Genentech, Novartis and Medtronic. In addition to his training and consulting experience, Scott taught communication and persuasion at the University of Arizona.

Webinar: The Future of First-Line Manager Coaching
2021-03-23 12:30 - 13:30
Tuesday, March 23
12:30 p.m. ET/9:30 a.m. PT
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The changes we have witnessed over the past 12 months have certainly forced us to rethink many of the ways in which we have traditionally worked.
Join us for this LTEN webinar, sponsored by Atomus, as we discuss how the role of the field manager has been impacted due to less face-to-face time with teams. We’ll look at what lessons have already been learned and how these are likely to shape the future of first-line manager coaching. Simon Mormen from Atomus (creators of aCoach) and a panel of global life sciences experts will lead an interactive discussion on topics such as:

What are their main observations from the last 12 months?
How have managers adapted to virtual coaching?
How are the representatives responding?
How do we blend online learning with first-line manager coaching?
What new skills and tools are needed to move forward?
What are the priorities for the next 12 months?

At the webinar, you’ll hear from:

Richard Lawford, associate director, international field sales leadership training, worldwide training, leadership and talent development, Bristol-Myers Squibb.
Raul Navarrete, district business manager, internal medicine, Pfizer.
Dale Snyder, director, leadership development, Novartis.
Mark Szalyga, deputy director, commercial training, Sanofi Pasteur

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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Webinar: What's Your TQ? The Future of Work in the Post-COVID Virtual World
2021-03-25 12:00 - 12:30
Thursday, March 25, 2021
12:00 p.m. ET/9:00 a.m. PT
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Most professionals know about the importance of IQ and EQ (Emotional Intelligence). Now it’s time to focus on boosting TQ (Technology Quotient). Due to COVID-19, digital skills are more critical than ever. TQ is the ability to learn, leverage and share everyday technology. It is a proven and systematic way to improve communication, collaboration and productivity.
Join us for this LTEN webinar, sponsored by Get Control, to learn more about TQ and how this megatrend can impact hiring practices, performance reviews and professional development programs. Mike Song, CEO of Get Control, will help you discover a new HR assessment tool that measures and improves TQ across the enterprise. It’s like DISC but for tech proficiency. It helps people boost digital dexterity by improving virtual meeting, email and Microsoft 365 skills.
Explore how a global life sciences company improved digital skills by more than 30% in just a few weeks. Learn about their challenges and how they adopted powerful tech tips, useful e-communication strategies and methods to share insights with colleagues. At this webinar, you will learn:

About your Tech Quotient Profile.
How to measure tech expertise in a new way.
New ways to inspire widespread adoption of tech know-how.
Best practices for implementing a TQ initiative across the enterprise.
Insight from 80,000 knowledge worker surveys at more than 1,000 organizations around the world.

Attend this webinar for a chance to win one of 10 copies of Mike Song’s book, The Hamster Revolution for TQ.
Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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About the Presenter

Mike Song is CEO of Get Control.net. Mike Song’s goal is to help your people boost performance via the smart use of technology. Mike is a best-selling author has appeared on CNN, FOX and ABC. Mike specializes in helping pharma organizations get more done. Fun fact: He worked at Pfizer for 10 years.

This webinar brought to you by:

Webinar: Insights into Tracking & Measuring Augmented and Virtual Reality: What Your Learning Platform Should Do for You
2021-03-30 12:30 - 13:30
Tuesday, March 30
12:30 p.m. ET/9:30 a.m. PT
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Did you know you can track and measure augmented and virtual reality? Engagement can be tracked in a variety of ways: physical behaviors, voice recognition, gaze tracking and vital signs, just to name a few. This allows you to gauge your learners’ retention through visual, auditory and kinesthetic data points.
But how can you turn these data points into useful information to reach your experiential learning goals?
Join us for this exploratory LTEN webinar, sponsored by Tipping Point Media. We will discuss the current landscape and what data you could be tracking and measuring for your AR/VR experiences. We also will discuss how to apply that collected data to help you reach your learning goals. And, we’ll share our approach to tracking and measuring through a recent case study and how our tracking solution worked for our client, on both their training and marketing initiatives.
Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)
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Webinar: Reimagining Life Sciences Learning with Virtual Reality
2021-04-02 12:30 - 13:30
Friday, April 2
12:30 p.m. ET/9:30 a.m. PT
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The holodeck is here. Better yet, it’s both accessible and scalable.
Join us for this LTEN webinar as Anders Gronstedt, Ph.D., outlines how smart life sciences learning organizations are using coronavirus down time to reimagine post-pandemic futures driven by multi-player virtual reality (VR) simulations. Life sciences leaders are minimizing travel with hyper-realistic VR simulators where students and instructors interact remotely.
Step inside leading VR healthcare simulators and learn how leaders are unlocking “10x” training effectiveness. You’ll see how VR can provide experiential and embodied training, state-dependent retention, deliberate practice, visualization and analytics. Also, we’ll walk through nine important steps to prep your organization for the future of 3D immersive learning, from building the VR business case and pilot through LMS reporting.
Webinar attendees will receive a free copy of the whitepaper “Reimagining a VR-Driven Post-Pandemic Learning Future,” illustrating how forward-thinking companies are harnessing VR for deliberate skill practice.
Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.

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About the Presenter

Anders Gronstedt, Ph.D. President of The Gronstedt Group, is an author, public speaker and entrepreneur. He is an advocate of using Next-Gen Learning tools to advance real-world skills through virtual and augmented reality training, game and simulation-based learning. He’s worked with life sciences companies such as Novartis, Pfizer and DaVita to improve performance with innovative learning approaches. Anders is a former faculty member of the University of Colorado–Boulder School and his articles have appeared in the Harvard Business Review. Anders gave an LTEN talk presentation in June 2018 at the 48th LTEN Annual Conference.

Webinar: After the Storm: Training in the Post-COVID World
2021-04-08 12:30 - 13:00
Thursday, April 8, 2021
12:30 p.m. ET/ 9:30 a.m. PT
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The COVID-19 pandemic caught us all by surprise. It made us rethink how we conduct training, and it has highlighted weaknesses in our current approaches to learning. As an example, traditional classroom does not easily translate to a virtual training format.
Are there methods we can incorporate to ensure effective virtual learning? What will happen once the pandemic has passed? Will we return to the same methodologies we used prior to the crisis?
Join us for this LTEN webinar, sponsored by S4NetQuest, as we:

Review how the pandemic has affected our ability to effectively train and develop our employees.
Provide proven methods for maximizing virtual training methodologies.
Discuss what training will look like once the pandemic has passed.
Evaluate technology’s role in ensuring training resiliency in the future.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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About the Presenters

Jim Guilkey, Ph.D., is the author of M-Pact Learning: The New Competitive Advantage — What All Executives Need To Know. He is the president of S4 NetQuest and is a nationally recognized expert in instructional design and learning strategy, with extensive experience in leading the design, development, and implementation of innovative, highly effective learning solutions. Under his leadership, S4 NetQuest has transformed the learning programs for numerous corporations, including Johnson & Johnson, McDonald’s, Merck, Nationwide, Chase Bank, BMW, Cardinal Health, Domino’s, GE Medical, Kaiser Permanente, Yum! Brands, and others. Guilkey is a frequent speaker at national conferences and corporate training meetings. Before co-founding S4 NetQuest, Guilkey served as the assistant director of flight education at The Ohio State University. He received a B.S. in aviation and an M.A. and Ph.D. in instructional design and technology from Ohio State.

Webinar: The Pains & Joys of Decentralized Training Organizations
2021-04-13 12:30 - 13:00
Tuesday, April 13
12:30 p.m. ET/9:30 a.m. PT
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If you’ve ever worked in training for a large organization, chances are pretty good that you’ve heard conversations along the lines of:

“We can’t let each group develop training. They’re not trainers!”
“Well, those trainers don’t know anything about what we do! How are they supposed to train people on our processes?”

But the debate over centralized training vs. decentralized training is more than a territorial dispute. With training becoming more important than ever for workforce retention, reskilling and upskilling, it’s a fundamental part of every organizational design model.
Join us for this 30-minute LTEN webinar, sponsored by Unboxed Training & Technology, to learn how GlaxoSmithKline has leveraged innovative technology to transition from a central to decentralized training organizational model. In the webinar, we will:

Examine training organizational structures.
Hear the story and reasons why GSK moved from a central to decentral training department, and how its impact to the overall learning strategy.
Hear about the joys & pains of moving to decentralized. Explore how to align your training decisions toward business results.
Share candid and thoughtful insights and actions, including how having strong supplier partners, a solid learning strategy and powerful learning technology can help decentralized training organizations follow the same north star.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.

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About the Speakers:

Hazel Doydum – Director for Peer-to-Peer Innovation and Field Enterprise Learning at GSK hazel.b.doydum@gsk.com
Katy Foucar-Szocki – Director of Strategic Solutions at Unboxed Training and Technology katyfoucar-szocki@unboxedtechnology.com

This webinar brought to you by:

Webinar: Designing Virtual Learning to Deliver Results
2021-04-15 12:30 - 13:30
Thursday, April 15
12:30 p.m. ET/9:30 a.m. PT
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Today, more than ever, there is a need to ensure that virtual learning works to improve organizational outcomes. Because of the surge in work-at-home arrangements and travel restrictions caused by the COVID-19 pandemic, most learning has shifted to a virtual format. This requires program owners to design virtual learning with desired outcomes in mind and demonstrate that the virtual format works.
Studies show that virtual learning often breaks down when measured at the application level (using what was learned) and impact level (the business impact connected to learning). However, this breakdown is avoidable. To secure the support and funding that virtual learning needs, it must deliver business results.
Join us for this LTEN webinar, presented by Dr. Patti Phillips, CEO of ROI Institute. Patti will explain how designers, developers, providers and program owners can ensure that technology-based learning delivers desired results by applying design thinking principles that focus on delivering application and impact.
After attending this session, participants should be able to:

Identify the five levels of outcomes from virtual learning.
Describe why virtual learning fails to deliver application and impact.
Explain the need to deliver results, including impact and ROI, for selected virtual learning programs.
Design virtual learning to deliver application, impact and ROI, using design thinking principles.
Plan next steps to ensure virtual learning delivers business value.

Tools, templates, case studies, job aids and a chapter from the book Measuring the Success of Learning Through Technology will be provided to participants who attend this session. Those in attendance can participate in a virtual drawing to win a book from a selection of books written or co-authored by Patti Phillips.
Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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About the Presenter:
Dr. Patti Phillips, CEO of ROI Institute, is a renowned leader in measurement and evaluation. Patti helps organizations implement the ROI Methodology® in more than 70 countries around the world. Since 1997, Patti has been a driving force in the global adoption of the ROI Methodology and the use of measurement and evaluation to drive organizational change. Her work as an educator, researcher, consultant and coach supports practitioners as they develop their expertise to help organizations and communities thrive. Her work spans the private sector, public sector, nonprofit and nongovernmental organizations. Patti’s books include The Business Case for Learning: Using Design Thinking to Deliver Results and Increase the Investment in Talent Development and The Bottomline on ROI

Webinar: MedDevice Sales Rep Learning Preferences
2021-04-21 15:00 - 16:00
Wednesday, April 21, 2021
3:00 p.m. ET/12:00 p.m. PT
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Whether virtual or in-person, it is important to develop training tailored to your specific audience. When it comes to training medical device representatives, specific learning preferences do come into play.
Join us for this LTEN webinar, presented on the Zoom platform by Cumby Associates, as we explore the typical medical device sales rep learner profile and discuss best practices for developing training for their specific needs.

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Webinar: 5 Things the Best Virtual Facilitators Do
2021-04-23 12:30 - 13:30
Friday, April 23, 2021
12:30 p.m. ET/9:30 a.m. PT
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What do the best virtual facilitators do to create engaging virtual events? What techniques do they use? What skills do they have? And most importantly, how can you do the same?
Join us for this highly interactive LTEN webinar as we cover five expert virtual facilitation techniques and give you new ideas to engage your online audiences. Whether you are brand-new to live online delivery or have been facilitating virtual events for years – and regardless of which online platform you use – you will be sure to leave this session with new ideas, new tips and new techniques for improving your virtual delivery skills.
In this session, you will learn to:

Capture attention from the start of an online event.
Engage online attendees using common virtual classroom tools.
Present content to remote participants with professionalism and poise.
Effectively handle typical challenges that arise during virtual events.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value
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About the Presenters

Cindy Huggett, CPTD, is a consultant, speaker and author who helps organizationsand trainers move to the virtual classroom. She’s written four books on virtual training: Virtual Training Tools and Templates: An Action Guide for Live Online Learning (2017), The Virtual Training Guidebook: How to Design, Deliver, and Implement Live Online Learning (2014) and Virtual Training Basics (1st and 2nd editions). Find out more about Cindy on her website, www.cindyhuggett.com.

Webinar: Augmented Reality & Virtual Reality for Learning & Development
2021-04-29 12:30 - 13:00
Thursday, April 29
12:30 p.m. ET/9:30 a.m. PT
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As life sciences trainers, we all recognize the need to stay on the leading edge of advancing technology to harness the positive impact that Augmented Reality (AR) and Virtual Reality (VR) can have in adult learning. Through proactive and creative collaboration, our industry has effectively used AR and VR across multiple platforms to train hundreds of diverse learners in different business areas across the globe.
Join us for this 30-minute LTEN webinar, sponsored by INVIVO Communications, a Red Nucleus Company, as we explore the impact that AR/VR can have in adult learners, covering the following key topics:

What is AR, VR, and mixed reality?
When is AR or VR the right solution?
What are some considerations when selecting AR or VR?
What are the benefits of using AR/VR in medical education?
How have AR/VR been used in learning and training?
What does the future hold for AR/VR applications?

You’ll learn from Ian Kelly, president & CEO of Red Nucleus, and James Hackett, vice president, creative innovation and Kevin Millar, senior vice president, creative & medical science of INVIVO. They’ll connect with you about the power of AR/VR to engage in familiar and emotional ways, playing a critical role in both promotional and non-promotional healthcare communications.

Sponsored by:

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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Webinar: The 7 Worst Mistakes in Virtual Training
2021-05-04 14:30 - 15:30
Tuesday, May 4
2:30 p.m. ET/11:30 a.m. PT
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Since everyone was pretty much thrown in the virtual training pool last year, life sciences trainers have been learning to swim like mermaids. Some may have struggled more than others, but trainers know that errors, gaffes and goofs can also be great learning tools.
Join us for this LTEN webinar, as we get you ahead of that game by showing you the 7 worst mistakes that will make your virtual learning drag. Guided by Becky Pluth, CEO of The Bob Pike Group, you’ll experience easy fixes you can apply to your own content — tips to make your job easier and your training better. Your learners will thank you in advance!
In this webinar you will:

Identify design elements that “up” engagement.
Learn how to center your webinars on your learners.
Select effective opening and closing activities to break preoccupation and lock in learning.

Register today for this free, LTEN webinar.
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Webinar: District-Level Training Programs: Supporting Innovative Engagement and Development
2021-05-07 12:30 - 13:30
Friday, May 7, 2021
12:30 p.m. ET/ 9:30 a.m. PT
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Are you making the most of your district-level training program? Or maybe you want to design a district-level training program, but you’re not sure where to start.
A district-level training team comprised of full-time sales representatives can support your training objectives while enhancing their leadership competencies and professional development. Plus, the impact this team can have across the entire sales organization can increase employee engagement.
Join us for this LTEN webinar, as Joe Wilmoth, executive director of learning & development for Dermira, leads a discussion on supporting an innovative field training development program. You’ll hear from current field trainers and district trainers about their experiences and engagement activities.
During this session, hear about:

How to design a successful district-level training program.
How to build senior-level and internal support.
Ways to keep district trainers engaged and empowered.
Examples of innovative development activities.
Metrics and other measures that define success.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
About the Presenter:
Joe Wilmoth, Executive Director, Learning & Development at Dermira, a subsidiary of Eli Lilly and Company, is an accomplished, results-driven leader of learning and development with more than 18 years of experience in the pharmaceutical and biotech industry and with 10 years of substantial success in directing the implementation of innovative training, professional development and leadership programs. Joe’s experience includes building strategic L&D programs, innovative execution, multi-level curriculum design, leadership development, organizational management, event production, facilitation, operational excellence and leading as a culture agent for employee engagement.
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Webinar: Gaining Virtual Access to HCPs
2021-05-18 11:00 - 11:30
Tuesday, May 18
11 a.m. ET/8 a.m. PT
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While research shows that physicians believe sales rep engagements will approach pre-COVID levels, they also see a decrease in face-to-face meetings in exchange for virtual engagements. The good news is that after a year of learning to sell virtually, healthcare sales organizations are beginning to hit their stride. The bad news is that this is causing significant competition for virtual HCP access.
Sales representatives must now adopt prospecting skills that they have not used before to stimulate interest, navigate stakeholders and gain virtual access. Additionally, those who do earn the HCP’s time struggle to position the value of their solution in a way that connects to a constantly changing environment.
Join us for this 30-minute LTEN webinar, sponsored by Richardson Sales Performance – Healthcare, as we equip you to adapt to this competitive and dynamic environment by doing three things:

Developing a clear value statement.
Approaching the gatekeeper as an ally by articulating how the solution could also benefit them.
Ensuring that you are set up for a successful meeting – virtual or in person – to make the most of your time together.

About the Presenters:
Rebecca Cassilly, Senior Training Consultant
Richardson Sales Performance Senior Training Consultant Rebecca Cassilly calls on her 23 years’ experience in the Financial Services Industry, much of that in a leadership capacity, with each assignment. Her energy and enthusiasm, combined with a strong participant-focused approach to facilitation, helps to put sales managers and representatives in a position to rapidly change behavior and adopt industry best practices. Rebecca started her career in sales at Capital One Financial Corp., where she began as a Sales Associate and was eventually promoted to a Senior Management role.
BRAD ANSLEY, Vice President, Richardson Sales Performance – Healthcare bansley@spisales.com
Dynamic sales and marketing Executive with 30 years of business experience, ranging from bench microbiologist to successfully launching 12 $100+MM products in strategic roles. Specialized in the life sciences field, areas of achievement include:

Development and execution of tactical plans that result in superior market share results
Development of successful product launch promotional strategies
Strategic resource utilization based on sales and market analysis
International training facilitation.

Key areas of expertise include strategic brand management, sales management, new business development, tactical planning, Solution Selling®, evidence-based medicine, training and facilitation.
This webinar is brought to you by:

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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Webinar: Ensure a Fast, Seamless Virtual Product Launch: Finding Sales Training Success in a Remote World
2021-05-25 14:00 - 14:30
Tuesday, May 25
2 p.m. ET/11 a.m. PT
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By now, most of us have adjusted to the fact that we live in a “new normal.” Workforces are remote, in-person connectivity is hard to come by and the world continues to change at breakneck speed. Yet during this change, business rolls on. Your product launches haven’t stopped, and the need to train and enable your sales team to sell those products is more pressing than ever before.
Join us for this 30-minute LTEN webinar, sponsored by Allego. Courtney Ness, launch training specialist and founder of Field Factor Training, will discuss how life sciences companies can empower their reps with the tools, techniques and resources they need to hit their numbers and find success in a virtual world.
You’ll learn:

The right way to roll out a virtual product launch – strategies for pre, during and post-launch.
How to ensure your remote reps are certified on new products and ready to pitch them effectively.
Why being virtual doesn’t mean you have to compromise on your onboarding and enablement efforts.

About the Presenter:
Courtney Ness, owner of Field Factor Training, is an experienced commercial biotech and pharmaceutical trainer. Courtney has more than 18 years of selling, instructional design, facilitation and training experience. While in the field, Courtney held positions in specialty sales and sales training for Genzyme, MedImmune and Forest Pharmaceuticals and has launched in more than 18 therapeutic classes.
In 2011, Courtney started Field Factor Training, specializing in launch training for biotech/pharmaceutical product launches, sales meetings and offers a variety of commercial effectiveness workshops. Courtney and her team have more than 65 years of pharmaceutical selling and leadership expertise combined.
This webinar is brought to you by:

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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Webinar: The Post-Pandemic Sales Force — Improve Their Success with These 5 Selling Skills
2021-06-17 12:30 - 13:00
Thursday, June 17
12:30 p.m. ET/9:30 a.m. PT
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Demonstrating empathy, asking insightful questions and identifying partnership opportunities can improve your team’s pre-call planning efforts and help them engage their customers. When you refresh their skills, they will emerge from the pandemic as effective and productive as ever.
Join us for this fast-paced, 30-minute LTEN webinar, sponsored by CMR Institute. You will learn strategies to help your sales team flex their selling skills and prepare for a successful re-entry:

Identify which skills are most important to engage healthcare customers right now.
Understand quick ways to update your curriculum to prepare your team for re-entry.
Apply lessons learned from the previous year to improve sales moving forward.

About the Speakers:
Jeffrey W. Taylor, Director, Learning and Development, Harmony Biosciences

Greg Adamson, Executive Director of Sales Training, Olympus Medical Sales Group, and Vice President, LTEN Board of Directors.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.

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Webinar: 30 Minutes, 20 Years, 10 Tips: Solutions for Great Leadership
2021-06-24 12:00 - 12:30
Thursday, June 24
12:30 p.m. ET/9:30 a.m. PT
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Like any skill, leadership develops over time. As we grow and learn through our careers, we build knowledge and experiences that shape how we innovate, respond and lead.
Join us for this unique, 30-minute LTEN webinar. Candice Lenkowsky, vice president, worldwide training and talent development at Bristol Myers Squibb, will share stories and interact with you as she reveals 10 leadership tips she’s gathered throughout her career. She’ll share stories and solutions to help you accelerate through your career, and you’ll walk away understanding:

Leadership tips gathered from more than 20 years in various industries, including life sciences.
How diverse career experiences can prepare you for the future.
The importance of aligning your work with your values.
Strategies for balancing professional and personal fulfillment.

About the Presenter:
Candice Lenkowsky is Vice President, Worldwide Training & Talent Development for Bristol Myers Squibb. Candice specializes in leading teams that build innovative, global capabilities for field force organizations that improve business impact. Her previous experience includes commercial leadership roles in pharmaceutical, consumer and medical device sectors. Candice is also a passionate leader of diversity & inclusion initiatives within her organization and advocates for others seeking balance with professional and personal fulfillment.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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Webinar: Mastering Post-Pandemic Selling Skills: Train Your Reps to Excel in a Post-Pandemic World
2021-07-20 12:30 - 13:00
Tuesday, July 20
12:30 p.m. ET/9:30 a.m. PT
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As the pandemic subsides, life sciences companies are building post-pandemic selling skills into their curricula. They are proactively addressing new challenges.
But what should these strategies look like? How should they differ from what has been taught in the past? How can we train post-pandemic selling skills for maximum effectiveness?
Join us for this 30-minute LTEN webinar, sponsored by Persuasion Consultants. Author, keynote speaker and consultant Scott Moldenhauer will share best practices for integrating post-pandemic selling skills into your curriculum. You will learn specific skills you can share with your representatives, including how to improve customer access, leverage the total office call and engage customers in post-pandemic settings.
About The Presenter
Scott Moldenhauer is president of Persuasion Consultants. He is the author of Pharmaceutical Sales Revolution and a frequent contributor to Pharmaceutical Executive magazine. Scott has worked with a variety of life sciences companies, including AbbVie, AstraZeneca, Bayer, Genentech, Novartis and Medtronic. In addition to his training and consulting experience, Scott taught communication and persuasion at the University of Arizona.
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Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
This webinar is brought to you by:

Webinar: Training Your Team to Engage Buyers and Win Deals in a Digital World
2021-08-03 13:30 - 14:30
Tuesday, Aug. 3
1:30 p.m. ET/10:30 a.m. PT
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New research from McKinsey shows that 80% of B2B buyers prefer digital engagements to in-person ones. The takeaway: Virtual selling will never be optional again. Even seasoned sales reps will need to learn new skills to succeed.
Your organization must find new ways to train and enable sellers in a digital-first hybrid world.
Join us for this 30-minute LTEN webinar, sponsored by Allego. We’ll discuss how life sciences companies can empower their reps with the resources they need to hit their numbers and find success selling in a hybrid world. Specifically, you’ll learn:

A new paradigm that is critical to virtual selling success.
What “good” virtual selling looks like for top sales organizations.
Practical recommendations for adapting sales to a virtual environment.
How the right digital learning & enablement technology can help you set your team up for virtual selling success.

You will also get a glimpse of Allego’s new Digital Sales Rooms.
Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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About the Presenter:
Jake Miller, Senior Product Marketing Manager, Allego
Jake Miller joined Allego after commercial launch to help establish product marketing and lead ongoing strategic use case development and commercialization efforts. Jake is passionate about sales performance and incorporates his experience as a salesperson in the commission-only high-ticket retail world into his approach for product marketing at Allego. Allego provides a sales learning and readiness platform that elevates sales team performance by harnessing the power of mobile video knowledge sharing to drive better customer conversations and empower reps with the training, practice, coaching, and collaboration they need to win more deals.

Webinar: LTEN Member Benefits: Make the Most of Your Membership
2021-08-12 12:30 - 13:00
Thursday, Aug. 12, 2021
12:30 p.m. ET/9:30 a.m. PT
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LTEN offers its members many ways to sharpen skills, network with peers and stay connected to the larger life sciences training industry. The more you take advantage of these opportunities, the more value you’ll realize from your LTEN membership.
Join us for this special member benefits webinar as we introduce you to the resources, events, services and networking that comes with LTEN membership. We’ll share information on upcoming events and learning opportunities designed to help you succeed.
At this webinar, you will learn about:

Upcoming networking events and programs.
Microlearning modules in the LTEN eLearning Lounge, including lessons on inclusive learning, adult learning principles, working with supplier partners and using measurement and metrics.
Solutions for your education and resources for your career.
Opportunities to get involved and build both skills and connections.
How to build your network by sharing, learning and connecting with other members.

Speakers for this special webinar include:

Joe Wilmoth, LTEN member and executive director, training & development, for Arcutis Biotherapeutics
Dawn Brehm, executive director, LTEN
Tim Sosbe, editorial director, LTEN

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Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)

Webinar: Developing Simulations for Consistent Language and Methodology
2021-08-25 12:30 - 13:00
Wednesday, Aug. 25
12:30 p.m. ET/9:30 a.m. PT
Reserve Your Seat Share Tweet Share Simulations are being more widely used in both the pharmaceutical and medical device industries as powerful tools to support training of both sales reps and healthcare providers.
Join us for this 30-minute LTEN webinar, sponsored by Tipping Point Media. We’ll focus on the process involved in developing a simulation that is instructionally sound and visually rich – one that incorporates a “wow” factor that immediately invites the audience to participate. We will explore the challenges involved in effectively demonstrating how to perform procedures as well as providing representatives with the ability to confidently and consistently articulate both standard and fringe use cases.
You’ll hear about a learning project that has won several industry awards – including being named a finalist in the 2021 LTEN Excellence Awards program – and is currently in a second phase of development to add an additional device.
At this webinar, you will learn how to:

Accurately describe when to use a simulation to explain procedure steps.
Explain the process involved to design an accurate and engaging simulation.
Identify the challenges associated with creating an engaging simulation.

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Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)
About the Presenters:
Elena Coarse, Senior Solution Strategist, Tipping Point Media
Elena Coarse is an award-winning sales leader with a passion for developing innovative learning solutions that push past client goals to improve organizational outcomes. She has a career track record of embracing technology in learning solutions and expanding return on investment and the economy of scale of projects. Elena strives for excellence by building long-term client relationships, leads by trust and is energized by new challenges, innovation and continuous improvement.
Neil Tibayan, Senior Manager of Field Training & Education, Medtronic Cardiac Ablation Solution
Neil Tibayan has utilized his life experience and acquired knowledge in discovering and addressing his client needs through a collaborative, co-creative process while effectively aligning these needs with company mission and objectives.
This webinar is brought to you by:

Webinar: Mastering Competitive Selling: Help Your Reps Succeed in Highly Competitive Markets
2021-08-26 12:30 - 13:00
Thursday, Aug. 26
12:30 p.m. ET/9:30 a.m. PT
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How do we help our representatives succeed in highly competitive markets? How do we help them stand out and differentiate? How do we give them an edge – even when they are unable to make direct comparisons to other products?
Join us for this LTEN webinar, sponsored by Persuasion Consultants, as author, keynote speaker and consultant Scott Moldenhauer shares strategies you can train to give your sales representatives an immediate competitive advantage. We will cover how to:

Advance the call continuum faster than the competition.
Overcome objections that hold the competition back.
Ask more powerful questions than the competition.
Respectfully challenge customer thinking and move ahead faster.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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About the Presenter:
Scott Moldenhauer is president of Persuasion Consultants. He is the author of Pharmaceutical Sales Revolution and a frequent contributor to Pharmaceutical Executive magazine. Scott has worked with a variety of life sciences companies, including AbbVie, AstraZeneca, Bayer, Genentech, Novartis and Medtronic. In addition to his training and consulting experience, Scott taught communication and persuasion at the University of Arizona.

This webinar is brought to you by:

Webinar: The Post-Pandemic Salesforce: Hybrid Selling Strategies for Success
2021-09-02 12:30 - 13:00
Thursday, Sept. 2
12:30 p.m. ET/9:30 a.m. PT
Reserve Your Seat Share Tweet Share Recent research confirms that healthcare professionals accept, and sometimes prefer, engaging with representatives using a mix of virtual and in-person sales calls. This hybrid selling approach requires reps to re-think customer engagement and how they structure their call plans so that they continue to meet the needs of customers while also maximizing their time in territory.
Join us for this 30-minute LTEN webinar, sponsored by Whole Systems, as you’ll learn specific and proven methods to help your representatives succeed at hybrid selling. We’ll explore ways to:

Strategically plan a mix of virtual and live calls.
Leverage empathy and body language to effectively engage all stakeholders in an account in both in-person and virtual selling environments.
Utilize tactics for conducting short and total office calls in a hybrid selling environment.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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About the Presenters:
Wendy Eicholzer, M.Ed., President, Whole Systems
Wendy Eicholzer has more than 25 years of experience in developing innovative training for the pharmaceutical, biotech and medical device industries. As president of Whole Systems, Wendy is responsible for the strategic vision of the company as well as the overall client portfolio. She also manages the day-to-day operations of the talented internal team, including all sales, marketing and development activities. With her background in instructional design and extensive industry knowledge, she leads the design and development of dynamic learning solutions across a range of disease states and products. She also focuses on understanding learner needs and client objectives to help create instructional design blueprints that ensure that all learning solutions are performance-focused.
Allie Glass, Account Manager, Whole Systems
Allie Glass joined the Whole Systems team in June of 2018 and currently is an account manager/ marketing manager. She came to Whole Systems after graduating from the University of Massachusetts, Amherst, where she earned a Bachelor of Arts Degree in Communication. In this position, Ms. Glass will assist in the project management needs of Whole Systems, including overseeing projects from design to completion. She will also assist the company in all of its social media, marketing, branding and business development needs.

This webinar is brought to you by:

Webinar: Facilitating Hybrid Events: 5 Practical Tips for Success
2021-09-10 12:30 - 13:30
Friday, Sept. 10
12:30 p.m. ET/9:30 a.m. PT
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Depending upon where you are in the world, you may be back in the office or gearing back up to facilitate in-person classes. Or you may be getting ready to deliver hybrid classes – which have a mixture of in-person and online audiences.
Join us for this LTEN webinar, to learn how to encourage collaboration in mixed-audience style events. LTEN Focus on Training magazine Virtual Training columnist Cindy Huggett, author of Virtual Training Tools and Templates and The Virtual Training Guidebook, will share practical tips, such as using webcams, maximizing inclusion and minimizing technical difficulties. You’ll walk away from this session with tips on how to engage both in-person and remote audiences at the same time.
In this session, you will learn to:

Set up hybrid events for success.
Create a sense of shared experience despite location differences.
Manage robust virtual discussions that include both in-person and remote attendees.

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Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)

Webinar: Selling to Key Executives in the Healthcare Industry
2021-09-17 12:30 - 13:00
Friday, Sept. 17
12:30 p.m. ET/9:30 a.m. PT
Reserve Your Seat Share Tweet Share Today it’s more complicated than ever to reach key executives in the healthcare industry due to increased complexity, multiple decision-makers and the ongoing pandemic. Today’s corporate buyers have even more layers of influencers and other stakeholders involved in the buying process, and different decision-makers often have diverse and sometimes conflicting priorities.
Join us for this 30-minute LTEN webinar, sponsored by Sales Readiness Group, as Norman Behar and Ray Makela, managing directors of the Sales Readiness Group, lead a discussion on essential selling strategies your sales team can use to gain access and engage with key executives in the healthcare industry. During this interactive presentation, you’ll learn:

How to get more meetings with key healthcare executives, and what to do when you get there.
What top healthcare executives care about.
The biggest challenges when selling to HCPs.
How your team can create more opportunities to sell higher.
How to present and follow up with key executives to keep your deal alive.

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Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
About the Presenters:

Ray Makela, Managing Director Sales Readiness Group
Ray Makela is an author, speaker and business executive with 25 years of management, consulting and sales experience. At Sales Readiness Group (SRG), Ray is a frequent speaker and author on numerous sales training topics. He also manages strategic account relationships and oversees the delivery of sales and sales management training programs. He has delivered programs for clients such as Microsoft, Alcon, ABM Industries and Walmart. Ray is also a contributing member of the Forbes Business Development Council and has published numerous sales related articles on Forbes.com.

Norman Behar, Managing Director Sales Readiness Group
Norman Behar has more than 25 years of CEO and senior sales management experience. He’s worked with clients in a wide range of industries including financial services, healthcare, technology, manufacturing and distribution. Before SRG, Norman served as president and CEO of Catapult, a provider of personal computer training services, where he oversaw operations and managed growth before the company’s acquisition by IBM.

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Webinar: Building Long-Term Memory in Your Sales Force: What Works and Why
2021-09-23 12:30 - 13:00
Thursday, Sept. 23
12:30 p.m. ET/9:30 a.m. PT
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Why do some training programs make a real impact on performance, while others are forgotten before the week is out?
Join us for this 30-minute LTEN webinar, sponsored by Tipping Point Media, as we explore how to build long-term memory in your sales force. We’ll show you how to combine traditional learning principles with cutting-edge technology to create training that will garner long-term retention and boost job performance.
Key takeaways from this session include:

Insights into why people forget.
Strategies to help learners remember information they need.
How to utilize this knowledge to design unforgettable training.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
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This webinar is brought to you by:

Webinar: Accessing Growth Leveraging Agile Prospecting
2021-09-30 12:30 - 13:00
Thursday, Sept. 30
12:30 p.m. ET/9:30 a.m. PT
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In today’s healthcare environment, it is critical to gain access to the right audience in a way that captures their attention and sparks the need to have a deeper conversation. The shift from face-to-face to virtual selling and the current evolution to a hybrid selling model is adding additional complexity to gaining access.
Join us for this 30-minute LTEN webinar, sponsored by Richardson Sales Performance – Healthcare. We’ll explore how sales professionals can leverage a scalable method for identifying the right customers, delivering compelling messaging and advancing the conversation. The webinar will explore how you can:

Use research and reciprocity to engage customers and encourage a dialogue.
Identify the ideal target and develop a communication cadence.
Deliver messaging that resonates with the prospect’s new needs.
Use a repeatable prepare-engage-advance model that makes progress visible.

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Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)
About the Presenters:
Brad Ansley is vice president of Richardson Sales Performance – Healthcare. He’s a dynamic sales and marketing executive with 30 years of business experience, ranging from bench microbiologist to successfully launching 12 $100+MM products in strategic roles. Brad specializes in the life sciences field, areas of achievement include development and execution of tactical plans that result in superior market share results, development of successful product launch promotional strategies, strategic resource utilization based on sales and market analysis and international training facilitation.
Pam Young brings to Richardson Sales Performance her skills as an experienced public speaker with 24 years of training and leadership experience. Pam has developed and designed leadership training sessions, train-the-trainer, strategic selling, executive sales and marketing programs. Pam has been involved in major programs with client organizations in the areas of value creation and negotiations. Select clients include Aramark, Becton Dickenson, HealthNet, Hillrom Vision Screening and Diagnostics, Honeywell – Safety and Productivity Solutions and Unchained Labs.

This Webinar is brought to you by:

Webinar: Boosting Performance with Virtual Reality Life Sciences Learning
2021-10-01 12:30 - 13:30
Friday, Oct.1
12:30 p.m. ET/9:30 a.m. PT
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Life sciences leaders like Pfizer, Novartis and Bristol Myers Squibb harness virtual reality (VR) learning to reduce training costs, improve job performance and boost engagement at scale. Step inside the new generation hyper-realistic, multi-player, 3D simulations that upend life sciences learning as we know it.
Join us for this LTEN webinar to learn how life sciences industry leaders seize a once-in-a-generation opportunity to unlock “10x” learning effectiveness with VR and mobile games. Anders Gronstedt, Ph.D., will help you experience how students interact seamlessly in a multi-player VR performance environment as you:

Learn with and from each other.
Learn how to deploy VR at scale with mobile VR, device and content management platforms, advanced analytics and LMS reporting.
Get the scope on how to build photo-realistic training simulations in real-time game-engines.
See how 3D learning programs can be played across VR headsets, mobile devices and PCs.

This is the future of training. And that future just arrived.
Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)
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About the Presenter:
Anders Gronstedt, Ph.D. is an author, public speaker and entrepreneur. He is president of The Gronstedt Group. They’ve develop multi-player VR simulations and learning games for life sciences companies Pfizer, Novartis and Bristol Myers Squibb and others, including Walmart. Dr. Gronstedt’s articles have appeared in the Harvard Business Review and LTEN Focus on Training magazine.
