Webinar: The Post-Pandemic Sales Force — Improve Their Success with These 5 Selling Skills
2021-06-17 12:30 - 13:00 (America/New_York) | ONLINE ONLY – LTEN Event, United States
Thursday, June 17
12:30 p.m. ET/9:30 a.m. PT
Reserve Your Seat
Share Tweet Share
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.

Reserve Your Seat

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
Reserve Your Seat
Share Tweet Share
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.
Reserve Your Seat

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
Reserve Your Seat
Share Tweet Share
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.
Reserve Your Seat
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
Reserve Your Seat
Share Tweet Share
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.
Reserve Your Seat
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
Reserve Your Seat
Share Tweet Share
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

Reserve Your Seat
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.

Reserve Your Seat
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
Reserve Your Seat
Share Tweet Share
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.
Reserve Your Seat
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.
Reserve Your Seat
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
Reserve Your Seat
Share Tweet Share
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.

Reserve Your Seat
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.

Reserve Your Seat
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.

This Webinar is Brought to You by:

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
Reserve Your Seat
Share Tweet Share
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.
Reserve Your Seat
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
Reserve Your Seat
Share Tweet Share
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.

Reserve Your Seat
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
Reserve Your Seat Share Tweet Share
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.)
Reserve Your Seat
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.

Webinar: Upskilling and Reskilling to Future-Proof Your Salesforce
2021-10-12 12:30 - 13:00
Tuesday, Oct. 12, 2021
12:30 p.m. ET/9:30 a.m. PT
Reserve Your Seat
Share Tweet Share
Sales environments are changing like never before. From account management to omnichannel engagement to virtual selling to storytelling, we’ve entered the age of reskilling and upskilling. But what do those terms really mean and where do you start?
Join us for this 30-minute LTEN webinar, sponsored by Metrix, where we will discuss how to make sense of these changing demands to design and develop learning solutions that will get your salesforce to where it needs to be.
At this webinar, you will learn how to:

Describe the difference between upskilling and reskilling the salesforce, and their benefits.
Use a framework to get clarity on the upskilling or reskilling need.
Implement blended approaches to upskilling and reskilling to maximize impact.

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

Ariella Sax – Chief Operating Officer, Metrix Group
Ariella is a strategic leader with a proven track record for delivering results. With an MBA, and as a current member of the senior leadership team, Ariella has cross-functional expertise in business strategy & operations, customer experience, sales and marketing and has worked with a wide range of multi-million dollar companies in the pharmaceutical, financial and retail industries. She has an incredible track record for growth, both from a business and people development perspective, and is instrumental in continuing to push the company forward. Being a thought leader in the learning community, Ariella regularly attends and conducts speaking engagements at international conferences.

Kaidi Zhou – Director, Healthcare Strategy & Client Services, Metrix Group
Kaidi is an expert in learning strategy and design. She has led multiple award-winning, large-scale, strategic learning and development projects. Kaidi has worked extensively in the pharma, biotech and healthcare sectors, with leading national and global organizations. Her background in pharmacology combined with years of project excellence uniquely positions her to bring value to pharmaceutical clients. She understands the nuances of training in the healthcare space and is adept at turning her clients’ strategy and vision into results. She maintains high client satisfaction in all her engagements, with long-standing repeat business across her accounts. As a team lead and part of the leadership team at Metrix, Kaidi upholds her team’s scientific and medical excellence and shares her deep healthcare expertise across the company.
This webinar is brought to you by:

Webinar: Field-Based Training: Advice from the Experts
2021-10-21 12:30 - 13:30
Thurs., Oct. 21
12:30 p.m. ET/9:30 a.m. PT
Reserve Your Seat
Share Tweet Share
A real-world, been-there perspective can be valuable in training, especially for field roles. Those customer-facing positions have unique needs, challenges and solutions.
Join us for this LTEN webinar, as we look at the field trainer role from some award-worthy points of view. The finalists and winners of the 2021 LTEN Field Trainer Scholarships will be your presenters, in an open discussion forum that you’ll be invited to join. We’ll share with you on topics such as:

The innovative field programs that earned their scholarship nominations.
The functions of field roles, and the ongoing responsibilities.
The career journey for field trainers, and where they go from here.
Biggest lessons learned in field roles.
Advice for the current and next generations of field trainers.

Speakers at the webinar, all members of the LTEN Field Training Committee, will include:

Amity Cutaia, Astellas Pharma U.S. (moderator)
Ann Malotke, AstraZeneca
Shawn Nordquist, Alnylam Pharmaceuticals
Kendra Short, Sanofi
Michael Tomlinson, Eisai

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

Webinar: The Power of Creativity in Learning
2021-10-28 12:30 - 13:00
Thursday, Oct. 28
12:30 p.m. ET/9:30 a.m. PT
Reserve Your Seat
Share Tweet Share
In recent years, life sciences sales professionals have faced an increasingly challenging sales landscape, with healthcare practitioners becoming more difficult to reach. When opportunities to engage do occur, every moment counts.
Now, with the ongoing impacts of the COVID-19 pandemic, the training process itself has been upended. More than ever before, this is a time for creative solutions.
Join us for this 30-minute LTEN webinar, sponsored by Illuminate. Shaun McMahon, founder and president of Illuminate, and Brian Kane, vice president of sales, will share creative solutions that elevate traditional training strategies and inspire and support creativity in learners too.
At this webinar, you will learn about:

How introducing creative elements to training empowers learners to be more confident and capable in the field.
Virtual learning formats that are compelling, fun and comprehensive.
The benefits of some virtual training techniques even in a post-pandemic environment.
Fresh methods of conducting roleplay sessions, including formats that allow learners to devote more time to areas that are particularly challenging for them.
How to avoid roleplay productivity issues.
Advancements in gamification and learning programs that tailor learning retention strategies to users’ unique needs.

Register today for this free, LTEN webinar. Not an LTEN member? Join today and realize the value.
Reserve Your Seat
About the Presenters:
Shaun McMahon is the president and founder of Illuminate. He has more than 25 years of experience in learning and development in pharmaceutical, computer and automobile industries. Shaun holds a Bachelor of Science in marketing and entrepreneurial studies from Babson College.

Brian Kane is vice president of sales at Illuminate. He is a lifelong learner and client champion. His experience in physician, hospital and senior living network development gives him valuable insight into the practical and systemic issues pharmaceutical and device representatives must navigate.

This webinar is brought to you by:

Webinar: Increasing Revenue by Increasing Agility in Sales
2021-11-18 12:30 - 13:00
Thursday, Nov. 18
12:30 p.m. ET/9:30 a.m. PT
RSVP
Share Tweet Share
The future of sales is changing — every single day. Customer needs change. Perceptions of value fluctuate. Stakeholder dynamics are unpredictable. The environment is volatile, and sellers need to guide customers through the process of buying. But it’s difficult when the processes sellers rely on have become rigid and inflexible.
The answer? Embrace agility to prepare sellers to respond to changing requirements, lean into driving consensus and visualize what they need to do to close more business.
Join us for this 30-minute LTEN webinar, sponsored by Richardson Sales Performance – Healthcare. We’ll help you:

Learn how agile principles equip sellers to respond and adjust based on changing customer requirements.
Understand the latest neuroscience and behavioral science research into how buyers buy, and how sellers can be more effective at driving momentum.
Examine how sales methodology and sales enablement strategies intersect, and the data needed to support and measure them.

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

About the Presenter:
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.

This webinar is brought to you by:

Webinar: Emerge Stronger: Developing Hybrid, Compliant and High-Performing Teams in Life Science
2021-12-02 12:30 - 13:00
Thursday, Dec. 2
12:30 p.m. ET/9:30 a.m. PT
RSVP
Share Tweet Share
During the COVID-19 pandemic, many learning & development (L&D) leaders in life sciences rose to the challenge of rapidly pivoting all their in-person training to virtual.
As life sciences companies emerge from the COVID-19 pandemic, new challenges lie ahead for L&D leaders. Those companies that successfully upskilled their workforce into hybrid, compliant and high-performing teams achieved greater revenue, higher brand recognition and shorter product times to market. So, the question life sciences L&D leaders face now is:
“How can you rapidly find and close critical capability gaps to build high-performing life sciences teams?”
Join us for this interactive LTEN webinar, sponsored by Qstream. Participants will engage with a moderated panel of experts to:

Discover L&D’s new role as the integrator of hybrid, compliant and high-performing teams in life sciences.
Learn how L&D can shift culture and upskill to develop high performance teams.
Explore how L&D teams use real-time data and analytics to power learning ecosystems that exceed executives’ expectations.

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

About the Presenter:
Johnny Hamilton – Vice President, Strategic Innovation and Design, Baseline Builder
Johnny is an award-winning author and thought leader in strategic innovation, design and workplace learning. He has led projects that earned more than 14 industry awards in corporate learning innovation, saved millions of dollars and dramatically increased engagement. Johnny co-developed the Push-Anchor-Pull™ framework and has architected microlearning experiences using adaptive learning, AI and immersive learning (AR/VR).

Chris Casement – Chief Operating Officer, My Baseline Builder
Chris has more than 25 years of experience working with organizations to implement high performing teams in manufacturing, high-tech and healthcare. He has led innovation networks that enable companies to bring products to market faster and launched speed to proficiency programs that exponentially increase workforce capability and revenue. Currently, Chris is helping California’s health department, state-wide vaccine providers and local health jurisdictions ensure the rapid and safe roll out of COVID-19 vaccines.
Jason Mundy – Vice President, Marketing, Qstream
Jason Mundy is the vice president of marketing at Qstream, where as a member of the executive leadership team he is responsible for global marketing strategy, brand, product positioning and growth marketing. Prior to Qstream, Jason led global marketing for Dell Technologies’ advanced services and consulting business and held progressive roles at EMC leading product marketing for global services and channel partner services programs.

This webinar is brought to you by:

Webinar: Maintaining Collaboration in a Hybrid World: How Pharmacosmos Managed the Change to Virtual Onboarding & Collaboration
2021-12-07 12:30 - 13:00
Tuesday, Dec. 7
12:30 p.m. ET/9:30 a.m. PT
RSVP
Share Tweet Share
Pharmacosmos Therapeutics, a Danish pharmaceutical company, received an FDA approval in January 2020 that expanded their business into the United States. While this presented an exciting opportunity, it also posed a challenge: How could their lean L&D team replicate the company’s strong, collaborative culture on the other side of the globe during a pandemic?
Join us for this 30-minute LTEN webinar, sponsored by Allego, where Melissa Young, associate director of sales training and development at Pharmacosmos Therapeutics, will share how she used cutting-edge sales enablement tools to keep her team connected and productive throughout one of the most important periods in the company’s history. Specifically, you’ll learn:

Strategies to keep your team connected and collaborative in a hybrid environment.
The most effective ways to onboard and train virtually with sales readiness technology.
Why being virtual doesn’t mean you have to sacrifice the quality of your product launch strategy.
Technology’s role in the future of workplace culture.

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

About the Presenter:

Melissa Young – Associate Director, Sales Training and Development, Pharmacosmos Therapeutics
Melissa Young is the associate director, sales training and development at Pharmacosmos Therapeutics. In her current role, Melissa is known for designing and facilitating comprehensive, engaging training programs that keep audiences interested and accountable. Her vast experience in the life sciences industry, including various commercial and training roles at Ferring Pharmaceuticals previously, has led her to excel in her career in sales training and development.

This webinar is brought to you by:

Webinar: Planning Hybrid Meetings: Tips for Trainers & Facilitators
2021-12-10 12:30 - 13:30
Friday, Dec. 10
12:30 p.m. ET/9:30 a.m. PT
RSVP
Share Tweet Share
Hybrid training sessions and meetings may seem scary, but they don’t have to be. A hybrid meeting is a collaborative meeting with participants in two or more separate locations where a distance communication technology is used to create a synchronous experience.
In 2020, we were thrust into learning how to facilitate virtual meetings, but now we have time to prepare. We can build our own best practices. We’ve done it once; we can do it again.
Join us for this interactive LTEN webinar, geared toward facilitators and anyone who plans training sessions or meetings. In this Zoom webinar, we will share a few tips from hybrid meetings we’ve planned, and you will have the opportunity to practice. We will do a breakout group activity where you will be given a scenario to plan for and be asked to brainstorm:

How might you set up the room?
What meeting agreements do you want in place?
What is your staffing plan?
What are the key activities in your agenda?
What technology protocols will help you in each activity?
What instructions might you need to give to those online vs. in the room?
What challenges do you anticipate, and how would you handle them?

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

Webinar: Using Learning Science to Create Effective Training
2021-12-17 12:30 - 13:30
Friday, Dec. 17
12:30 p.m. ET/9:30 a.m. PT
RSVP
Share Tweet Share
Learning is a science, and our day-to-day practice should reflect that fact. All instructional strategies or technologies we deploy must consider how people learn and retain what they have learned.
Join us for this LTEN webinar, as Steven Just Ed.D., CLO of Intela Learning and CEO of Princeton Metrics, shares both the science and the practice of learning. We’ll start by defining learning and then focus on several well-researched principles of learning science:

Managing cognitive load.
Creating learning schema.
The two channels we use to process new information.
The two different types of long-term memory and how they relate.
Encoding and re-encoding.
Desirable difficulties.
Deliberate practice.

We’ll also show how several instructional strategies and technologies are consistent (or not) with this science, including interleaved practice, microlearning, “delayed” feedback, priming exams, cumulative exams, gamification, multimedia learning and virtual reality.
Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)
RSVP

About the Presenter:
Steven Just is the CLO of Intela Learning and CEO of Princeton Metrics, where he focuses on applying evidence-based practices to learning and assessment. Previously he was the founder and CEO of Pedagogue Solutions, the premier assessment management system company. After 25 years of growing Pedagogue into the industry leader, Dr. Just sold Pedagogue to Saba, where he helped unify Pedagogue into the Saba Talent Management system and advised on assessment and learning strategy.
Dr. Just has a master’s degree in computer science, a doctorate in educational psychology and more than 25 years’ experience working with the world’s leading companies helping them to create learning and assessment strategies based on the latest research in cognitive science. Earlier in his career he worked at Bell Labs, where he did research on computer applications in learning and assessment.
He has taught hundreds of workshops and is a frequent speaker at professional conferences. He is a regular contributor to LTEN Focus on Training magazine and is a member of the LTEN Editorial Advisory Board.

Webinar: Field Trainers: Career Prospects Beyond the Field
2022-01-21 12:30 - 13:30
For many people, field training is a developmental – even transient – role.
When the rotation ends, so does their time in training. But for others, the field trainer role is just the beginning of a career in workforce development.
Whether you’re a lifetime trainer or a temporary teacher, the field trainer role can lead to great things. You’ll develop foundational, universal and marketable skills that can aid any business career.
Join us for this LTEN webinar, presented by the LTEN Field Trainers Committee, as we outline options for advancing careers. In this panel discussion, we’ll share approaches from leading life sciences organizations and offer advice on where you’ll go from here.
Reserve Your Spot
Bring your questions for the panel and be prepared to interact as we discuss:

How you can be better at your role, and where your best effort will take you in life sciences careers.
Are you on the right pathway? Is field training a steppingstone to management? Should it be?
What happens if field training isn’t for you? How can you leverage the skills and competencies you’ve learned in a non-training career?

At the webinar you’ll learn from and interact with our panel of field training leaders:

Alison Quinn, Bristol Myers Squibb (moderator)
Melissa Lowe, Philips
Erica Sambraus, Novartis
Michael Tomlinson, Eisai

LTEN Member Benefits: The Value of Membership
2022-01-25 12:30 - 13:30
Register
LTEN Member Benefits: The Value of Membership
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.
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:

Amity Cutaia, LTEN 2021 member of the year and executive director, capabilities, learning & development, for Astellas Pharma U.S.
Dawn Brehm, executive director, LTEN
Tim Sosbe, editorial director, LTEN

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

Webinar: Mastering Advanced Hybrid Selling Skills: Coach, Train and Help Your Reps to Excel in Hybrid Settings
2022-01-27 12:30 - 13:00
Thursday, Jan. 27, 2022
12:30 p.m. ET/9:30 a.m. PT
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 is 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.
Reserve Your Spot
You will learn specific skills you can share with your team, including:

Enhance the representative’s ability to approach hybrid selling with the right mindset.
Enhance the representative’s ability to create ongoing virtual and hybrid access to customers.
Enhance the representative’s ability to engage and sell within hybrid settings.

Webinar: The Business of Storytelling
2022-02-04 12:30 - 13:00
Friday, Feb. 4
12:30 p.m. ET/9:30 a.m. PT
RSVP
Share Tweet Share
There is power in storytelling. Messages delivered through stories are 22% more memorable than just facts. Stories are easy to remember and capture an audience’s attention by engaging their emotions.
Join us for this LTEN webinar, as we focus on brand storytelling, which allows us to connect on a deeper, more meaningful level with our desired audience. Sloane Heffernan, a two-time Emmy Award-winning journalist and founder of Storymore, will show you how a compelling narrative, authentic characters and truthful dialogue builds trust, loyalty and lasting relationships.
After this session, you’ll be able to:

Build a narrative with your own storytelling toolbox.
Clarify your story and capture the attention of your easily distracted audience.
Ask “reporter questions” to get the answers that will best tell your story.

Who should attend? This session is for anyone who wants to be a more effective communicator, reach a larger audience and develop stronger relationships.
RSVP

Trailblaze Your Training: Reaching Peak Performance with Learning Pathways
2022-02-10 12:30 - 13:00
RSVP
Share Tweet Share
When you can curate everything from your social media feed to your coffee order, why not do the same with your training content?
Please join us for this 30-minute LTEN webinar, sponsored by CMR Institute. We’ll uncover how learning pathways can engage learners and enhance outcomes, as well as share valuable tips for building powerful pathways. We’ll also:

Identify key advantages of learning pathways for learners and stakeholders alike.
Explore proven strategies for building effective learning pathways.

Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)
Speaker:
Michelle O’Connor, President & CEO, CMR Institute

Ginny Clark, Learning and Curriculum Development Manager, CMR Institute

RSVP

Modern Sales Enablement Tools: Reinventing Field Training
2022-02-24 12:30 - 13:00
Register
Share Tweet Share

Modern Sales Enablement Tools: Reinventing Field Training
It can be a struggle to maintain a consistent onboarding process for new hires while also training veteran sales reps on new products and messaging. With no standardized process in place, trainers can get bogged down tracking required training and sharing results with the appropriate managers, while new reps wait for direction. Without a consistent onboarding experience, the time to first sale can be slowed.
Join us for this 30-minute LTEN webinar, sponsored by Allego, and learn how one company solved the problem. Emily Mason, sales trainer at ResMed, will describe how they automated and standardized the onboarding and training processes.
Specifically, you’ll learn how to leverage modern sales enablement tools to:

Create a standardized, automated process for onboarding new reps.
Eliminate the need to serve as a go-to library by creating a central content hub.
Reduce the time reps spend sharing best practices with one another by creating a best practice channel, accessible to reps across time zones from any mobile device.
Maximize time spent together in the national sales meeting by offering a simple, engaging and measurable way to complete pre-work.
Achieve greater alignment with marketing by creating shared content channels.

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

Presented by:
Emily Mason, Sales Trainer at ResMed

Virtual Icebreakers: Creating Engagement & Results
2022-02-25 12:00 - 13:00
Register
Share Tweet Share

Virtual Icebreakers: Creating Engagement & Results
Icebreakers can sometimes feel cheesy and insincere, but they can also create engagement and foster relationships.
Join us for this LTEN webinar, presented by Liz Cumby Associates, as we show you some tried and true sales rep icebreakers. You’ll learn how to cultivate a sense of community and prep individuals to be engaged and active participants in your sessions.
Register today for this free, LTEN webinar. (Not an LTEN member? Join today and realize the value.)
Register

Elizabeth Cumby, MBA
President, Cumby Consulting

Liz Cumby leads a team of professionals delivering innovative Med-Tech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. As a former Division 1 athlete, Liz approaches her work with persistence and determination to create the win for the team. Her passion is educating medical professionals by making complex material digestible, resulting in meeting company strategic objectives while ensuring patient safety.

Key Skills Needed to Align with 2022 Trends
2022-03-01 12:30 - 13:00
Register
Share Tweet Share

There are many trends impacting the healthcare market and not the least of them is constant disruption and change. Much of this is due to the increasing number of stakeholders entering the buying journey at different points.
In addition, customers expect that representatives, in order to meet them where they are in their journeys, are now “phygital” experts – masters of physical, virtual and digital communication. This frustrates many sales representatives, who now must adapt quickly to constantly changing sales situations that may fall outside of what’s covered in typical, domain-specific training.
Join us for this 30-minute LTEN webinar, sponsored by Richardson Sales Performance – Healthcare, as we discuss the key skills needed to future proof your sales team and align them for success. The webinar will explore:

How to leverage agile selling skills to deliver value throughout the sales process.
Key virtual selling skills that foster engagement.
Integrating omnichannel communication into the flow of work.

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

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.

Maximize Every Engagement by Upskilling for Success
2022-03-02 12:30 - 13:00
Register
Share Tweet Share
Influencing communication depends on knowing how to craft a scientific conversation that identifies what drives a decision. Regardless of an individual’s receptivity or demeanor, opportunities to move relationships into a new and expanded direction can be missed.
Whether you’re interacting with a healthcare provider, pharmacist or others, learning how to craft a conversation that expands horizons and opens lines of communication creates an advantage. Utilizing game theory, lateral thinking and the concept of recital versus dialogue puts you in the driver’s seat to a higher level of discussion.
Join us for this 30-minute LTEN webinar, sponsored by Brennan Sales Institute. Founder Charles Brennan will draw on his proven track record and decades of experience to improve the ability to ask the right question and maximize every engagement. At the webinar, you will learn about:

How to properly navigate an interaction.
Ways to work with an individual’s predictability.
The importance of creating critical thought.
What creates an intriguing conversation.

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

Charles Brennan Jr. is president of Brennan Sales Institute.

During his pursuit of developing advanced selling skills, he has been identified as one of the top 10 trainers in the country and has authored a series of books for McGraw Hill and American Management Association. His techniques have been featured in many leading publications and called a breakthrough approach in sales and management development.
He is a veteran of more than 2,000 live and virtual presentations. To date, his material has been delivered to millions of sales and business professionals. Charlie’s concepts are the primary training format for many mid-sized to Fortune 500 companies ranging from: pharmaceutical, medical, accounting, technology, banking/finance, insurance, healthcare and manufacturing fields.
Charlie holds a master’s degree in training and development. He has been featured on the Peter Lowe Success tour and is the author of “Take your Sales to the Next Level,” “Proactive Customer Service” and “Sales Questions that Close the Sale.”
Recently he has completed a case study to determine what impedes top level sales performance, Charlie’s powerful message shares the four key factors to sales success. Engaging, thought provoking, interactive and entertaining, his methods enable any sales professional to elevate performance and achieve the level of excellence.
