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LTEN Webinars

LTEN webinars bring global thought leaders and life science training experts right to your desk with trends, case studies and practical skill building information. All webinars are free and open to all.

LTEN members can view any of our past web broadcasts in our On-Demand Webinar library.

Access On-DEMAND WebinarS

  

Remote Sales Calls That Rock: Embracing the New Normal

Thursday, July 9
12:30 p.m. ET/9:30 a.m. PT
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The COVID-19 crisis brought rapid change to medical practices and how life sciences interactions will occur in the future. The “new normal” requires a new way of thinking and a dramatic difference in the kinds of needs that successful representatives will be solving for their customers.

Join us for this 30-minute LTEN webinar, sponsored by Educational Resource Systems (ERS). Former pharmaceutical executive and celebrated speaker and author Don Cope will prepare you to become valued partners with healthcare providers and embrace the “new normal.”

At the completion of this webinar, you will be able to:

- Identify how and why the market has changed.
- Name the two critical components of effective remote calls.
- Identify tactical, process and strategic needs of a medical practice.
- Utilize the “SEED” structure for remote sales calls.
- Use new skills in researching customer needs.
- Understand the six barriers to remote calls and how to overcome them.
- Prepare for the changing role of the sales representative.
- Adapt to the “new normal.”

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

Enhancing Your Compliance Culture

Friday, July 10
12:30 p.m. ET/9:30 a.m. PT
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Is it possible to enhance your compliance culture? Of course you can, but the motivation and effort have to be there! Creating a better compliance culture can resolve a lot of different issues firms face, such regulatory scrutiny or violations, awareness of red flags and escalation points and employee morale. Are you going to be part of the problem or part of the solution? Who is in?

Join us for this LTEN webinar, as Justin Muscolino from GRC Solutions will equip you with the tools to improve your compliance culture. After attending, you will be able to get away from doing a “tick the box” exercise and do what’s best for your organization.

Key takeaways from this webinar will include:

• What causes poor compliance?
• What happens when you don’t get it right?
• Determining the gaps & opportunities.
• “Tick the box” mentality.
• Compliance culture ideas for change.
• Measuring effectiveness.

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

Remote Training for Product Launches: Maximizing Returns

Tuesday, July 14
12:30 p.m. ET/9:30 a.m. PT
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Successful product launches for new drugs and medical devices rely on training that ensures that commercial teams are armed with information. Product and marketing teams invest significant time and money to create new content on product knowledge, industry news and regulatory changes. Training teams create courses for sales reps on how to explain complex scientific and technical product knowledge to physicians.


When the training is over, reps are expected to remember everything they’ve learned in a short amount of time. Too often, traditional learning methods don’t support the knowledge reinforcement that is such an essential component of the product launch.

Join us for this LTEN webinar, sponsored by Qstream, as we help you rethink your current product launch training plans to avoid costly risk mistakes, to prevent product launch failure and to capitalize on new markets. Presented by Qstream CEO Rich Lanchantin, along with John Sjovall and Monica Gillison of SK Life Science, the webinar will consider the following questions:

  • Does your training program give reps and managers the confidence to remember and communicate different disease states of a new drug?
  • Will reps be able to continue to communicate the right message and share the right information a month, three months or six months after the product launch?
  • Do managers have insight into analytics that show training and knowledge risks areas to invest in those areas of greatest learning need on a team and individual level?
  • How can you deliver engaging product training programs as part of your remote learning strategy?


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


Developing a World-Class Key Account Management Organization

Thursday, July 16
12:30 p.m. ET/9:30 a.m. PT
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Large, complex key accounts like hospitals, health systems and other organized customer groups have become the bedrock of most pharmaceutical and biotechnology companies’ customer bases and represent billions of dollars in revenue. With advances in technology like EHR systems and telemedicine, organized customer groups are approaching population health management in entirely new ways.

Life sciences can play a role through strategic partnerships with their customers that extend beyond the transactional rep-physician sales model using key account management (KAM). The life sciences companies who are building world-class KAM teams are engaging these sophisticated customers with the appropriate resources to meet the customers’ needs and create value for all parties.

Join us for this webinar to hear how the key account management role in organizations has and must continue to evolve to meet the changing needs of customers. Jenn Muszik of Biogen and the LTEN Board of Directors and Justin Batt of Precision Medicine Group will describe the evolution witnessed at two organizations and show how Biogen shifted to a world-class key account management organization.

This webinar will:

• Describe the importance of evolving key account management competencies and skills.
• Discuss the process Biogen and Precision Medicine Group undertook to advance the key account management approach.
• Explain the current and future state of key account management both at Biogen and across the life sciences industry.

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

Modernized Microlearning: A Convergence of Science, Training, Strategy and Digital Platforms

Tuesday, July 21
12:30 p.m. ET/9:30 a.m. PT
Register Now
 
Life sciences professionals must upskill and expand capabilities for specific therapeutic areas. Following a path that utilizes bite-sized learning and media-rich elements, frontline professionals are better able to retain and apply knowledge in an industry where traditional workplace training hasn’t kept pace.

Join us for this 30-minute LTEN webinar, sponsored by ACTO and Axiom, as our interactive panel discussion showcases a collaborative training program that earned the 2020 Industry Partnership honor in the LTEN Excellence Awards.

The panel will share details on the collaborative training partnership between a pharmaceutical company, a life sciences training company and a technology partner. We’ll show how AstraZeneca reimagined learning and engagement and worked toward closing knowledge gaps and improving performance.

The panel will address:

1. The collaboration needed to successfully design and deliver a microlearning curriculum that drives business results.
2. Strategies used to create an engaging and clinically relevant blended learning curriculum that immerses pharmaceutical professionals into the complexity of the disease and their products.
3. Definitions of success for various stakeholders.
4. Steps needed to make analytics actionable.
5. Processes for determining the content and delivery mediums best suited to microlearning programs for life sciences professionals.

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

Success in the Era of Virtual Selling

Thursday, July 23
12:30 p.m. ET/9:30 a.m. PT
Register Now
 
Today’s environment has been the great inertia breaker of the tried-and-true sales model in life sciences. As a result, sales representatives have been forced to adopt and adapt to virtual selling. And now that healthcare customers like providers, hospitals and ACOs have also adapted, it will likely remain as part of the sales model going forward. Yet healthcare sales representatives have little experience as virtual sellers.

Virtual selling requires a shift in the use of traditional selling skills to create a better buyer experience. However, traps exist – avoiding them requires the use of virtual selling skills over and above traditional skills, that must be executed flawlessly.

Join us for this LTEN webinar, sponsored by SPI Health/Richardson, as we introduce skills that increase credibility and build trust in a virtual setting to win sales opportunities. In this 30-minute webinar, Brad Ansley, vice president of SPI Health/Richardson and his colleagues, will equip you to:

• Understand the challenges associated with conducting virtual customer meetings.
• Identify best practices to prepare for and execute virtual customer meetings.
• Identify how to use critical communication skills to navigate a virtual conversation in a way that establishes a connection, fosters openness, increases credibility and builds trust remotely.

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

How to Leverage Emotional Intelligence During A Crisis

Tuesday, July 28
12:30 p.m. ET/9:30 a.m. PT
Register Now
 
Emotional Intelligence (EQ) is the ability to perceive and express emotions, understand and reason with emotion and regulate emotion in yourself and others. EQ has been shown to be a key differentiator between good and great performance for both individuals and teams, and unlike IQ, EQ can be improved. These skills are critical in helping us cope during a crisis, including global pandemics such as COVID-19.

Join us for this LTEN webinar, as Dr. Shawn Andrews leads a discussion on what EQ is, how it impacts us both personally and professionally and how we can leverage it during lockdowns and other times of stress.

During this interactive presentation, you will learn how to:

• Explore the impact of EQ on leadership and teams.
• Differentiate between teams with high EQ and teams with low EQ.
• Leverage the EQ competencies most important in coping with crises.
• Apply practical strategies to improve EQ competencies.

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

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Life Sciences Trainers & Educators Network (LTEN)

4423 Pheasant Ridge Road, Ste. 100 | Roanoke, VA 24014

www.L-TEN.org | Tel: (540) 725-3859

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