Webinars

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.

How to Enable Value-Based Selling in a Virtual World

Thursday, Nov. 5
3 p.m. ET/Noon PT

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Virtual selling is the new normal for life sciences organizations. But being a great virtual seller doesn’t mean simply conducting every meeting via video conferencing. Virtual selling means understanding a prospect’s needs and using all the tools and techniques available to provide the same value.

Technology isn’t all sellers need, though. They need to add new skills of engagement, technical aptitude, active listening, follow up and time management to their toolbox of value-based selling techniques.

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 virtual world. Specifically, you’ll learn:

  • Why virtual selling is a critical capability in today’s environment.
  • How to overcome the challenges of virtual selling.
  • The best way to align the sales cycle stage with an enhanced virtual selling approach.
  • Why the right virtual learning & enablement technology can help you see a massive return on your selling efforts.

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

Overcoming Bias and Ageism: Creating a Boomer-Millennial Dream Team

Friday, Nov. 6
12:30 p.m. ET/9:30 a.m. PT

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Unconscious biases shape the decisions we make by affecting the way we interpret information and how we interact with others — thus significantly impacting who gets hired and promoted. In addition, we have more age diversity in the workforce than ever before and now have five generations working side-by-side, which increases the potential for more age bias.

Join us for this LTEN webinar, where you will learn about unconscious bias (especially ageism) and how it impacts your career. Dr. Shawn Andrews, keynote speaker, organizational consultant, business school professor and author of The Power of Perception: Leadership, Emotional Intelligence, and the Gender Divide, will be your guide on the webinar. Shawn will discuss the strengths of each generation and show you how you can create a Boomer-Millennial dream team at your organization.

During this interactive presentation, you’ll learn how to:

  • Identify types and causes of bias, especially ageism.
  • Explore the impact of global diversity & inclusion trends.
  • Leverage the strengths of each generation.
  • Create a Boomer-Millennial dream team.

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

Novartis: Changing your Sales Model? Lessons Learned.

Tuesday, Nov. 10
12:30 p.m. ET/9:30 a.m. PT

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Find out why Novartis Global Oncology felt it needed to revise its sales model, how it achieved buy-in and how success was measured in the United States, China, Japan, Russia and 25 other countries. Richard Wade, director, global business excellence and operations, Novartis, will share the journey to create the “Oncology Experience,” which took more than 18 months to define and has been heralded as an inspiration in selling techniques, training and global leadership co-operation.

Join us for this LTEN webinar, sponsored by Atomus, to discover how Novartis Global Oncology aligned leadership, communications, systems and trainers, which parts went smoothly, and which were more challenging. We will share tips on:

 

  • Utilizing STEM research in decision-making.
  • Evaluating coaching effectiveness.
  • Positioning coaching as a priority globally regardless of language.
  • Achieving buy-In from senior regional leaders in each country.
  • Why the right coaching tool is essential when changing your sales model.
  • Success factors & key insights.

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

Leveraging Gamified Microlearning to Train Physicians

Thursday, Nov. 12
12:30 p.m. ET/9:30 a.m. PT

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Doctors have hours of required continuing education credits and must balance complex patients, fully booked clinics, night shifts and on-call hours, leaving little room for keeping up with the exponential and ever-changing medical information in their fields. To combat these increasing demands and divided attention spans for learning, the American College of Chest Physicians (CHEST) has made games a key solution to make education stick.

Join us for this 30-minute LTEN webinar, sponsored by The Game Agency, as Joe McDonald and Jaime McDonald of The Game Agency and Christina Lorenzo of CHEST share how a microlearning game of deduction and diagnosis was created and deployed for CHEST’s Pulmonologists. In this webinar, we will:

  • Explore how to succeed in reviewing patient cases within a game setting.
  • Demonstrate how to match evidence within various cases of suspected diagnoses of Interstitial Lung Disease (ILD).
  • Explain how the knowledge base of physicians was assessed, reinforced and evaluated.
  • Show the importance of using rich analytics to understand the results of your training efforts.

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

Three Ways to Drive Sales Pipeline Acceleration

Friday, Nov. 13
12:30 p.m. ET/9:30 a.m. PT

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Let’s face it, this pandemic has wreaked havoc on sales reps’ pipelines and revenue forecasts. The opportunities they were chasing have either stalled or been delayed indefinitely. Although most sales leaders have shown some compassion for the struggle their sales teams are facing, they are now having to intensify the push for revenue, especially in this fourth quarter.

Many leading healthcare companies are finding a powerful remedy for this problem. To accelerate the pipeline, they are focusing on three high-impact strategies. First, these companies are pushing salespeople to adopt a structured approach to sales pipeline management by having the sales team (and their managers) focus on the critical milestones that need to be accomplished to maintain momentum in the sales pipeline. Second, these companies are providing tools to help the sales team gain access to the right people. Third, these companies are ensuring their salespeople are identifying and influencing the decision criteria that drive urgency for their customers to take action.

Join us for this LTEN webinar, sponsored by Ignite Selling, as Steve Gielda, co-founder of Ignite Selling, and his special guest Alain Adam, director of commercial acceleration, Teleflex, share to help you understand how to:

  • Effectively leverage each stage of your pipeline process to maintain pipeline momentum.
  • Help your sales reps gain access to and better manage the key influencers they need to engage immediately.
  • Identify and leverage the customer’s decision criteria to create urgency.

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

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