Focus Magazine - Spring 2016 - (Page 45)

How to contact Focus * To contribute letters or articles to Focus, please contact Editor Tim Sosbe via email at tsosbe@L-TEN.org * To advertise in Focus or exhibit at our events, please contact Advertising Director Gregg Haunroth at (608) 562-6537 or via email at ghaunroth@L-TEN.org * For reprints of articles in Focus, contact Gregg Haunroth at (608) 562-6537 or via email at ghaunroth@L-TEN.org * LTEN Business Office 4423 Pheasant Ridge Road Suite 100 Roanoke, vA 24014-5274 (540) 725-3859 (Office) (540) 989-7482 (Fax) OFFICIAL MAGAZINE OF LTEN, LIFE SCIENCES TRAINERS & EDUCATORS NETWORK EDITOR:TIM SOSBE PUBLISHER: GREGG HAUNROTH 2016 LTEN EDITORIAL ADVISORY BOARD JOHN AIKEN, Global Director, Training, NICK FIFIELD, Sales Training Manager, ANZ, Bioventus Zimmer Biomet STEvEN BOLLER, Marketing Director, KAYLYN FRECKER, Director, Healthcare Bottom-Line Performance Learning Solutions, Metrix Group CHRISTI CLEMENTS, Director, Commercial ANDREw GUNNING, COO, Education and Sales Training & Development, Suneva Training Systems International Medical JASON GwILLIAM , Senior Manager MERRILL COLLIER, Life Sciences Training Customer Training, Spectranetics Professional GAYLE SHAw-HONES, Executive Director, BRITNEY CONRAD, Executive Director of Training & Development, TGaS Learning Solutions, CMR Institute GLEN DRUMMOND, Senior Director, Commercial Learning & Development, Depomed Inc. JENNIE JOSHI, Deputy Director, Corporate & Government Customers (Managed Markets) Training, Bayer GEORGE ERICSSON, CEO & Founder, G Ericsson & Associates STEvEN JUST, CEO, Princeton Metrics KIMBERLY FARRELL , CEO, Unlimited Performance Training, Inc. Editorial material: Manuscripts and correspondence should be sent to the editor, Tim Sosbe, (312) 493-9783, tsosbe@L-TEN.org. The opinions expressed by authors contributing to this magazine do not necessarily reflect the opinions of LTEN or the companies with which the authors are aﬃliated. LTEN accepts no responsibility for the opinions expressed by contributors to the magazine. Advertisers: Contact Gregg Haunroth at (608) 562-6537. Deadline for advertisement orders: Issue Ad Orders Art Due Summer 2016 Mar. 15, 2016 Mar. 21, 2016 Fall 2016 July 25, 2016 Aug. 1, 2016 winter 2016 Sep. 18, 2016 Sept. 25, 2016 Spring 2016 Nov. 23, 2016 Dec. 4, 2016 Copyright ©2015 Life Sciences Trainers & Educators Network. All rights reserved, worldwide. www.L-TEN.org Focus Magazine is printed in the U.S.A. on Recycled Papers containing at least 10% Post-Consumer Fiber. Additionally, The Pulp Bleaching Process is Elemental Chlorine Free (ECF) and utilizes Ozone Bleaching and Oxygen Delignification Processes. The inks used in the Printing Process contain both Linseed and Soy Based Oils, Both of which are Biological vegetable Oils extracted from Renewable Agricultural Sources. FOCUS | SPRING 2016 | www.L-TEN.org DESIGNER: KIMBERLY HALL TIMOTHY KERN, Global Commercial Operations, North America Training Lead, Pfizer ANGELA MEAD, Coordinator, Field Force Excellence, LEO Pharma CHRISTINE MIGLIORE, Director, Training and Medical Education Asia Pacific, Restorative Therapies Group, Medtronic REBECCA NICKERSON, Associate Director, Oncology Sales Training, Bayer Healthcare MICHELLE NOLIN, Lead Learning Strategist, Devlinhair Productions CHRISTOPHER PROvINES, CEO, value vantage Partners STEvEN RAUSCHKOLB, Sr. Director, Learning and Development, Quintiles JOHN TEJEDA, Market Development Manager, SentreHEART STEvE wOODRUFF, President, Impactiviti LTEN TEAM DAWN BREHM Executive Director (336) 449-1216 dbrehm@L-TEN.org CHRISTINE GAUDET Director, Events (215) 357-1077 cgaudet@L-TEN.org GREGG HAUNROTH Director, Advertising (608) 562-6537 ghaunroth@L-TEN.org NANNETTE NOLAN Director, Marketing Communications (424) 266-0745 nnolan@L-TEN.org TIM SOSBE Editorial Director (312) 493-9783 tsosbe@L-TEN.org MIKI ST. CLAIR Director, Business Services (540) 725-3859 mstclair@L-TEN.org LTEN OFFICERS AND DIRECTORS PRESIDENT: MARY MYERS, Director of Training, Bayer HealthCare IMMEDIATE PAST PRESIDENT: JOHN SJOvALL, Senior Director, Commercial Capabilities & Training, Collegium Pharmaceutical VICE PRESIDENTS: DAvID FORTANBARY, Head, U.S. Commercial Performance Training, UCB SUSAN IANNONE, Director, Commercial Inflammation & Immunology Training, Celgene TREASURER: RICHARD SAMPSON, Senior Director, Scientific Knowledge Capabilities and U.S. Commercial Capabilities, GlaxoSmithKline SECRETARY: MARK OSBORNE, Executive Director, Head of Field Training & Development, Novartis Pharmaceuticals DIRECTORS AT LARGE GREG ADAMSON, Senior Director, Global Education Operations, St. Jude Medical JOHN CONSTANTINE, Executive Director & Dean, Merck Polytechnic Institute, and Chair, Asia Training Consortium, Merck PATRICK D'AMICO, Director of Sales Training, Cardiac and vascular Group, Medtronic CHRIS GOINS, Executive Director, Sales & Access Learning, Bristol-Myers Squibb IAN KELLY, President, Red Nucleus AMY MACCHIETTO, Senior Director, U.S. Commercial Training, Biogen Idec BILL MAGAGNA, Director, Education Solutions, Head of Global Product Education, Siemens Healthcare Diagnostics CONNIE MURRAY, Director, Sales Training and Clinical Education, B. Braun Medical EvELYN NICHOLS, Executive Director & Co-Founder, Informa Training Partners MICHELLE O'CONNOR, President & CEO, CMR Institute COREY PADOvANO, Director, Commercial Learning & Development, Gilead Sciences CAROL wELLS, Senior Director, Commercial Training & Development, Genentech JENNIFER wOLFGRAM, vice President, Commercial Education, Roche Diagnostics 45 http://www.L-TEN.org http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Spring 2016

Focus Magazine - Spring 2016
From the President: Change is in the Air
Table of Contents
Table of Contents
Guest Editor: 'Training Event' or 'Learning Experience'?
Directions: Engaging with Life Sciences Leaders
Front of the Room: 'It Can't Be Me, Right?'
Neuroscience: The Science of Imitation
Bristol-Myers Squibb: Launching a New Global Selling Model
Accelerating the Journey to Customer-Centricity
Cognitive Science: Creating More Effective Multimedia Learning
The Art of Sales Improvisation – Your Competitive Advantage
Developing Leaders Who Excel at Strategy Execution
Learning Technologies for Event-Based Training
Defending Your Sales Process
Virtual How: Market Access Training
Ad Index
Focus Contacts
5 Questions with Kevin Kruse

Focus Magazine - Spring 2016