Focus Magazine - Winter 2017 - 61

How to contact
LTEN Focus

OFFICIAL MAGAZINE OF LTEN, LIFE SCIENCES
TRAINERS & EDUCATORS NETWORK

* To contribute letters or articles to
LTEN Focus on Training, please
contact Editor Tim Sosbe via email
at tsosbe@L-TEN.org
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Training, 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 LTEN
Focus on Training, 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)

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

Spring 2018

Nov. 23, 2017

Dec. 9, 2017

Conference
Preview 2018

Jan. 25, 2018

Feb. 3, 2018

Summer 2018

Feb. 28, 2018

Mar. 6, 2018

Conference
Program 2018

Feb. 24, 2018

Mar. 3, 2018

Excellence
Awards 2018

EDITOR:TIM SOSBE

PUBLISHER: gREgg hAUNROTh

JOhN AIKEN, global Director,
Training, Bioventus

KIMBERLy FARRELL , CEO,
Unlimited Performance Training

STEVEN BOLLER, Marketing
Director, Bottom-Line
Performance

NICK FIFIELD, Sales Training
Manager, ANZ, Johnson &
Johnson

ChRISTI CLEMENTS, Director,
Commercial Sales Training &
Development, Suneva Medical

KAyLyN FRECKER, Director,
healthcare Learning Solutions,
Metrix group

MERRILL COLLIER, global
Marketing Manager,
Claret Medical

ANDREW gUNNINg, COO,
Education and Training Systems
International

BRITNEy CONRAD, Project
Manager, Client Solutions,
CMR Institute

JASON gWILLIAM , Senior
Manager Customer Training,
Spectranetics

gLEN DRUMMOND, Training &
Development Consultant

gAyLE ShAW-hONES, Director,
Learning & Development,
Kynectiv

gEORgE ERICSSON, CEO &
Founder, g Ericsson & Associates

Copyright ©2017
Life Sciences Trainers & Educators Network.
All rights reserved, worldwide.
www.L-TEN.org

JENNIE JOShI, Deputy Director,
Corporate & government
Customers, Managed Markets,
Training, Bayer healthCare
STEVEN JUST, CEO, Princeton
Metrics
TIMOThy KERN, global
Commercial Operations, North
America Training Lead, Pfizer
ANgELA MEAD, Coordinator,
Field Force Excellence, LEO
Pharma
PAM MARINKO, Chief Executive
Officer, Proficient Learning
REBECCA NICKERSON, Deputy
Director, Oncology, hematology
& Neurology Sales Training,
Bayer healthCare

LTEN TEAM
DAWN BREHM
Executive Director
(336) 449-1216
dbrehm@L-TEN.org

CHRISTINE GAUDET
Director, Events
(215) 357-1077
cgaudet@L-TEN.org

NANNETTE NOLAN
Director, Marketing Communications
(424) 266-0745
nnolan@L-TEN.org

MARY FAULKNER
Administrative Coordinator
(540) 725-3859
mfaulkner@L-TEN.org

GREGG HAUNROTH
Director, Advertising
(608) 562-6537
ghaunroth@L-TEN.org

TIM SOSBE
Editorial Director
(312) 493-9783
tsosbe@L-TEN.org

LTEN OFFICERS AND DIRECTORS
PRESIDENT: MARy MyERS, Director of
VICE PRESIDENTS: gREg ADAMSON, Senior
Training, Bayer healthCare
Director, Sales Training and Enablement,
North America, Phillips
IMMEDIATE PAST PRESIDENT: JOhN
SJOVALL, Senior Director, Commercial
DAVID FORTANBARy, Director, Performance
Capabilities & Training, Collegium
Training, UCB Pharmaceuticals
Pharmaceutical
DIRECTORS AT LARGE
AShLEy BENTLEy, Vice President,
Commercial Training, Baxter healthcare
IAN KELLy, President, Red Nucleus

June 24, 2018 July 15, 2018

DESIGNER: KIMBERLy hALL

AMy MACChIETTO, head of Commercial
Learning, Biogen
BILL MAgAgNA, Vice President
(hC SV CS APP VES), Siemens healthcare
EVELyN NIChOLS, Executive Director &
Co-Founder, Informa Training Partners

MIChELLE NOLIN, Lead
Learning Strategist, Devlinhair
Productions
ChRISTOPhER PROVINES, CEO,
Value Vantage Partners
STEVEN RAUSChKOLB, Senior
Director, Learning and
Development, Quintiles
ALFONSO SERRANO, Senior
Manager, Sales and Clinical
Training, Accriva Diagnostics
JOhN TEJEDA, Market
Development Manager,
SentrehEART
STEVE WOODRUFF, President,
Impactiviti

MIKI WHITE
Director, Member Services
(540) 725-3859
mwhite@L-TEN.org

TREASURER: RIChARD SAMPSON, Senior
Director, Commercial Capabilities,
glaxoSmithKline
SECRETARY: CONNIE MURRAy, Director,
Sales Training and Clinical Education,
B. Braun Medical

MIChELLE O'CONNOR, President & CEO,
CMR Institute

CARRIE SChAAL, head of Oncology Training &
Development , AstraZeneca

MARK OSBORNE, Leadership Development SMDP Lead, Novartis Pharmaceuticals

CAROL WELLS, Senior Director, Commercial
Training & Development, genentech

ChUCK PEARSON, Executive Director,
Commercial Operations, Astellas Pharma

RANIEKA WESTON, head of Corporate
Learning and Development, United
Therapeutics Corp.

NORMA PIggOTT, Executive Director,
Commercial Learning & Performance, Amgen

LTEN Focus Magazine is printed in the U.S.A. on Recycled Papers containing Delignification Processes. The inks used in the Printing Process contain
at least 10% Post-Consumer Fiber. Additionally, The Pulp Bleaching Process both Linseed and Soy Based Oils, Both of which are Biological Vegetable
is Elemental Chlorine Free (ECF) and utilizes Ozone Bleaching and Oxygen Oils extracted from Renewable Agricultural Sources.

FOCUS | Winter 2017 | www.L-TEN.org

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Table of Contents for the Digital Edition of Focus Magazine - Winter 2017

LTEN Focus on Training Magazine
From the President: Preparing for Change
Table of Contents
Table of Contents
Guest Editor: Facilitative Training & Mutual Learning Models
Directions: A Time to Reflect and Plan
Front of the Room: Help! I've Got a Big Audience!
Building Account Management Capabilities
6th Annual Medical Device & Diagnostics Trainers Summit
Training Your Sales Team for Today's Changing Customers
Training Reinforcement 101
Sales Simulation Programs that Drive Performance
5 Persuasive Communication Lessons
Do It Yourself In-House Talent Development
Leveraging Simulation-Based Technology in Training
3 Essential Pillars for Competitive Selling
Virtual How: Learning Innovation & Best Practices
Ad Index
Focus Contacts
Meet Your Incoming LTEN Board President
Focus Magazine - Winter 2017 - Intro
Focus Magazine - Winter 2017 - LTEN Focus on Training Magazine
Focus Magazine - Winter 2017 - Cover2
Focus Magazine - Winter 2017 - 3
Focus Magazine - Winter 2017 - 4
Focus Magazine - Winter 2017 - From the President: Preparing for Change
Focus Magazine - Winter 2017 - 6
Focus Magazine - Winter 2017 - Table of Contents
Focus Magazine - Winter 2017 - 8
Focus Magazine - Winter 2017 - Table of Contents
Focus Magazine - Winter 2017 - 10
Focus Magazine - Winter 2017 - Guest Editor: Facilitative Training & Mutual Learning Models
Focus Magazine - Winter 2017 - 12
Focus Magazine - Winter 2017 - Directions: A Time to Reflect and Plan
Focus Magazine - Winter 2017 - 14
Focus Magazine - Winter 2017 - Front of the Room: Help! I've Got a Big Audience!
Focus Magazine - Winter 2017 - 16
Focus Magazine - Winter 2017 - Building Account Management Capabilities
Focus Magazine - Winter 2017 - 18
Focus Magazine - Winter 2017 - 19
Focus Magazine - Winter 2017 - 20
Focus Magazine - Winter 2017 - 21
Focus Magazine - Winter 2017 - 6th Annual Medical Device & Diagnostics Trainers Summit
Focus Magazine - Winter 2017 - 23
Focus Magazine - Winter 2017 - Training Your Sales Team for Today's Changing Customers
Focus Magazine - Winter 2017 - 25
Focus Magazine - Winter 2017 - 26
Focus Magazine - Winter 2017 - 27
Focus Magazine - Winter 2017 - Training Reinforcement 101
Focus Magazine - Winter 2017 - 29
Focus Magazine - Winter 2017 - 30
Focus Magazine - Winter 2017 - 31
Focus Magazine - Winter 2017 - 32
Focus Magazine - Winter 2017 - 33
Focus Magazine - Winter 2017 - Sales Simulation Programs that Drive Performance
Focus Magazine - Winter 2017 - 35
Focus Magazine - Winter 2017 - 36
Focus Magazine - Winter 2017 - 37
Focus Magazine - Winter 2017 - 38
Focus Magazine - Winter 2017 - 39
Focus Magazine - Winter 2017 - 5 Persuasive Communication Lessons
Focus Magazine - Winter 2017 - 41
Focus Magazine - Winter 2017 - 42
Focus Magazine - Winter 2017 - 43
Focus Magazine - Winter 2017 - Do It Yourself In-House Talent Development
Focus Magazine - Winter 2017 - 45
Focus Magazine - Winter 2017 - 46
Focus Magazine - Winter 2017 - 47
Focus Magazine - Winter 2017 - Leveraging Simulation-Based Technology in Training
Focus Magazine - Winter 2017 - 49
Focus Magazine - Winter 2017 - 50
Focus Magazine - Winter 2017 - 51
Focus Magazine - Winter 2017 - 3 Essential Pillars for Competitive Selling
Focus Magazine - Winter 2017 - 53
Focus Magazine - Winter 2017 - 54
Focus Magazine - Winter 2017 - 55
Focus Magazine - Winter 2017 - 56
Focus Magazine - Winter 2017 - Virtual How: Learning Innovation & Best Practices
Focus Magazine - Winter 2017 - 58
Focus Magazine - Winter 2017 - 59
Focus Magazine - Winter 2017 - Ad Index
Focus Magazine - Winter 2017 - Focus Contacts
Focus Magazine - Winter 2017 - Meet Your Incoming LTEN Board President
Focus Magazine - Winter 2017 - Cover3
Focus Magazine - Winter 2017 - Cover4
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