2017 Agenda

An Event Designed by and for Medical Device & Diagnostic Training Professionals

Unlike so many other conferences, this event is designed and curated entirely by training leaders in the medical device and diagnostics space, and hosted by the nation’s leading life sciences training association. This collaboration ensures that each year’s content will speak directly to the topics that are top-of-mind and relevant now. Meet the Committee responsible for shaping this year’s event.

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FEATURED SPEAKERS: 

 


2017 Agenda-at-a-Glance

Pre-Summit: OCTOBER 17, 2017

6:30 – 8:00 PM

Four Seasons,
2nd Floor, Cobalt

Mix n’ Mingle Welcome Reception

You are invited to join your peers at the LTEN MD&D Summit Mix’ n Mingle Reception. This intimate event will offer a chance to connect with training leaders and trusted training partners. This reception is open to summit attendees and the wider life sciences training. Thanks to the generous support of our sponsor, guests will be treated to wine, beer and appetizers.


OCTOBER 18, 2017

7:00 – 8:00 AM

Four Seasons,
2nd Floor, Cobalt

Registration and Continental Breakfast
8:15– 8:30 AM

Four Seasons,
2nd Floor, Cobalt

Welcome & Opening Remarks

Committee Chair:
Connie Murray, Director, Sales Training and Clinical Education, B. Braun Medical

8:30 – 9:30 AM

Four Seasons,
2nd Floor, Cobalt

Planning Your Micro Learning Strategy Featured Speaker:
Shannon Tipton, Owner, Learning Rebels
9:35 – 10:05 AM

Four Seasons,
2nd Floor, Cobalt

Unconventional Micro-Learning Launch Approach Drives 100% Engagement and 100% Sales Proficiency

Learning Objectives:

  • Learn how spaced, long-term micro-learning with retention and video coaching exercises built launch proficiency and high-level engagement
  • Understand how oral certification exercises drove field sales preparedness and launch success
  • Explore how analytics and metrics played a role in carrot and stick field sales incentives
Peter Bell,
Head of VI Sales Enablement, Execution & Training, 
Spectranetics

 

Melissa Lowe,
Senior Manager, VI Sales Enablement & Learning, Spectranetics

10:05 – 10:35 AM

Four Seasons,
2nd Floor, Cobalt

Networking and Refreshment Break
10:35 – 11:20 AM

Four Seasons,
2nd Floor, Cobalt

Developing Personal Learning Networks Featured Speaker:
David Kelly,
Executive Vice President and Executive Director, The eLearning Guild
11:25 – 11:55 AM

Four Seasons,
2nd Floor, Cobalt

Shaping the Future of Sales Enablement at Ethicon

For more than 80 years, Ethicon (a Johnson & Johnson Company) has focused on creating innovative solutions that advance surgery and enhance patients’ lives. Over the past five years, Ethicon has expanded quickly by merging multiple organizations under their brand and has kept things simple for customers by offering a unified sales experience.

However, challenges emerged inside Ethicon around the blended product portfolios. Sales representatives lacked information on the new products, customers, and procedures, and Ethicon’s proprietary tools were difficult to navigate, lacked searchability, and were not user friendly.

Join Jill Seger, Manager of North America Commercial Education, to learn how Ethicon modernized their sales operations with on-demand learning tools and reference materials. By transforming sales playbooks, training, and procedural selling guides into interactive, media-rich content that is always accessible on mobile, Ethicon discovered how to help their sales reps reach their full potential.

Learning Objectives:

  • How Ethicon increased sales reps’ resource access and usage by adopting a mobile content platform with search capabilities.
  • The value that customers experience when sales reps can share product information and videos on the spot via a mobile device.
  • How Ethicon transformed a 4-5 week face-to-face training course into virtual learning, resulting in higher trainee satisfaction and lower training expenses.
Jill Seger, Manager of North America Commercial Education, Ethicon

 

 

Adam Gruenberg, Implementation Manager, Inkling

12:00 – 1:15 PM

Four Seasons,
2nd Floor, Cobalt

Networking Lunch & Topic Tables
1:30 – 2:15 PM

Four Seasons,
2nd Floor, Cobalt

Performance-Focused Smile Sheets – A Radical Rethinking of a Dangerous Art Form Featured Speaker:
Will Thalheimer, PhD, Learning-and-Performance Consultant and Researcher,
Work-Learning Research
2:20 – 2:50 PM

Four Seasons,
2nd Floor, Cobalt

Case Study: Drive Results by Inspiring Sales Managers to Coach

Imagine a world in which you can provide your sales management team with a convenient and meaningful way to develop their teams?

Learn from a real-life case study on how to create a culture of development. In the past, effective coaching took too much time because it involved the ability to create a tailored approach via competency assessment, content creation for personalized training and then on-going reinforcement.

Join us as we hear the real-world story of how using new technology platforms can conveniently create a habit of development by automating the assessment, training and coaching in a way that inspires sales representatives and managers while also magnifying your training department’s efforts.   Learn how you can provide your sales management team with the resource for continuous development and accelerate skill adoption by using an automated system that quickly provides insight into individual and team competency development and then populates their development plans with premium content and tools necessary to coach effectively and efficiently.

Beyond class room training. Do your sales managers really will know what to coach (for individual and team development), when to coach and how to coach? Learn how one company uses a targeted and tailored approach that allows a sales team to receive focused coaching to enhance their skills and drive results.

Learning Objectives:

  • Summarize trends on the impact of effective coaching and training reinforcement.
  • Why do your sales managers fail to coach and learn how this experience was different for a Zimmer Biomet Area Sales Director?
  • Discuss how to clone the effort of training and development teams by effectively equipping managers with the resources to coach to specific skill need.
Peter Paulsen,
Regional Sales Director,
ZimmerBioMet

 

 

Todd Zaugg, Author, Trainer, Consultant, Entrepreneur, Matrix Achievement

2:55 – 3:20 PM

Four Seasons,
2nd Floor, Cobalt

Networking Break
3:20 – 3:50 PM

Four Seasons,
2nd Floor, Cobalt

How Siemens is Using Technology to Improve and Commercialize the Patient Experience Kristin Costa,
Education Consultant, Siemens Healthineers

 

 

Erinn Menninger,
Education Consultant,
Siemens Healthineers

3:55 – 4:55 PM

Four Seasons,
2nd Floor, Cobalt

This is What You Came For: Interactive Think Tank Workshop Committee Chair:
Connie Murray,
Director, Sales Training and Clinical Education,
B. Braun Medical

 

Greg Adamson,
Senior Director, Sales Training and Enablement,
Philips

 

Pat D’Amico, Director of Commercial Learning and Development
Cardiac and Vascular Group, Medtronic

 

Melissa A. Lowe, 
Senior Manager, VI Sales Enablement & Learning,
Spectranetics

4:55 – 5:00 PM

Four Seasons,
2nd Floor, Cobalt

Day 1 Closing Remarks Committee Chair: Connie Murray,
Director, Sales Training and Clinical Education,
B. Braun Medical
5:30 – 9:00 PM

James Joyce Irish Pub & Restaurant
616 S. President St.
Baltimore, MD 21202

Networking Reception

Let your hair down at our private party at “Baltimore’s Home of Irish Hospitality” — a cozy, relaxing place frequented by the locals.


OCTOBER 19, 2017

7:00 – 8:15 AM

Four Seasons,
2nd Floor, Cobalt

Continental Breakfast
8:15 – 8:30 AM

Four Seasons,
2nd Floor, Cobalt

Opening Remarks Committee Chair:
Connie Murray,
Director, Sales Training and Clinical Education,
B. Braun Medical
8:30 – 9:15 AM

Four Seasons,
2nd Floor, Cobalt

Navigating the Dotted Line: How to Make Complex Sales Team Structures Work Pete Masloski,
Principal,
ZS Associates
9:20 – 10:05 AM

Four Seasons,
2nd Floor, Cobalt

Getting A Foot in the Door and Earning a Seat at the Table: Best Strategies for Selling to New Decision Makers

This panel will discuss the challenges of selling into and working with new decision makers within IDNs/ACOs and other health systems and strategies for success based on past experiences.

Learning Objectives:

  1. Differentiate how buying decisions are made based on various types of health systems and the unique challenges of selling to each.
  2. Determine how to identify key influencers and decision makers for purchasing decisions.
  3. Define methods to achieve success by developing sales strategies to meet the changing needs of customers.
 

 

MODERATOR
Brent Petty, CMRP
Executive Industry Consultant – Healthcare

 

Alister Barrow, MHA,
CEO,
Assured Lab Services

 

Robert DeVol,
Director, Healthcare Innovator’s Collaborative,
Premier Inc.

 

Tony Ybarra, CMRP,
SVP,
Supply Trust

10:05 – 10:35 AM

Four Seasons,
2nd Floor, Cobalt

Networking Break
10:35  – 11:20 AM

Four Seasons,
2nd Floor, Cobalt

From Perplexed to Prepared: How Roche Evolved their Sales New Hire Onboarding to Prepare Colleagues for Success

Think back to your new hire onboarding experience.  Was it like drinking from a fire hose?  When it was completed, did you feel prepared to take on your role or were you perplexed about how to get started?  Now, think about your current onboarding experience for new colleagues.  How does that compare?  At Roche, we realize we were sending sales colleagues out into the field with great product knowledge, but without the appropriate amount of business acumen and confidence in engaging new buying influences.

 

Learning Objectives:

  • Describe the previous sales onboarding program and the “burning platform” requiring evolution
  • Translate the process taken to quantify the future program need assess the gaps between the two, and develop the new program
  • Review the results of the evolved sales onboarding program

 

Michele & Jenn will also share key learnings they gathered through the process, next steps for continuous improvement of this program, and how this approach has helped to inform other training programs in the organization.

Michele DeMarco,
Manager Sales Training,
Roche Diagnostics

 

 

Jennifer Muszik,
Director of Commercial Excellence,
Roche Diagnostics

11:25 AM

Four Seasons,
2nd Floor, Cobalt

Closing Remarks Committee Chair: Connie Murray, Director, Sales Training and Clinical Education, B. Braun Medical