Featuring: Ellen Amos, Manager of Sales Training, Microbiome, at Ferring Pharmaceutical

 BIO: Ellen is an industry expert in the CL&D space. She is a highly accomplished leader who has an extensive background in pharma. She began her career in pharma carrying the bag before moving into Brand management and, for the past 8 years excelling in training and leaving a lasting impact on the companies she worked for. She has been called out as being able to flawlessly deliver training that is insightful and engaging! 

Description: As we move out of the pandemic, we are shifting strategies as the landscape has changed. If you are struggling to create new strategies or wonder how other companies are approaching CL&D, we have you covered with this episode! Listen as Ellen talks about how she approached training, which is amplified as someone with sales experience. She discusses the challenges she had while searching for the most effective manner to teach the representatives and the solutions she found to those challenges. She is paving the road for a learning culture and engaged and empowered sales representatives. Listen to her views, suggestions, and tactics.

 What you will learn: 

1.   The benefits of using a learning platform for pre-work, live events, and ongoing training. She also considers how she would approach her learning platform post-launch.

2.   How she uses micro-learning to establish a solid foundation of knowledge that aids in learning retention and then builds on that by providing informational insights into the "why" to spark a deeper understanding of the product.

3.   Strategies for enhancing role-playing by transitioning to verbalization exercises and coaching scenarios, as well as what happens when reps recognize that failure in these exercises is normal and encouraged.

 SHOW NOTES:

 Guest LinkedIn: Ellen Amos

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: Tony Papola, District Sales Manager, Renal Metabolic Specialty, at AstraZeneca

BIO: Tony has worked at AstraZeneca (AZ) for the past eight years in his most recent role as a District Sales Manager for the Carolinas. Previously, he has held roles as a Cardiovascular, Renal, and Metabolic (CVRM) Sales Training Manager and an Endocrinology Sales Specialist.   

Description:  Are your reps embracing the idea of being hybrid and expanding on their performance growth, and have you implemented a learning and training platform? Tony walks through the success and failures he had at AstraZeneca after they implemented ACTO. He talks about getting buy-in from senior management and the field teams.  Learn how Tony coaches his reps to connect with HCPs on a deeper level and how to manage challenging and swiftly changing objections. He offers insights into the data he utilizes to enable his reps to succeed and how that leads to better HCP interactions.

What you will learn: 

1.  Insights, including successes and failures when implementing a new training technology/platform along with some best practices. 
2.  How you can get more buy-in from both senior management and your field teams.
3. Data insights learning systems provide to enable you to empower your teams, from training to performance analytics, coaching, and gamification.

SHOW NOTES:

Guest LinkedIn: Tony Papola

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: Maria Bavishi, Associate Scientific Director and Writer at Axiom

 BIO: Maria has over 20 years of expertise generating accurate and focused scientific content in many formats, including digital learning modules, e-magazines, infographics, backgrounders, training videos, patient journeys, HCP-targeted presentations, advisory boards, and scientific narratives. She has worked in medical communications for Abbvie and numerous agencies. She specializes in HIV, HCV, and HBV antivirals. Diabetes, heart failure, chronic kidney disease, and allergy/immunology are also well-known. Maria creates scientific material for HCPs, MSLs, sales reps, payors, and ancillary health specialists. She provides scientifically correct, carefully messaged, and innovative sales training content.

Description: Coming off the heels of our webinar with LTEN on effective ways to prevent the use of inaccurate information to reduce compliance risk, we have brought back one of the panelists to dive into how to create engaging content that keeps audiences and field teams interested while remaining compliant. Maria walks us through creating compliant content and important factors that must be considered when creating for field teams and HCPs. We talk about how to make sure the teams stay engaged with the content, so they avoid using “homemade bread” when interacting with customers. She also talks about the importance of microlearning and how agile content is more than just a buzzword before finally giving key insights into development strengths when creating content for CL&D, HCPs, and patient groups. 

What you will learn:

1.     Key insights into creating compliant content for HCPs and Stakeholders and the important factors that must be considered. 

2.     Key insights into how to generate engaging content for commercial learning and development and field teams while remaining compliant,

3.     Why and how Agile content can have a big impact on the bottom line and compliance.

 SHOW NOTES:

Guest LinkedIn: Maria Bavishi & Email

Axiom:  We help cross-functional teams achieve and maintain their leadership in evolving competitive landscapes by providing unforgettable healthcare communications, medical training, and marketing solutions to the life sciences industries.

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: James Harper, Found and MD of Twentyeightb 28b LTD

BIO: James is a seasoned pharmaceutical veteran with a passion for healthcare and digital technology. He has 27 years in the Life Science (Pharmaceutical) industry, working in sales, brand strategy and compliance. He is the founder and MD of Twentyeightb. He is very passionate about enabling reps through technology!

Description: "Enable your sales representatives to fall in love with data." In part 2 of this learning journey,  James dives deeper into digital impact through data insights. He offers examples of better data which will help your teams be more effective. The importance of leveraging your CRM system to build functional data dashboards for sales reps and managers, enabling your teams to deliver data insights in a simple and meaningful way. We examine how you can build rich data sets from the interactions between CAMs/MSL (rep) and HCPs; however, you must do it right, knowing which metrics, technology to use and how to leverage content. He explains why modular content is the next silver bullet and the potential impact it can have on time and cost savings, as well as increased customer engagement. James adds to the conversation by presenting challenging ideas about the changing position of the pharma rep. In other words, this is an episode you should not miss!

What you will learn: 

1. Types of data metrics/insights and value of their impact for reps and managers. 
2. Potential impacts and value if Pharma reps were to adopt an account management mindset
3. Modular content, how it transforms engagement, and how to use it effectively for improved engagement and analytics.

SHOW NOTES:

Panel: Debate on the future of the pharma rep led by James and Paul Simms on Oct 26th, Sign up now:  https://28b.co.uk/is-this-the-end-for-the-pharma-rep/

Veeva 2022 Field Trends Pulse report:  https://www.veeva.com/pharma-biotech-field-trends/

The Creative Engagement Report on Field team impact and HCP preferences: HCP Research Whitepaper - Field Engagement

LinkedIn Article: Death of the Sales Rep?

Guest LinkedIn: James Harper

Twentyeightb : A proactive, authentic and curious team of excellence-focused developers, consultants and client services specialists, empowering pharma brands and sales professionals with industry-leading digital sales tools.

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: James Harper, Found and MD of Twentyeightb 28b LTD

BIO: James is a seasoned pharmaceutical veteran with a passion for healthcare and digital technology. He has 27 years in the Life Science (Pharmaceutical) industry working in sales, brand strategy and compliance. He is the founder and MD of Twentyeightb. He is very passionate about enabling reps through technology! 

Description: James is talking all about the journey of a pharmaceutical sales rep. The shift to technology showed the missing aspects that field teams could use to be more successful, and he talks about his experience as a sales representative. As a result, he developed Twentyeightb as a tool to assist in the resolution of such issues. There has been much discussion over the years regarding how the role of pharmaceutical representatives will change and whether they will become extinct. James is passionate about the notion that field teams (reps) will always be needed, as well as to make calls in person. He gives examples of how technology can create better education and more trust with HCPs. Based on his experience, he describes why he is so passionate about empowering reps with technology and how more pharmaceutical companies must adopt the technology and a new training mindset. 

What you will learn: 

1. Enabling reps through technology and how and why to get them to fall in love with data.
2. How you can better utilize Veeva CRM.
3. How sales representatives fit into the omnichannel and multichannel strategy and how that affects engagement.

SHOW NOTES:

Veeva 2022 Field Trends Pulse report:  https://www.veeva.com/pharma-biotech-field-trends/

The Creative Engagement Report on Field team impact and HCP preferences: HCP Research Whitepaper - Field Engagement

LinkedIn Article: Death of the Sales Rep?

Guest LinkedIn: James Harper

Twentyeightb : A proactive, authentic and curious team of excellence-focused developers, consultants and client services specialists, empowering pharma brands and sales professionals with industry-leading digital sales tools. A

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: Jimmy Christie, Senior Commercial Training Manager, ACTO

BIO: Jimmy has worked in the pharmaceutical industry for the past six years at Astra Zeneca and Janssen, holding the positions of Learning Manager and Senior Commercial Training Manager, respectively. He was a training award finalist at AstraZeneca for his implementation and success of the ACTO platform. 

Description: Training is more than just checking a box. Listen as Jimmy walks you through how to shift that mindset from just checking a training box to adopting a learning culture. We discuss the importance of compliance, how that can create a challenge when looking at innovations, and how to overcome that with excellent results. We also discuss the most important question anyone in training faces: What is the ROI of training? And, based on his experiences, how to build that case to show it. We examine the insights that data can provide L&D managers to create a more robust learning path, such as adaptive learning and how AI can enhance your data.

What you will learn: 

1. How to work with stakeholders when looking to adopt new technology platforms.
2. Insights on building and showing the ROI of training and learning experiences. 
3. Data insights, including consolidation recommendations, AI inclusion, and how to leverage your data.

SHOW NOTES: 

Book Info: Simon Sinek: Start With Why  - https://simonsinek.com/books/ 

Guest LinkedIn: Jimmy Christie 

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: Richard Sampson, Vice President of Global Training and Development at Cepheid 

Bio: Richard is a Life Science veteran who has held senior leadership positions in sales, marketing, and training with companies such as GSK, Novartis, and Roche. Training is his passion and that is why he is heavily involved with LTEN and currently holds the position of Board President.

Description: Learn from a pharmaceutical industry leader and expert in commercial training, learning, and development about hot topics such as how to invest in your team, essential insights for virtual training success, and creating a hybrid training approach.  Our discussion highlights the benefits of lifelong learning and how incorporating new technology and training solutions will create a culture of engagement and consistent learning which ultimately will improve your field team effectiveness. We explore what it really means to invest in your team, how to do it well and the value and impact it has on your company. 

Show Notes: 

Cepheid Website

Guest LinkedIn: Richard Sampson  

Article: Are We (Really) Appreciating our people?

Life Science Trainers & Educators Network

LTEN Membership

ACTO: You know Siri and Alexa, but do you know LAICA? 

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: Kathleen Herndon, Executive Director LTEN & Dawn Brehm, former Executive Director LTEN & Consultant 

BIO: Kathleen is the Executive Director of LTEN, and has over 10 years of experience in leading non-profits while Dawn is the outgoing Executive Director where she worked for 10 years and has been in the Life Sciences for over 25 years. 

As partners of LTEN and just on the heels of their annual conference we talk with both, Dawn and Kathleen, about the impact of LTEN on the commercial learning, development, and training space in Life Sciences. We discuss how the industry has pivoted, what's new in the training space, and how to stay on top of it all. 

 SHOW NOTES: 

 LTEN Website: https://www.l-ten.org/

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: Todd Staples, Director of Healthcare Innovation at ACTO 

Bio: AI mobile learning expert, brand, and media guru, with a background in customized data-driven marketing models. He is breaking down barriers and changing life sciences learning technology. 

Description: In this informative podcast, Todd provides fantastic insight as he explores The Learning Journey of AI in Education and Technology. We will look at how AI has revolutionized how trainers can train their field forces, how individuals may utilize AI to their advantage to achieve tremendous success, and so much more!

What you will learn: 

1. How AI is impacting and the benefits to commercial trainers and educators 
2. AI’s impact on the field force and their learning journey
3. The framework to interpret and apply AI data 

SHOW NOTES:

Check out the “Two AI's Have An Existential Crisis” video here: https://www.youtube.com/watch?v=Xw-zxQSEzqo

Book Info: Joseph Campbell: Hero with a Thousand Faces (Amazon Link)

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn

Featuring: Parth Khanna, CEO & Co-Founder of ACTO.
Parth is a leader and expert in the life sciences industry, as well as the CEO and co-founder of ACTO. He holds an undergraduate degree in neuropsychology, two law degrees, and numerous patents in artificial intelligence. He has received countless nominations and awards over the last few years recognizing his leadership in the technology and life sciences space.

Description:
The Learning Journey of ACTOs CEO and cofounder will be shared in this episode, as he explores how omnichannel education is more than a trend; it is a way of thinking, how it can be implemented and what metrics it can power.

What you will learn: 

1. The definition of “digital transformation” and how the Life Sciences industry is embracing it
2. What is meant by “omnichannel education” and the impact it has on pharmaceutical companies
3. Why technology, content, and change management are the three key factors that need to come together to execute an omnichannel education approach

Show Notes:
Impatient Health Webinar: New Commerical Capabilities for a New Era.

Industry Insights: Bending the Spoon Blog
Keep up to date on Social Media: Twitter & LinkedIn
ACTO website: https://www.acto.com/
Have a learning journey that you want to hear more about? Email us at [email protected]  or find me on LinkedIn