Life Science Training & Development Workshops: Sales and Commercial Excellence

Agenda
Wednesday, October 15, 2025

8:00   REGISTRATION & WELCOME COFFEE

8:25   CHAIRPERSON’S OPENING REMARKS

8:30   EXECUTIVE GROUP DISCUSSION: ADDRESSING THE GENERATIONAL SHIFTING IN LEARNING CULTURE AND SALE PRACTICES
• Debating the evolution of the teaching & learning landscape
• Navigating skills development for younger generations sales teams
• Budget & budget implications for cultivating generational specific programs
• Creation of training curriculums and program agendas to address learning cultures
Sharon Gilberto, VP, of Sales & Training
MICROTRANSPONDER

9:15   WORKSHOP & DISCUSSION: APPLYING EMOTIONAL INTELLIGENCE TO MEDICAL DEVICE SALES TRAINING
Moving beyond product knowledge training, aligning medical device sales representatives on the core concepts of effective communication is a critical component of many sales training curriculums. The term Emotional Intelligence, coined from Daniel Goleman’s novel, Emotional Intelligence – Why it can matter more than IQ, highlights main ideas in which medical device trainers and educators see it as a way to effectively educate internal and external stakeholders on complex conversations, enabling quick and well thought out responses. Understanding and applying these main ideas of emotional intelligence into sales training curriculum can help sales trainers address effective communication.
Stacy Keszei, North American Sales Training Manager
ABBOTT

10:15  Holistic Launch Strategies with Immersive XR (VR/AR/MR) and AI Technologies
Join Tipping Point Media for an immersive, hands-on demonstration showcasing the power of XR (VR/AR/MR), AI, and other e-learning strategies:
• Transform marketing through experiential education and drive value across sales training, patient awareness, and HCP retention.
• Experience the future of innovation up close and see how these cutting-edge technologies are revolutionizing the industry.
• Support all cycles of your holistic strategy throughout pre-, during, and post-launch activities with these proven tools and tactics.

10:45   COFFEE & NETWORKING BREAK

11:15   EXECUTIVE GROUP DISCUSSION: CREATING SELF STUDY PROGRAMMING TO ENCOURAGE TRAINING AT INDIVIDUAL PACE PREFERENCE
• Building instructional framework to guide the learner
• Selecting training modules conducive to solo learning
• Content platform & technological software for content access
• Benchmarks to measure success of self-study programs
Evelyn Knight, Manager, Sales Training, Transcatheter Heart Valves
EDWARDS LIFESCIENCES

11:45  LEVERAGING AI TO IMPROVE RETURN ON INVESTMENT
• See examples of AI-generated learning & training programs
• View a hands-on demonstration of AI tools
• Learn how AI can increase time-to-market, while reducing cost
Arun Praksh, Executive Vice President & Chief Learning Architect IPL – Global Delivery
INFOPRO LEARNING

12:30   LUNCHEON FOR ALL SPEAKERS, SPONSORS & ATTENDEES

1:30   EXECUTIVE GROUP DISCUSSION: SHOWCASING CURRICULUM SUCCESS THROUGH THOUGHTFUL ASSESSMENT & FEEDBACK TOOLS
• Benefits vs. cons of quiz or survey based formats
• Delivery and timeline for dissemination of assessment
• Determining assessment questioning to garner feedback
• Data collection methodologies to promote feedback engagement
Blake Crabb, Manager Oncology Sales Training
AMGEN

2:15   EXECUTIVE GROUP DISCUSSION: ESTABLISHING A SALES TRAINING PROGRAM THAT ADDRESS A PLETHORA LEARNING STYLES AND EXPERIENCE LEVELS
• Assessing the differing learning styles of current team
• Expansion of programming from new hires to advanced experience levels
• Diagnosing and mitigating sales skill gaps throughout the entire team
• Monitoring experience level advancement ensure learner is in correct programming
• Balancing need for customized learning programs with training efficiency
Jim Hastings, Sr.Director, Sales Training & Development
TREACE MEDICAL CONCEPTS, INC

3:00   COFFEE & NETWORKING BREAK

3:30   CASE STUDY: USE OF VR IN SALES TRAINING & PHYSICIAN EDUCATION
Linda D’Amore, Senior Group Manager, EDUCARE Learning Design, Endoscopy Professional Education
BOSTON SCIENTIFIC ENDOSCOPY
Leanne Batih, Learning Design Manager, Global Sales Training & Development, Endoscopy
BOSTON SCIENTIFIC

4:15   EXECUTIVE GROUP DISCUSSION: EXPLORING THE REALISTIC UTILIZATION OF AI WITH SALES TRAINING PROGRAMS
• Assessing the AI capabilities that can be leveraged in training operations
• Cost effectiveness and impact of artificial intelligence driving automation
• Avenues in which AI can be most impactful within the training landscape
» Coaching practices
» Data analytics
» Enhanced curriculums
• Roll out strategies to best incorporate AI within training design
Jodi Griffin, Senior Manager, Global Sales Training & Development
THERMO FISHER SCIENTIFIC

5:00   Closing Remarks & End of Day 1