Medical Sales Nation

I interview Tom Williamson, the CCO of Tissue Tech and a friend of mine from my Entellus days. We go on a walk through his career starting off as a engineer and ending up in sales and marketing. We discuss our time at Entellus, the characteristics of successful reps, the truth behind going to a start up, training, and the great technology coming out of Tissue Tech that will light the field on fire.

ave Renker Is an Executive Search Consultant at The Mullings Group, he has held C level positions in premier device companies and built world class teams throughout his career. Dave shares his thoughts and insights on the MedTech industry during these challenging times with the Corona Virus. We talk about current trends, what may change the Medtech/hospital landscape forever, how to use LinkedIn to job search and get noticed, how to prepare for a new job search and more. A timely conversation in an unknown world as we see it today. We will overcome together as a community and be stronger to take on greater challenges.

A fascinating dive into Digital health with a Chicago startup ExplORer Surgical. Jennifer Fried, the Co-Founder and CEO, takes us on a journey unlocking the potential of real time, real life learning for providers to uncover potential efficiencies and best practices to heal our healthcare by capturing data. Device Companies need to pay attention to this competitive advantage that ExplORer Surgical offers as they can provide extended learning and training for sales reps and the providers they interact with on a daily basis. R&D you will love ExplORer Surgical and how they can help collect data that provides insights to product strengths and potential areas of improvement before a full launch. Listen to this podcast twice, there is so much here that so many of us can benefit from to heal our health care system.

Ryan Shelton is a Co-Founder and CEO of PhotoniCare, a company that is helping heal our healthcare system by utilizing Optics and Photonics to more accurately diagnose fluid levels in the middle ear. His journey started because his new born kept getting ear infections for his first year and he, as most entrepreneurs, said there has to be a better way. PhotoniCare's technology has the potential to help so many little kiddos and improve the diagnosis for tube procedures and improve the use of Antibiotics. This is huge!! Rain is a brilliant engineer and great guy as well, please sit back and enjoy.

I'm interviewing Rachel Armstrong who is a thought leader in quality and evidence based strategy, value based payments and the future of health care based quality outcome measurements. We take our first stab at trying to lay the foundation of how our field of medical sales is and will change as we move away from fee for service payments to Value based payments based on quality and outcomes. This is just an introduction to the topic and Rachel has agreed to do some follow ups where she can go deeper on just a few topics. Hold on tight, grab a pen and paper and start taking notes.

Interview with Robert Greenberg the Executive Chairman of the Alfred Mann Foundation. Robert has his MD and Ph.D. in Biomedical Engineering and was the co-founder, President, and CEO of Second Sight. He started his career with the FDA was recruited by Al Mann and the rest is history. We dive into his work, past, present, and get a glimpse of what type of work the Al Mann Foundation is doing and how it's helping all types of startups get to market. A great story, a great listen and a great future ahead.

Interview with Omar Khateeb the Director of Growth at Potrero medical. We dive into their genius smart catheter the Accuiryn smartcath and Its' use of predictive analytics and AI to deliver data to healthcare providers to aid in making decisions to prevent Acute Kidney Injury. We also dive deep into our MedTech world, discuss value based payments, future of robotics, and how we must be students of our MedTech world to stay relevant.

Charlie is back in the house, going deep dropping his knowledge on sales training and why sales pros resist training. He dives into the emotional and logical brain and what holds people back from absorbing the information. No one likes roleplays, and I share how my first roleplay experience was horrifying. Uncle Charlie describes his methodologies on creating a learning environment around roll plays....genius. I've seen it work and it alters a sales training program across the board. Enjoy Charlie's sales development bombs, they are always the best.

If you are selling to hospitals this is a must listen to podcast. Bruce Radcliff is the VP of strategic sourcing with the Advocate Aurora Health system and we dive into: Supply Chain Value equation, Consolidation in the industry, Positioning your company's entry point, patient-focused products, thoughts on commodities, what he looks for in reps and companies, What he needs from Startups and how he can help, and the big hype around Robotics, AI, big data and the lack of the companies understanding how to bring actual value through Translational Medicine.

Jeff is the CEO of Valencia Technologies and I had the honor to work for him at 2 start-up medical device companies. We dive into his story, how a JAG attorney become a successful CEO of 2 companies that were sold for a combined $3.5 Billion and how he is using his experience building out Valencia Technologies. We go into leadership, team building, people and process, how integrity and honesty must be held high in times of struggle. Just a great interview with a great leader of people and companies.

I take a deep dive with CEO and founder Kaushal Solanki of EyeNuk. We go into how he started, secret government stuff, then how he used that experience to solve a problem that his father was diagnosed with as well as an eye diagnosis he himself was given. This is the intersection of AI, Deep Learning and predictive analytics which is the future of MedTech. This is a great entrepreneurial story and the journey has just started.

Julie Allen from The Allen Partners is an executive search consultant in the medical device field and happens to be one of my favorite people in the business. We go into how she got into the search business and the approach she takes to find a perfect match. She also started a coaching business that I used and referred two friends to and had an incredible experience. Her Coaching goes Deep into the person, passion and puts one on a path to discover the best company that you could work for and would love to have you on the team. Enjoy

A fun interview with Johathan Gunn of Briteseed based out of home sweet home Chicago. Sit back and enjoy and keep Briteseed on your radar as they take over the MIS instrument market place. Briteseed is a forward-thinking company committed to making minimally invasive surgery safer and more efficient. Briteseed is creating the next generation of laparoscopic and robotic surgical tools that provide real-time detection and visualization of hidden blood vessels, ureters, and other sensitive structures using advanced optics and artificial intelligence.

Charlie and i continue the discussion on how to build a sales force at a start up, turn around or upscale a current team. This series is based on our experience, where we have arrived today is based on many stumbles along the way. This our life expereinces, others may disagree which is fine, this is us sharing to help anyone that might want to lean in and learn from our ups and downs along the way.

An Interview with Cory Kidd the CEO of Catalia Health, Catalia is the type of company that is leading the MedTech revolution in our health care system by incorporating AI, Machine Learning and actual robots. The Catalia Health platform tailors conversations to each patient to obtain the hard-to-get data about treatment, challenges, and outcomes daily. The Mabu wellness coach, which is the robot communicating with the patient, is the key to long-term patient engagement to enhance outcomes and improve dialog with the patient. The Conversations actually evolve so that the interaction between Mabu and the patient becomes personalized. Incredible.

A great conversation with a West Point Grad and executive performance leadership coach, Jim Nalepa. He goes deep on what should be expected from Leaders, from yourself and your team. Accountability is the key focus and we learn about the Platinum rule vs. the Golden rule. Great Stuff, hand on to your seat it's a fast paced conversation on leadership.

We have been asked to share our thoughts on how sales, marketing, and R&D should interact with the customer in mind or why there are issues in some organizations not getting along. A big conversation. So we thought we would start this conversation by discussing the step by step process of creating a sales organization. We believe that creating a collaborative process from the start of building a commercial team will avoid most commercial issues otherwise known as "bickering". These podcasts are based on our experience, success, and failure, and I know there are other ways to succeed as well and are not claiming this is the only way. We wanted to share what has worked for us and we hope it's helpful whether you are a District or Regional manager or you are getting your first VP of sales job.

A deep dive into the understanding of a MedTech Venture Capitalist and how they see the future, how we should prepare for a startup opportunity and how to get his attention if you are an entrepreneur

Charlie and I dive into the lost art and the need to go back to coaching and developing sales professionals to enhance everyone's skill sets. We talk about the overuse of the CRM systems as a crutch and some stories on we learned from some of the best from good old fashion ride with's and field coaching. Lastly, you get to enjoy some dogs barking in the background to add some spice.

This podcast is titled "Negotiation basics to hit Quota," which is a natural follow up from the last podcast on overcoming pricing objections through a sales process. We touch on interest-based negotiations, purchasing tactics to be aware of, controlling your emotions, and concession strategies. Moreover, when to walk away to fight another day and keep the doors open for further business opportunities. Enjoy