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One search box across the whole catalog, titles and show notes alike. It earns its keep when you half-remember a case, a device or a name and want the conversation it came up in.
5,508 episodes · 33 shows
Episode 76 – Intro to Value-Based Care Part 2 with Barbara Strain
What can MedTech companies do to be constructive, profitable and value-added participants in the shift to Value-Based Care? The big companies are all over this. They have entire departments devoted to being ahead of this curve.
Episode 75 Intro to Value-Based Care Part 1 with Barbara Strain
Understanding this important subject is part of knowing your customer. Here is a factoid from today’s conversation, the sickest 5% of the US population consumes 50% of healthcare resources. One of many reasons fee for service is not sustainable and th...
Episode 74 – Knowledge is Power in MedTech – A system for knowing your customer, market and industry
Let’s get the new year off to a good start and know our customer, market and industry better than your colleagues and competition. Let's create a knowledge gathering system for you. It will pay off in terms of your professionalism,
Episode 73 – Strategic Planning Part 2 for Companies and Individuals – Strategies and Tactics
“Employees at three out of every five companies rated their organization weak at execution…” This was one result of a Harvard assessment of employees from more than 1,000 companies, governments and non for profits.
Episode 72 – Career Success in MedTech Startups with Jim Surek, VP Sales, ExplORer Surgical
“You told me the opposite of what I have been told by everyone else about how they would attack this market.” Said one CEO to Jim during an interview. Jim got the job and helped lead this company to success. During his stellar career,
Episode 71 Strategic Planning Part 1 for Companies and Individuals
Only 23% of companies follow a formal strategic planning process. Companies with strategic plans are 12% more profitable. The big MedTech companies are in the final phases of the 2022 strategic plans. What about the small to medium sized companies?
Episode 70 – In the C-Suite with Patricia Zilliox, CEO, Eyevensys
Today’s guest is Patricia Zilliox, CEO of Eyevensys, a clinical stage biotechnology company based in Paris, France and Dallas, Texas. Patricia is running a very exciting startup that combines a medical device and gene-therapy that is targeting some of ...
Episode 69 – Back to the Front Line of MedTech Sales with Chip Helm
Today we head back to the front line of sales with my guest Chip Helm, Account Executive, Government Accounts for Cook Medical. This is a great conversation. Chip is passionate about sales as a career and very enthusiastic about his career with Cook M...
Episode 68 – Building Success Models in MedTech
One of the most common pieces of advice I give to those asking for help on a variety of challenges is to “build a Success Model”. This advice has been given to a wide variety of MedTech Executives from CEOs to sales representatives.
Episode 67 – Mastering Influence and Authenticity In The New Normal with Shelly O’Donovan, CEO, Authentic Influence Group
“The worst thing is not that someone has a bad impression of you. The worse thing is that someone has no impression of you!” - This is my favorite quote in my conversation with today’s guest, Shelly O’Donovan,
Episode 66 – Game Changing Subcategories and Storytelling in MedTech with David Aaker, PhD
“It is a big fallacy that your audience is rational” - Our guest today is David Aaker, PhD, considered by some to be the Father of Modern Branding. In this episode we are talking about creating game changing subcategories and storytelling in high tec...
Episode 65 – Big Changes and High Demand in MedTech Recruiting with Paula Rutledge and Chris Miclot, Legacy MedSearch
“More change in the last 18 months than in the past 30 years.” - Over 30 years ago, Paula began her career in the medical device industry and in 2005, founded Legacy MedSearch and turned it into one of the most highly sought after MedTech search firms...
Episode 64 – Riding the Technology Adoption Life Cycle Curve in MedTech with Geoffrey Moore, Author, Crossing the Chasm
This is a special episode. Our guest today is Geoffrey Moore, Author of Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers which is on Inc. Magazines list of top 10 Marketing Books of All time.
Episode 63 – In the C-Suite with Daniel Cloutier, CEO, LOK Corporation
Understanding how the worldwide distribution ecosystem works is a must for any MedTech professional. This conversation with Daniel Cloutier provides a window into this world and how LOK brings value to the manufacturers it represents with turnkey distr...
Episode 62 – Digital Caffeine for Zoom Fatigue in MedTech with VidiPlus
Want your virtual prospecting to stand out? Bring your virtual presentations and messaging to life. This digital technology from VidiPlus will help. Dror Benjamin, CEO and his team have created a wonderful virtual tool.
Episode 61 – A BrandRx For MedTech with Matthew Ray Scott, FEED. The Agency.
In other words, a brand prescription for MedTech. Matthew has walked the walk. Or, maybe I should say conquered the mountain of marketing and sales challenges. He says, “It’s the only thing busy docs care about.
Episode 60 – The Covid State of Mind of Our Doctors…Our Customers
This survey gives a unique look into the minds of these doctors and their practices. And, it has implications for MedTech sales and marketing for the remainder of 2021 and beyond.
Episode 59 – The New Art & Science of MedTech Sales
Is sales an art or a science or a bit of both? And, how has the art and science changed in the past year? Some key trends in MedTech have accelerated due to the pandemic that will affect the art and science of selling.
Episode 58 – In the C-Suite with Jeff Levine, CEO, Advanced Scanners
“If you point me at a target, I’ll get there’’ says Jeff. That includes succeeding at his first job in the life sciences as CEO of the startup, Advanced Scanners. This is a very interesting interview about a revolutionary technology and a leader with ...
Episode 57 – MedScout – Helping Your Sales Team Prospect and Sell, A Revenue Intelligence Platform
You all know that data, properly configured can help your sales team. However, this data can be very expensive and may not be configured in a way that is easy for your sales team to use. Enter MedScout, a revenue intelligence platform for Life Scienc...
Episode 56 – The Influence of Population Health on MedTech with Joseph Schulman, Senior VP Population Health and Business Transformation
First, we define Population Health. Then we talk about its influence on MedTech. In the USA, Population Health is NOT the same thing as Public Health. One can influence the other. However, Population Health is driven by value-based health systems t...
Episode 55 – Driving Sales with Physician Micro-Marketing in MedTech
Do you know which digital platform is most effective in targeting physicians? Is it LinkedIn, Facebook, Instagram, Twitter or TikTok? In a few minutes, you will know the answer. The pandemic caused a tremendous amount of rethinking about how MedTech...
Episode 54 – The Impact of Health Research and Economics on MedTech Market Access and Success with April Zambelli-Weiner, PhD
“Failure to plan for market access early is one of the key causes of company underperformance and failure”, according to April whose team at TTi Health Research & Economics has helped companies recover from their lack of preparedness.
Episode 53 – The MedTech Sales Process for Success
Where does the MedTech Sales process get in trouble? It is in the Presentation step of the process. On the surface the Presentation step sounds simple. It is not. With new concept technologies or complex technologies this step can get complicated w...