Medical Device Success
The Medical Device Success Podcast and Videocast is a combination of interviews with Subject Matter Experts (SMEs) and MedTech leaders along with some solo podcasts aimed at improving the ability of the audience to better understand and compete in today’s rapidly changing healthcare ecosystem. We seek out SMEs in areas that can assist MedTech companies in:
• Marketing strategies, tactics and technologies
• Sales strategies, tactics and technologies
• The future of MedTech – technology trends and implementation
• Health research & economics
• Provider issues (hospital systems, ambulatory surgical care, etc.)
In our “In the C-Suite” series we like to get leadership perspectives from MedTech leaders.
Episode 28 – A CEO Leading a MedTech Company Through Covid
In January 2018 when Dominik Beck took the helm of Rudolf Riester, GmbH, he began executing a plan to put Riester in a more competitive position against its larger rivals. Then in early 2020 Covid spread across the world. For the Riester team, due to the nature of its product line, Covid became an opportunity. But to take advantage of an opportunity, you have to execute. Under Dominik’s guiding hand, the Riester team has risen to the challenge and seen revenue growth as a result. In this episode, we learn more about how Riester responded to the pandemic. We also learn about the complexities of moving a product line toward telemedicine and the new skill sets needed in sales and IT to support this move.
The MedTech Leaders Community is growing. Over 70 members from 18 countries. We have over 7 hours of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
Learn more about the MedTech Leaders Community at https://medtechleaders.mn.co
The video cast with slides is available in the MTL community.
Now Go Win Your Week!
Dominik Beck’s LinkedIn Profile link – linkedin.com/in/dominik-beck-991192b
Rudolf Riester, GmgH website link – https://www.riester.de
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Episode 27 – Preparing and Executing Virtual Presentation and Communication Success
In past episodes of the podcast and video cast, we have covered various components of virtual presentations and virtual selling. Richard Goring, Director at BrightCarbon, brings all these components and more together to help guide us to professional virtual presentations that will get results in the MedTech world. BrightCarbon is a presentation design company that has worked with life science companies of all sizes to help them communicate their stories and value propositions.
The MedTech Leaders Community is growing. Over 70 members from 17 countries. We have over 7 hours of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
The video cast with slides is available in the MTL community.
MedTech Leaders Community Link
Now Go Win Your Week!
Richard Goring’s LinkedIn Link
BrightCarbon website Link
Link to BrightCarbon Masterclass presentation page. Here you will find a variety of classes on different aspects of presentations. Best of all…they are FREE! https://www.brightcarbon.com/events/
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Episode 26 – The Sales Process in a Virtual World, Important Considerations
Brad Ansley, VP Healthcare, Richardson Sales Performance takes us through the details and important considerations of a virtual medtech sales process. It is fascinating and thought provoking when you look at the very important things you take for granted in a face to face selling situation that you must now build into a virtual sales interaction. Brad walks us through the 6 critical skills of virtual selling and aligns them with the sales process.
The MedTech Leaders Community is growing. We have a lot of content on selling in the virtual world. A couple members said it is like a master class. There is a 30-day free trial. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
MedTech Leaders Community link – https://medtechleaders.mn.co
The video cast with slides is available in the MTL community.
Now Go Win Your Week!
Brad Ansley’s LinkedIn Profile link – linkedin.com/in/bradansley
Richardson Sales Performance Website https://www.richardson.com
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Episode 25 – A Sales Leader Demonstrates Embedded Videos In Emails
Jeff Howell, Director of Growth, AlayaCare, shows us how he uses embedded videos to enhance his prospecting, qualifying and relationship building in his sales process. It is impressive. He compares it to “pulling up in a Ferrari”. These are great virtual tools in a Covid world where it is more difficult than ever to get through to doctors, nurses and other health care professionals. Getting by gatekeepers is difficult enough in face to face situations. Now it is even more difficult. Jeff will explain how embedded videos help open the door.
The MedTech Leaders Community is now over 60 members from 17 countries. There is a 30-day free trial. Two great live events this coming week. The equivalent of your first paid month will be contributed to Direct Relief, Doctors without Borders or the American Red Cross.
Now Go Win Your Week!!
Watching the Video Cast really brings this message to life. Here is the link
MedTech Leaders Community Link
Jeff Howell’s LinkedIn Profile Link
Vidyard Link
Soapbox Wistia Link
YouTube video on how to use Soapbox Link https://www.youtube.com/watch?v=olL8k-pC0FQ
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Episode 24 – Sales Super Stars – What Defines Them and Where Did They Come From?
Kelly Clark and Relentless Recruiting conducted a survey with 60 life science executives and sales executives to better understand if there is an overall recruiting and hiring issue in obtaining Super Star Sales Reps.
How valuable are super stars reps to sales leaders? Where do these stars came from?How do their initial skill levels compare with other candidates?And what is the cost of making a bad hire.
In this video cast, Kelly Clark and Barry Rogers share the results of the survey and we discuss the implications of these findings for MedTech leaders and sales executives. What you will learn could have major implications on how you go about your recruiting process. If you are a candidate for a job, it will make you rethink how you present yourself.
Want to be the first to experience these subject matter experts and ask them questions? Join over 50 members of the MedTech Leaders Community (from 15 countries). Take advantage of the 30-day free trial. You can cancel your membership in about 3 clicks. The theme of the community for the next several weeks is Going Virtual. I have at least 3 more subject matter experts scheduled. After Going Virtual, the next theme will be The Future of MedTech. MedTech Leaders Community Link
Now Go Win Your Week!
Kelly Clark’s LinkedIn Profile Link
Relentless Recruiting website Link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
Episode 23 – Making Your Virtual Presentations More Powerful!
We continue to offer solutions to the challenges MedTech professionals face in the Covid era. One of the biggest is the changes in how we communicate. Those that can communicate their value proposition most effectively have the best chance of surviving and winning in the long term.
Virtual presentations are key and you must know how to best use the tools at hand. Today, we talk to David Paradi of ThinkOutsidetheslide.com. He has been a guest on the podcast before. However, this is also a video cast so you can go to the Medical Device Success YouTube channel to see exactly how to implement today’s techniques. Are you using PowerPoint’s Sections, Zoom and Morph features? Do you know how to turn your cell phone into a webcam? No? Then you need to tune in.
Want to be the first to experience these subject matter experts and ask them questions? Join over 50 members of the MedTech Leaders Community (from 15 countries). Take advantage of the 30-day free trial. You can cancel your membership in about 3 clicks. The theme of the community for the next several weeks is Going Virtual. I have at least 3 more subject matter experts scheduled. After Going Virtual, the next theme will be The Future of MedTech.
Now Go Win Your Week!
Link to the MedTech Leaders Community – medtechleaders.mn.co
Link to the Video Cast – https://youtu.be/08RoD8oHNtU
Dave Paradi’s LinkedIn Profile link
Dave Paradi’s Think Outside the Slide Website link
Ted Newill’s LinkedIn Profile link
Medical Device Success website link
Link to Ted’s contact page
The PowerPoint Zoom menu feature: https://support.office.com/en-us/article/use-zoom-for-powerpoint-to-bring-your-presentation-to-life-9d6c58cd-2125-4d29-86b1-0097c7dc47d7)
A decent YouTube on using the Zoom feature is https://www.youtube.com/watch?v=dGqHSvs9qpE
The PowerPoint Morph feature: https://support.office.com/en-us/article/use-the-morph-transition-in-powerpoint-8dd1c7b2-b935-44f5-a74c-741d8d9244ea
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