Medical Sales Nation

You need a mindset change going to a start up. If you are asking "what am I getting" vs. "What am I willing to Give", the getting mindset will be a major disappointment. MedTech startups are a process, not an event, and the payoff...if any...will be years down the road. Personal payoff and the art of giving of you time, thoughts, critical thinking and more is where you will "get" but you won't know it for years.

This is a 10 and under podcast where I am asked questions to give my thoughts. This one is about passion vs. career and asked by my daughter Dominique. We are an accumulation of our life experiences and this podcast dives into that to find that passion and how you have no idea where it will take you. Hang tough

Tom Patzelt and I go on to the next step in Medtech commercialization as an initiative with Value Proposition creation. After the team is aligned on the commercial strategy, the team shares their insights and vision for the product/service, Qualitative research has been the next step are getting the value propositions right.

With all evolutions change is obviously the mental obstacle that needs to be overcome. The way in which MedTech commercializes products via a 30 year old process won't optimize the chances of great products to come to market. It's not 2003. Tom and I lay out the steps needed to align a company to get ready to de-risk commercialization. If you are looking at a role with a start up or a new product roll out we give more guidance on asking the right questions to understand the culture around commercialization. It is your career so take it as serious as a heart attack. De-risk your choices by understanding commercialization as an initiative and process versus those that think the product will sell itself.

Tom Patzelt and I discuss the first stage in the new era of commercialization and how the "this product will sell itself" delusion that many startups/new product launches believe will not be successful . The point is not to point out failures but to share best practices and how to launch a product in this new era. Commercialization should start 12 month prior to an expected FDA clearance and not 90 days before as is the norm today.

The next series of podcasts will be focused on building a commercialization strategy from a start up/new product perspective that enhances product adoption from day 1 of launch. Tom Patzelt and I share our thoughts on building and sharing blueprints on how to commercialize products in this always evolving MedTech space. This is the intro with more to come.

Short Podcast to express my support and thanks for the entire medical sales community. You should all be proud of the work you do healing our healthcare system.

Interview with Chris Ernster the VP of sales and Marketing at SRS medical. We dive into how to successfully work with a board and investors, the clinical leadership as a sales rep that is needed, the difference of creating a market and taking share, and how the foundations of sales will always be essential. His 30 years of experience is definitely worth the listen. This is a lot of fun to listen to and learn.

I had a great conversation with Mike Moore discussing everything from selling skills, the new inside sales forces in MedTech, using LinkedIn as a personal strategy, and the skill set behind selling to the office as hospitals curtail access. Mike shared his insights into today's selling market, what sales strategies companies are looking and the need to augment selling skills in a semi virtual world. Just two people having a conversation on their chosen field, lean in and take a listen.

I'm thrilled to have Keith Valentine on the podcast who is the President and CEO of Seaspine. We go through a little history on the early days of spine and how if it wasn't for someone like Ron Pickard the spine industry would look completely different. We dive into what Keith looks for in his team and the future of spine.

Bombs and more bombs of insight with Ted Newill. We dive into the impact of COVID on medtech commercialization on it's impact on: Ted drops this at the end of the podcast: "You can be better than your competition" Damn straight but it takes new skills and a new way of thinking. 1)Conventions 2)Marketings new role as the bomber to soften to ground for the foot soldier to make greater in roads. 3)Evolution of the sales process and the new skills sets that need to be developed to sell more 3)Changes in sales access and what to do 4)Sales management and the skills and tools needed to develop your team 5)Startup nation needs to adapt to the new access challenges to sustain new technologies. 6) More

Tom Patzelt joins us with his 28+ years in the medical technology field holding many roles and specializing in go to market strategies and forging new analysis and execution as our new normal evolves. We discuss how marketing in medtech needs to lead the customer/provider conversation using Digital technologies to virtually kick in the door that softens the front lines so reps have easier access. Why is this important? No way are companies launching new products and implementing the old school sales reps tactics of cold calling and thinking it will work. Why? No sales access - we have OR access to cover a case but selling has a new normal and we, the commercial team, have to become one to be successful. Take a seat and listen in as we talk about the new commercial normal.

We take a deep dive into the awesomeness of being a member of the medical device community with Matthew Ray Scott of Feed the Agency. This was so much fun that I had to get this podcast out right after the recording. Matthew drops his bombs, experiences and positivity around sales, distributors, the health of our healthcare system, and that sales training skills need to develop in this covid world and to embrace the tools to get there. We go into how his company is helping providers and device companies to get the word out about their products and services. Please enjoy

Joe Mullings going deep on the future of Medtech sales by Medical Sales Nation

Back by popular demand!! Bruce Radcliff the VP of Strategic Sourcing at the Aurora Advocate Health system gives his thoughts, perspective and some thoughts on post Covid. Bruce is a wonderful guest as he opens up and shares what he sees our going to be all our challenges in healthcare and once again how to vendors should interact with providers as we come out of the Covid crisis. This is a must listen for any medical sales professional.

Eko Health is healing our healthcare system and has been for a few years. Connor Landgraf is the Co-Founder and CEO of Eko Health, this is his first job out of Berkley where he earned is Masters in Bioengineering. Connor takes us down the path of how Eko started and how they plan on changing the world of cardiac care. This amazing technology utilizes AI to help doctors improve their diagnosis of heart and lung conditions so that the patients are put on the appropriate path of care. This obviously improves outcomes and saves money both healing our healthcare system. Follow Eko Health as they will be a rising star in the Digital Healthcare Market space.

In these uncertain times we search out for wisdom and vision in others to help us navigate these times. I could not think of anyone better that has navigated some tough situations, personally and professionally, to help bring some clarity to our medical device world. I'm proud to have the Company Group Chairman from DePuy Synthes, Aldo Denti, share his thoughts on career development, critical thinking in making changes to your career trajectory, and our future in the Covid aftermath. He shares some powerful thoughts on never underestimating oneself and take the choice to develop skills you don't have for the 2nd job after the one you are in. We discuss the top 3-4 areas where the commercial side of healthcare sales will be impacted, Rep Access is a key topic along with digital health and creating suites of IOT connected devices that communicate with each other to reach levels of efficiency to heal our healthcare. Once again, sit back and enjoy the ride, and listen to see if you can tell i'm at home rec

In uncertain times we seek out those that can shed some light on what our future might look like and how to stand strong. There is no one better at painting that vision than Aldo Denti the Group Chairman Deputy Synthes. Aldo Share with us his career and his inner guides he uses and shares with others to make the best choices for themself. We dive deep into his career and the ups and downs and the surprises along the way. We also dive into the changes the Covid pandemic will cause in our healthcare industry. We can't look at changes as all bad, there is a lot that will help make the needed changes that will heal our healthcare. If you have or know a college graduate have them tune in as Aldo donates his time to Florida State University to mentor and guide our future. Telehealth/digital health and sales rep access are two points that we cover and acknowledge will change but will give us new opportunities to provide more value. Please take the time to listen, this is one of my favorite interviews

Digital health care is here and it will continue to change our healthcare marketplace. I received a lot of messages around this subject and was asked to try to do a podcast on Digital Health. I'm excited to have Dr. Lyle Berkowitz join us to discuss the 101 basics and history of Digital Health. Dr. Berkowitz is a primary care physician, entrepreneur, author, former CMO at MDlive, and consults on IT in the healthcare field for many entities. He has been involved with IT in healthcare since the beginning of his schooling. We find out that a lot of these concepts, such as AI, were discussed in the 1960's. Digital health will continue to evolve and morph into specific areas of care over the next decade, be a student of your profession and dive deep into this areas of growth.

Healthcare is moving from Fee for service to Value Based Care/payments. This basically means that providers will be reimbursed based on the quality of the care and outcomes, 85% of all payments will be Value Based by 2025 and the move is on now. As a commercial representative of Medtech/Pharma/ Biotech we need to understand how our market place is changing and evolving. In this pod cast Rachel and Bob focus on how we can think about advancing our knowledge and skill sets to be a stronger resource to our customers.