Episodes
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The Start-up "giving" mindset, forget about getting
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…
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Passion vs. Career/hardwork
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...
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Value Prop Creation as a Commercial Initiative
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...
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De-Risking commercialization = A New Frontier
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...
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Your product won't sell itself - Commercialization foundation
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…
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Introduction to the Guide to Medical Device Commercialization
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...
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Proud of the Medical Sales Family
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.
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Chris Ernster, VP of Sales and Marketing at SRS Medical
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...
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Interview with Mike Moore, Executive Recruiter
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…
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Interview with Keith Valentine, CEO of Seaspine
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…
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Ted Newill - You can be better than your competition - Up-skill
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...
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Tom Patzelt and the New Normal of marketing and sales commercializtion in Medtech
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…
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Matthew Ray Scott Dropping bombs and positivity in the Covid Medtech World
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,...
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Joe Mullings going deep on the future of Medtech sales
Joe Mullings going deep on the future of Medtech sales by Medical Sales Nation
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Bruce Radcliff of Advocate Aurora Health is back again
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...
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CEO of Eko Health, Connor Landgraf
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...
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Interview with Aldo Denti, Company Group Chairman of DePuy Synthes
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...
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A deep dive with the Company Group Chairman DePuy Synthes Johnsons and Johnson
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...
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101 Digital Health with Dr. Lyle Berkowitz
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.…
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Value Driven Healthcare Market Transformation, Rachel Armstong and Bob DeVol
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/...
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Interview with Tom WIlliamson, CCO at Tissue Tech
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...
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An Interview with Dave Renker, an Executive Search Consultant at the Mullings Group
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...
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Interview with Jennifer Fried, Co-Founder and CEO of ExplORer Surgical
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...
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Interview with Ryan Shelton, CEO of PhotoniCare
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…
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Interview with Rachel Armstrong, discussing Value Based Payments, Quality Metrics and Outcomes.
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…
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Interveiw with Robert Greenberg the Executive Chairman of the Alfred Mann Foundation
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...
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Interview with Omar Khateeb with Potrero Medical
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...
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Sales Training Resistance and why?
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...
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Interveiw with Bruce Radcliff, VP of Strategic Sourcing at Advocate Aurora Health
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,...
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An Interview with Jeff Greiner, CEO of Valencia Technologies
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…
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Interview with Kaushal Solanki, CEO of EyeNuk
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...
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An interview with Julie Allen, executive search consultant in MedTech
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...
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Interview with Jonathan Gunn CEO of Briteseed
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...
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Step 2 in Building a National Sales Force - Communication
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...
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Interview with Cory Kidd CEO of Catalia Health
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…
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Interview with Jim Nalepa, Leadership advice at its best in action
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...
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Collaborative Sales Culture Creation
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…
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Interview with Venture Capitalist Josh Baltzell
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
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Back to Coaching and Development
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...
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Negotiation Basics to hit Quota
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....
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Overcome Pricing Through a Sales Process
Every day a sales person is working to define the value of their product or service, they are thinking about or dealing with the issue of price. It starts when the prospective customer asks: “What is the Price”, before the sales person has presented the value of the product/service. A simple way…
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Creating Your Own Clincial, Financial and Strategic Value
We are taught to demonstrate the features and benefits of our products. The value propositions the company provide us may not flow easily for you when speaking with a medical professional. When it comes to the medical provider, do they see our stated benefits as a value to their Patients…
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Interview with Ted Coss, a Sales and Executive Recruiter
It’s not just dialing for dollars, a good recruiter takes time to get to know you so they can find a place that would be a great fit. I know what lots of you thinking, they are a pain in the bottom. That’s true when you speak about some recruiters, but not all. Ted will demonstrate to you how...
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Finding a Culture That Fits Your Personality
The culture of a company can be defined as its collective personality. Others will define it as the unwritten rules and acceptable behaviors. When an individual’s personality is aligned with the company culture, it is a good fit for you. Culture is so important that 50% of all mergers and...
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Building Your Own brand
Building Your Own brand by Medical Sales Nation
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Self Reflect to Self Develop
Self Reflect to Self Develop by Medical Sales Nation
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Introduction to the Medical Sales Nation
Introduction to the Medical Sales Nation by Medical Sales Nation