Is your tech enterprise stuck in internal battles while startups are disrupting the market? We’re bringing back one of our top episodes where Geoffrey Moore, renowned author and advisor, dives into the dynamics of startup and established tech enterprises. His insights are based on decades of consulting and are highlighted in his pivotal works, "Crossing the Chasm" and "Zone to Win." This episode remains highly relevant and popular for its deep dive into strategic company transformations and how businesses can effectively adapt and thrive in a rapidly evolving market. Geoffrey outlines the crucial strategies for maintaining momentum and the common pitfalls that even the most iconic companies can fall into.  Revisit this insightful discussion, sponsored by Physician Growth Accelerator, and equip your enterprise with the knowledge to face both external threats and internal challenges head-on. Join us to learn more about: Metrics for success in each of the 4 zones How to effectively move from the incubation zone to the transformation zone Challenges to overcome in the transformation zone Common mistakes iconic tech companies made before their downfall The role of acquisition in scaled transformation Resources from this episode:  Get the free MedTech Talk Tracks for Action Crossing the Chasm Zone to Win Social Media: Connect with Geoffrey Here Connect with Zed on LinkedIn Connect with Clark on LinkedIn

How frequently do you consider the underlying psychology that drives your team's dynamics and overall performance? What if you could tap into this deeper understanding to not only foresee potential issues but also to foster a more collaborative and innovative environment? Exploring these aspects of business psychology might be the key to unlocking higher efficiency and effectiveness within your team. In this week’s episode, sponsored by the Physician Growth Accelerator, Rhiannon Gallagher, a seasoned business psychologist, delves into the intricacies of business psychology and team optimization. We discuss the critical role of communication in making team interactions more effective and how different psychological safety levels within a team can dramatically influence its success. We also explore how individual team members' primal responses to certain stimuli can affect team cohesion and productivity. What we discuss in the episode: The often overlooked discipline of business psychology The practical application of psychological insights in medical sales scenarios How to engage various parts of the brain during sales pitches to maximize impact How to ensure messages are received as intended Resources from this episode:  Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Social Media:  Connect with Rhiannon on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

How often does your team address a problem with an immediate yet short-lived remedy? How much time, money, and energy could be saved if you came up with a permanent solution? These proactive approaches are often overlooked, but likely the most efficient way to enhance your operation. In this week’s episode, sponsored by Physician Growth Accelerator, we met with John and Jim Zelem from Utilization Management University to explore the critical distinction between preventative strategies and constant corrections in medical practice management. We also discuss how medical sales representatives can transcend traditional sales roles by fostering deeper, value-based relationships with their clients through sharing actionable insights and resources. What we discuss in the episode: Practical tips on transforming challenges into opportunities for growth Systemic issues within healthcare practices The benefits of shifting from reactionary measures to sustainable preventative solutions Driving meaningful change in medical sales and healthcare practice management Tips on transforming challenges into opportunities for growth Resources from this episode:  Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Social Media:  Connect with Jim on LinkedIn Connect with John on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Cancer left undetected can swiftly evolve from a silent threat to a devastating diagnosis. But what if cancer could be detected and treated at its inception? Sumit Rai, CEO of Cancer Check Labs, is on a mission to dramatically increase survival rates.  In this week’s episode, sponsored by Physician Growth Accelerator, Sumit shares a compelling narrative that highlights both his personal journey into cancer detection technology and the revolutionary capabilities of his company's new cancer screening test. After losing his sister to cancer shortly after his exit from a successful venture in mobile advertising, Rai channeled his grief into a fervent quest to transform cancer diagnostics. His story is not just about loss but about leveraging technology to pioneer early cancer detection methods that boast a staggering potential to change survival outcomes. What we discuss in the episode: The science behind the test, which processes an unprecedented volume of blood to detect CTCs How Cancer Check Labs’ approach differs from liquid biopsies The opportunity for a new era of proactive healthcare Bridging the gap between current medical practice and cutting-edge technology How integrating comprehensive diagnostic technologies could drastically reduce cancer mortality and reshape the landscape of cancer care Resources from this episode:  Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Cancer Check Labs Social Media: Connect with Sumit on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Do you understand the financial complexities that challenge your medical clients every day? Unlock the secrets to mastering the obstacles your clients face and solidify your value in the competitive medical sales industry. In this week’s episode, sponsored by Alpha Sophia, we sat down with Justin Harvey, a seasoned advisor and strategist in financial planning specifically tailored for medical professionals to talk about the nuanced world of medical sales and financial strategy. Harvey, founder of APM Wealth and host of the APM Success podcast, shares invaluable insights on becoming indispensable to clients by deeply understanding their unique financial needs and challenges. We also explore solutions that go beyond the product, focusing instead on enhancing the financial and operational health of their clients’ practices. What we discuss in the episode: The complex financial landscape medical professionals navigate The critical need for specialty-specific financial advice Various strategies to optimize tax returns through loss harvesting How to secure a financially safe future beyond your practice Advice aimed at helping medical professionals manage wealth effectively Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia APM Success Podcast Social Media:  Connect with Justin on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of "Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance" join us to explore the depths of sales conversations. In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs. What we discuss in the episode: How AI and digital tools impact the evolution of sales The role of sales as more than just a conveyor of information, but as a critical thinker who provides value The power of active listening and thoughtful questioning Tactics to enhance your sales approach The profound impact of human skills in an increasingly automated world Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Listen to Sell Integrity Solutions Social Media: Connect with Derek on LinkedIn Connect with Mike on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Every relationship goes through stages, including the relationship between private practice physicians and private equity groups. So what are the red flags you should watch out for? What traits make for a good marriage? We explore the crossroads with Thomas Cunningham, Director of Business Development at Physician Growth Partners. In this week’s episode, sponsored by Alpha Sophia, Cunningham dives deep into the pressing challenges faced by private practice physicians amidst the onslaught of inquiries from private equity groups. We explore the dilemmas physicians grapple with, such as whether to sell their practices to hospitals or private equity and how to maintain their autonomy in the increasingly complex healthcare landscape. We also discuss how the landscape of private practice has evolved to necessitate new strategies for sustainability and success. What we discuss in the episode: The critical importance of a growth mindset for physicians considering partnerships Navigating the complexities of healthcare business dynamics Maintaining clinical governance while exploring financial partnerships Strategic responses to the changing healthcare environment How decisions affect patient care and physician independence Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Physician Growth Partners Social Media:  Connect with Thomas on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

We hear so much about seeking balance, but sometimes work or life demands more. So how do we prevent burnout and maintain high performance when balance doesn’t seem to be an option? Trevor Crunelle, a coach specializing in mindset and behavior change for driven leaders, suggests that “harmony” rather than “balance” might be the more achievable goal. In this week’s episode, sponsored by Alpha Sophia, Trevor explains that unlike balance, which implies equal distribution, harmony involves a more fluid and intentional arrangement of work and life commitments. He emphasizes the necessity of intentionality in scheduling and prioritizing tasks to create harmony between personal and professional life, debunking the myth that longer hours always equate to greater productivity. What we discuss in the episode: Practical strategies for achieving work-life harmony How the urgent-important matrix, or Eisenhower matrix, helps individuals prioritize tasks effectively Insights on how most professionals find themselves overwhelmed by a multitude of lesser, non-urgent activities that consume their time and energy Steps to gain clarity and focus so you can work more effectively and find time for personal pursuits to enrich your life Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Social Media:  Connect with Trevor on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Imagine a patient struggling with post-operative recovery, and instead of accepting defeat, they speak up and change the course of recovery forever. That patient helped inspire Shehla Rooney to create a better solution. Today she is Co-Founder and CEO of GoKnee, a company designed to aid the recovery of knee replacement patients. In this week’s episode, sponsored by Alpha Sophia, we sat down with Shehla to learn more about her transition from an experienced physical therapist to a motivated business owner. The conversation showcases the practical challenges faced in healthcare and highlights how innovation can be driven by real-world patient interactions. We also explore how GoKnee has revolutionized post-operative care through a simple yet effective device. What we discuss in the episode: The intersection of patient care, innovation, and entrepreneurial insight in the medical field Patient-centered solutions that streamline and enhance recovery processes The psychological impact of surgery on patients The importance of addressing individual patient needs The nuances of patient compliance in post-operative recovery programs Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia GoKnee Social Media:  Connect with Shehla on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

How often does fear prevent you from making decisions or taking action in high-stress environments? What if a deeper understanding of the brain could help your staff better navigate their roles and responsibilities within the practice? Dr. Mark McLaughlin joins us to offer a compelling framework to overcome fear and enhance performance. In this week’s episode, sponsored by Alpha Sophia, Dr. McLaughlin discusses his recent book, "Cognitive Dominance: A Brain Surgeon's Quest to Outthink Fear," which explores the dualistic nature of the brain—comparing the instinctual 'Brain 1.0' with the more rational 'Brain 2.0'—and how professionals can harness this understanding. We also investigate real-world applications of these insights, particularly in addressing the challenges faced by medical practitioners, such as burnout and systemic inefficiencies. What we discuss in the episode: A framework for overcoming fear to enhance performance The importance of introspection and strategic thinking to foster professional growth and improve patient care Proactive approaches to personal and professional hurdles Why it’s important to rethink how medical professionals engage with their work The need for continual learning and adaptation in the pursuit of excellence in healthcare Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Cognitive Dominance: A Brain Surgeon's Quest to Out-Think Fear Social Media:  Connect with Mark on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Imagine a world with consistently precise surgical outcomes. We see firsthand how combining tech and human skills can enhance processes and improve outcomes. So why wouldn’t we bring these capabilities to medical practices? In this week’s episode, sponsored by Alpha Sophia, CTO and Co-Founder of Galen Robotics, Dave Saunders, pulls back the curtain on the cutting-edge world of surgical robotics. He passionately articulates how modern surgical robots are not just about the hardware but are increasingly defined by the software and algorithms that drive them, creating opportunities for more precise and safer surgeries. What we discuss in the episode: The exciting potential of cooperatively controlled robots How robots working in tandem with surgeons can optimize surgical processes and ensure minimal invasiveness How the blend of human expertise and robotic precision promises significant advancements that could make complex surgeries more accessible and efficient Regulatory challenges and the future trajectory of robotics in medicine Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Galen Robotics Social Media:  Connect with Dave on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

It’s no secret that networking is a powerful tool for creating connections, building credibility, and identifying new opportunities. But with so many professionals building networks, it can be easy to get lost in the vastness of platforms like LinkedIn. So how can we find the right network with ease? In this week’s episode, sponsored by Alpha Sophia, Kendy Elmore shares his journey from a high school science teacher to a medical sales rep, ultimately leading him to create a nationwide networking group for medical sales professionals. The Lobby Medical Sales Network aims to bridge the gaps in the industry by providing a universal platform for reps to connect, share resources, and advance their careers through in-person and virtual events. What we discuss in the episode: The significance of creating a supportive community where reps can learn from each other, access educational resources, and find career opportunities The profound impact the network has already had on its members The importance of connection and mutual support in driving the industry forward Exploring new avenues for career growth Opportunities to enhance your networking experience Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia The Lobby Network Social Media:  Connect with Kendy on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

In an increasingly competitive field, medical sales leaders constantly seek tools and tactics to help them get ahead. So how can you optimize your team and elevate results? Mike Zani suggests focusing on the transformative power of behavioral science. In this week’s episode, sponsored by Alpha Sophia, we sat down with the CEO of The Predictive Index to learn more about how understanding behavioral assessments can revolutionize interactions with customers and enhance team dynamics within medical device companies. Zani highlights the Predictive Index tool's capability to reveal behavioral styles through a psychometric assessment and discusses its application beyond mere employee selection to improving customer relationships and sales strategies. We also explore the strategic use of behavioral insights in medical sales, emphasizing the practical benefits of "decoding" interpersonal interactions for more effective communication and negotiation. What we discuss in the episode: How sales teams can tailor their approaches to different customer profiles How the Predictive Index approach aids in initial sales as well as cultivating long-term client relationships The transformative power of behavioral science in medical sales Insights on traits like dominance, extroversion, patience, and formality Strategic ways to leverage behavioral insights Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia The Predictive Index The Science of Dream Teams Social Media:  Connect with Mike on LInkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

How many medical sales professionals worry more about how their presentation is received than the actual substance of their work? Why do performance aesthetics take precedence over genuine problem-solving and leadership effectiveness? Kris Krustangel, Vice President of Sales at Virtus Medical, delves into the transformative power of self-awareness and humility in medical sales. In this week’s episode sponsored by Alpha Sophia, Kris reveals how his journey underscores the nuanced balance between confidence and ego in the realm of medical sales. His experiences illuminate the challenges and growth opportunities within the industry, particularly how personal ego can obstruct genuine progress and leadership development. What we discuss in the episode: The practical application of stoic philosophy in modern business practices How the pressures of leadership can lead to a disconnection from core operational goals Why introspection and self-awareness are crucial to evolve beyond surface-level achievements The value of candid feedback from colleagues and how that can inspire transformation Prioritizing genuine problem-solving and leadership effectiveness over performance aesthetics Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Obstacle is the Way by Ryan Holiday Ego is the Enemy by Ryan Holiday Social Media:  Connect with Kris on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Dressing for success isn’t just a thing of the past. In fact, with the evolving landscape of the interview process, some tactics hold more weight than ever before. So how do you position yourself for career stability regardless of the transformations taking place around you? In this week’s episode, sponsored by Alpha Sophia, Angie Lambrou, a seasoned career coach and author of "Master the Medical Sales Interview," sheds light on common pitfalls that even experienced medical sales executives face during the interview process. She also reveals how inadequate preparation leaves many candidates missing out on opportunities and strategic job search techniques that bypass traditional routes like job boards and recruiters. What we discuss in the episode: A proactive approach to the job hunt where candidates target specific companies Enhancing your chances of securing a job by directly engaging with hiring managers to establish connections The importance of personal branding and networking to maintain readiness for unexpected opportunities Interview mishaps that cost top candidates jobs Finding clarity and motivation outside of work to propel your career forward Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Master the Medical Sales Interview Social Media:  Connect with Angie on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

How often do you receive medical attention only to be blindsided by a huge invoice? Why does the issue only seem to exist in the medical space? And what can we do to promote transparency in the industry? In this week’s episode, sponsored by Alpha Sophia, Dr. Eva Imperial, CEO and founder of iHLTH, shares her motivation for starting an organization that brings transparent pricing to lab tests and allows patients to bypass the doctor's office for these services. Her story highlights a personal and professional journey towards making healthcare more accessible and affordable, challenging the status quo of opaque healthcare pricing and practices. What we discuss in the episode: The negative ripple effects on patient care and the healthcare system due to high costs The importance of transparent pricing in healthcare Navigating the complexities of healthcare costs Solutions and innovations to make lab testing more accessible How professionals can advocate for patient affordability Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia iHLTH Social Media:  Connect with Eva on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Burnout plagues us all at some point in our professional lives, but it’s not always easy to identify, or overcome. So how can you master your profession if you’re unable to master your own feelings? It requires grit and resilience. In this week’s episode, sponsored by Alpha Sophia, Danielle Cobo, a transformational speaker, bestselling author, and seasoned medical sales professional, shares invaluable insights on resilience, leadership, and overcoming adversity. With a career spanning 15 years in the competitive realm of medical sales, Danielle has not only excelled but also transformed her hardships into opportunities for profound personal and professional development. Through her journey, Danielle offers actionable strategies for dealing with burnout, embracing vulnerability, and setting the foundation for a fulfilling career in medical sales. Tune in for more on: Strategies for overcoming burnout The positive impact of resilience and self-reflection on career growth and development Actionable tips for turning life’s challenges into stepping stones for success How vulnerability strengthens leadership Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Unstoppable Grit (Book) Unstoppable Grit (Podcast) Social Media:  Connect with Danielle on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

In the dynamic world of MedTech, where innovation is the lifeblood of progress, Jay Pendleton, founder of MedTech Voice, offers a compelling perspective on the power of storytelling in building trust and driving success. In this week’s episode, sponsored by Alpha Sophia, Jay underscores the importance of authenticity and digital trust in a landscape inundated with content and information overload. We also learn about his journey from the corporate MedTech world to the realm of entrepreneurship, highlighting the pivotal role of storytelling in shaping brand identity and fostering connections. In the episode, we also discuss: Bridging the gap between business and medicine through authentic narratives Empowering MedTech professionals to navigate the complexities of the industry with clarity and purpose Helping physicians humanize their brand Assisting MedTech companies in crafting compelling stories A roadmap for driving tangible outcomes in an ever-evolving MedTech ecosystem Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia MedTech Voice Episode 25 with Jay Pendleton Social Media:  Connect with Jay on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

The long and tedious patent process has become an outdated source of delay for innovators across the globe. With today’s technology, you can protect your innovations faster than ever. So when should you pursue a patent? And how can startups thrive in this rapidly evolving space? In this week’s episode, sponsored by Alpha Sophia, Bao Tran, founder of PowerPatent Inc., joins us to explore the crucial role patents play in the medical device startup landscape. Dispelling common misconceptions, Bao emphasizes patents as assets rather than expenses, enabling startups to attract investors and safeguard their market presence. We also discuss how startups can efficiently navigate the patent process to ensure timely protection and competitive advantage by leveraging technology and strategic filing approaches. What we discuss in the episode: The pivotal role of patents in driving innovation and success The significance of patenting seemingly straightforward innovations The indispensable value of strategic patent management Actionable insights for MedTech entrepreneurs and innovators Understanding the nuances of patent strategy in a rapidly evolving industry Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia PatentPC Social Media:  Connect with Bao on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

We all strive for financial freedom, but are we approaching it the right way? What if the traditional path is no longer the most effective path? Lane Kawaoka, author of “The Wealth Elevator” asked himself these same questions before challenging the status quo. In this week’s episode, sponsored by Alpha Sophia, Kawaoka joins us to share his journey from the traditional path of a civil engineer to a savvy real estate investor and financial strategist. He challenges common beliefs about investments and taxes, offering eye-opening insights that defy conventional wisdom. Lane also discusses his approach, which involves leveraging alternative investments like rental real estate and syndications to create passive income streams that significantly reduce tax liabilities. What we discuss in the episode: The importance of education when navigating unconventional paths to financial freedom The benefits of a reliable community to help guide you through unfamiliar processes Practical strategies for exploring new avenues of wealth accumulation Actionable steps towards financial freedom through alternative investments Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia The Wealth Elevator Get the Book Social Media:  Connect with Lane on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

All paths lead to growth… if you can stop running from yourself. But what does it really take to stop searching and start living? Mark Wigginton, certified professional coach, sales strategy advisor, and founder of Focusing on Results unlocked his full potential when he decided to change his focus. In this week’s episode, sponsored by Alpha Sophia, Mark shares his story of transformation, from navigating career shifts to finding clarity and purpose by embracing his core values. He also touches on insights from his diverse career path, emphasizing the recurring importance of customer focus, rapport-building, and persuasive communication. Tune in for more on: Actionable steps towards clarity and growth in your career and personal life How aligning with your core values can lead to success and fulfillment The significance of understanding and embodying customer-centric principles The power of effective communication and engagement in sales interactions The transformative potential of self-awareness and purpose-driven action Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Focusing on Results VIA UPenn Enlightened Leadership Selling to Vito Selling Above and Below the Line Social Media:  Connect with Mark on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Driven leaders strive for excellence and require the same from their teams, but is demand for results void of open communication the most effective way forward? Or is there an approach that promotes organizational success alongside personal growth? In this episode, sponsored by Alpha Sophia, Jevon Wooden, an ICF-certified coach, business consultant, speaker, author, and army veteran, joins us to discuss the transformative power of empathy in leadership. Drawing parallels between military leadership and corporate environments, he emphasizes the need for leaders to listen, support, and create psychologically safe spaces for their teams to thrive. What we discuss in the episode: The importance of empathy and collaboration in driving teams toward success The impact of empathetic leadership on morale, productivity, and overall team performance Actionable strategies for leaders to enhance empathetic skills Real-life examples emphasizing the value of self-awareness and continuous improvement Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Book Jevon to Speak Social Media:  Connect with Jevon on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sales and marketing are supposed to collaborate in the pursuit of a shared goal. But there are many tales of lacking respect in the industry. Salespeople grind daily only to have marketers change the narrative around how to close more deals. So how can MedTech companies unleash a more collaborative approach that generates more revenue? In this week’s episode, sponsored by Alpha Sophia, Omar Khateeb returns for a third time to challenge the status quo in the MedTech industry. During the interview, we dissect the disconnect between sales and marketing and invite professionals to explore new strategies for commercialization and product adoption in the modern era. We also discuss the unique challenges of behavior change and the importance of setting realistic expectations. Tune in for more on: The dynamic between sales and marketing in MedTech The power of dynamic and engaging content through digital channels The significance of qualitative wins Industry-wide reluctance to embrace new strategies How to overcome the challenges associated with behavior change Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia Episode 13 Episode 14 Episode 87 Episode 119 The State of MedTech Social Media:  Connect with Omar on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Artificial intelligence has been around much longer than people realize. However, as early adoption meets mass adoption, why is the medical device industry still hesitant here? Perhaps the industry requires an outsider’s perspective to revolutionize how we operate. In this week’s episode, sponsored by Alpha Sophia, cofounder and CEO of Cite Medical Solutions, Ethan Drower, joins us to share his journey from software engineering to addressing regulatory issues in the device world. We also talk about the untapped opportunities for AI in improving sales effectiveness, the industry's reluctance to embrace new technologies, and the challenges faced by both large and small medical device companies. What we discuss in the episode: The tendency to resist the adoption of new tech innovation in the industry The need for innovation in compliance, sales, and marketing strategies Opportunities for AI to help improve sales effectiveness Effective sales strategies through practiced empathy Changing expectations around AI Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Social Media:  Connect with Ethan on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Finding highly qualified candidates with impressive experience can be exciting for a growing practice. But hiring the wrong person can be costly. So how can MedTech companies optimize hiring practices to ensure alignment and success from start to finish? In this week’s episode, sponsored by Alpha Sophia, we met with Darwin Shurig, founder and CEO of Shurig Solutions, to learn more about the potential pitfalls of treating talent acquisition as a transactional process. We also discuss the importance of emotional intelligence, leadership qualities, and aligning personal values with the company's mission and vision, as well as the impact of strategic talent management on patient outcomes, access, and cost savings. Listen to hear about: How companies can move beyond transactional approaches in the hiring process The importance of mission and vision alignment during interviews The power of emotional intelligence How to use AI, efficiency, and detailed assessments to identify the right candidates Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Shurig Solutions Social Media:  Connect with Darwin on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

What do physicians really think of medical device? We’ve discussed this very question and more with previous guest, Dr. Qasim Butt. He’s an interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health. In this encore episode, sponsored by Alpha Sophia, Dr. Butt reveals how medical device reps should approach the changing landscape. We also cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal. Join us for more on: How depth and storytelling can boost sales Why it’s important to identify the right person to talk to in every office How to utilize social media to create more opportunities Making the most of a ten-minute conversation Taking the time to learn and understand how everything works Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia Social Media:  Connect with Dr. Qasim Butt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives. That’s where world-renowned researcher Brent Adamson, co-author of bestselling books The Challenger Sale and The Challenger Customer, comes in. In this encore episode, sponsored by Alpha Sophia, Brent shares how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with. Join us for more on: How sales reps can differentiate themselves by providing more clarity How to provide customers with the confidence to make decisions Buying group alignment and how it impacts sales The dimensions of struggle for customers and how to overcome them Knowing a customer’s business better than they do Resources from this episode:  Get the free MedTech Talk Tracks for Action  Alpha Sophia Brent’s Breakdown Customer Value Community Challenger Sale Challenger Customer Social Media:  Connect with Brent on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He’s also the guest on one of our most popular episodes! In this encore episode, sponsored by Alpha Sophia, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it. In this episode, we also discuss: The 3 ways to revisit the status quo objection The Pain of Same vs The Pain of Change Error of Omission vs Error of Co-mission How FOMO tactics actually backfire in certain cases The two drivers of no-decision losses Shifting from a salesperson to a buyer’s agent Resources from this episode:  Get the free MedTech Talk Tracks for Action  Alpha Sophia The Jolt Effect: How High Performers Overcome Customer Indecision The Challenger Sale Social Media:  Connect with Matt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

It wasn’t long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joined us to talk about customer indecision. And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections. Tune in for more on: Overcoming customer indecision Two playbooks for overcoming status quo How to get comfortable making recommendations Making customers feel like they’re not alone in the decision-making process Radical candor as a double-edged sword Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia The Jolt Effect 10-Hour Sales Course Free Tools From The Book Matt Dixon’s Episode Social Media:  Connect with Ted on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn” some behaviors and beliefs that got you to where you are today. About a year ago, we spoke with leadership coach and author Jeff Shannon about these very topics. In this encore episode, sponsored by Alpha Sophia, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation. What we discuss in the episode: Why the best leaders know how to reduce friction and do this regularly The concept of unlearning and why it’s so essential for MedTech leaders and managers Why you should not be treating everyone the same (it’s not what you think) Signs that may suggest that you may lack executive presence and what to do about it How to resist the urge to “fly the plane” and instead coach others, even if they fail in the process Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Visit Jeff's Website Social Media: Connect with Jeff on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

One of the first interviews we ever recorded remains relevant to sales leaders everywhere. Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it. In this episode, sponsored by Alpha Sophia, Bill joins us to discuss metric-based performance coaching and growth, strategies to supercharge your sales development, and how to understand, measure, and elevate the impact of your coaching.  We also dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles. In this episode, you’ll learn: About the concept of “growth rings” and how they create environments that promote or hinder growth The four coaching activities that always pay off and help your team reach peak performance How to effectively split your coaching between high and low achievers Why different types of MedTech sales reps and leaders should all have their own definition of a “growth mindset” Resources from this episode: Get the free MedTech Talk Tracks for Action Alpha Sophia Visit Bill’s website The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain The Behavior Change Blueprint The Growth-Driven Practice Series Social Media:  Connect with Bill on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

You don’t need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the importance of building a message rooted in a real customer problem. In this week’s episode, sponsored by Alpha Sophia, Tim joins us to discuss the significance of storytelling and visualization in making messages memorable and compelling. The conversation covers a practical "Jenga test" to help teams scrutinize their messages, the value of conversational agility in adapting messages to different contexts, and 7 hallmarks of effective messaging.  In this episode, we also cover: 3 mistakes MedTech companies make in messaging How to shift from product-centric to story-centric strategies Tools and trainings that are available to help refine messaging The impact of Zoom fatigue on sales in the virtual world Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Oratium Social Media:  Connect with Tim on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Dismissing competitor decisions is common ground for sales teams, especially when you focus on the advantages of your products. But, what if you could use the decisions of your competitors as a tool to predict their future moves and carve out a competitive advantage? In this week’s episode, sponsored by Alpha Sophia, we sat down with John Horn. He’s the CEO and founder of Gateway Competitive Insights and author of “Inside the Competitor’s Mindset.” During the conversation, John shares a four-step framework that encourages MedTech professionals to pay attention to competitor actions. He also emphasizes the power of cognitive empathy and strategic questioning to uncover critical insights, urging professionals to step out of their own perspectives. In this episode, we explore: A fresh perspective on competitive intelligence and decision-making Actionable insights and a roadmap for predicting competitors' moves The concept of "war games" or mock negotiations as a tactic for fostering a deeper understanding of competitor behaviors The pitfalls of presuming answers and the importance of maintaining an open mindset The importance of cognitive empathy and strategic questioning Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Gateway Competitive Insights Inside the Competitor’s Mindset Social Media:  Connect with John on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Success often hinges on a delicate balance between technical prowess and mental fortitude. So how can we harness the untapped potential of the human mind to propel sales teams forward? Maintaining confidence without veering into cockiness becomes an important discipline. In this week’s episode, sponsored by Alpha Sophia, we’re joined by leadership coach, Matt Phillips to discuss the inner workings of the mind. Matt provides practical advice for sales leaders on coaching their teams through challenges, encourages a positive mindset, and offers strategies for finding solutions rather than dwelling on problems. What we discuss in the episode: Valuable perspectives on the psychology of success in sales How RAS plays a pivotal role in filtering information and shaping our conscious focus How to navigate challenges with a positive mindset Why coaching is a two-way street that requires reciprocated effort Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Matt Phillips Coaching Matt Phillips Podcast Social Media:  Connect with Matt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact? In this week’s episode, sponsored by Alpha Sophia, we met with John Crowder, Vice President of Healthcare for Integrity Solutions. In our conversation, John highlights the importance of coaching and leadership skills and urges leaders to adopt a consultative approach. He also shares insights on the challenges faced by the industry, including the need to adapt to changing access dynamics and the critical role of continuous learning and development for both individuals and teams. What we discuss in the episode: The number one challenge faced by medical sales teams How to effectively understand and develop each team member individually The value that continuous learners bring to a sales team The negative impact of exclusively knowledge-based learning How to drive consistent improvement over time Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Integrity Solutions Social Media: Connect with John on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Patients enter a black hole as soon as they leave their physician’s office. They’re expected to keep up with intense regimens and care for themselves as their doctors do. Unfortunately, this often leads to unnecessary medication errors, inaccurate data, and potentially harmful dosage increases. But what if there was a way to support patients beyond the clinic? In this week’s episode, Charles Gellman, founder and CEO of HiDO Health joins us to discuss how AI assisted robotics is helping them reduce hospitalizations by 80%. We also discuss how this advanced technology is helping patients care for themselves, reduce medication errors, and receive extra support with ease. Sponsored by Alpha Sophia Tune in to hear more about: AI-assisted robotics Reducing unnecessary medication errors with patients Real-world success stories of patients helping themselves Reducing hospitalizations and increased dosages Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia HiDO Health Stories Visit HiDO Health Social Media:  Connect with Charles on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way? Erik Sunset, VP of Marketing at DocBuddy, talks to us about how their improved documentation technology provides flexibility and efficiency. We also discuss the growing desire for better technology among physicians, the alarming truth behind burnout in the industry, and how past solutions are no longer viable options. Listen for more on: The growing need for better technology in healthcare Addressing physician burnout and providing flexible solutions Using technology to streamline workflows and accelerate documentation with voice command How physicians are increasingly demanding their time back Resources from this episode:  Get the free MedTech Talk Tracks for Action DocBuddy Email Erik for More Information Social Media:  Connect with Erik on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there’s a tool available for medical device companies to gain valuable insights about 2.8 million healthcare practitioners? In this episode, sponsored by TrackableMed, Founder and CEO of Alpha Sophia, Paul-Lukas Hoffschmidt, joins us to share how he’s accelerating product adoption across the industry. We discuss how to use data to create more targeted opportunities, facilitate more meaningful discussions, and separate from crowded ecosystems. Join us to learn more about: The different types of data and how to get the most out of them Understanding the personalities you’re targeting and being able to craft marketing and sales campaigns around that information A tool that helps you identify high-conversion opportunities before traveling Helping innovators grow faster How client feedback can act as a community to promote success Resources from this episode:  Get the free MedTech Talk Tracks for Action Alpha Sophia Social Media:  Connect with Paul-Lukas on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed What if you never had to worry about missing calls and losing sales, and sales STILL kept moving? It may be out of your comfort zone, but adopting inside sales tactics has been proven to accelerate growth and reduce costs. But how do you do that in an industry that is known for the power of face-to-face meetings and hands-on demonstrations? In this week’s episode, sponsored by TrackableMed, we met with Charlie Tate, a Partner at Synchronized Sales, and learned about how he’s been able to transfer strategies from his tech background into healthcare. We explore how his inside teams can help outside sales reps keep momentum and the benefits of making phone calls that align with in-person efforts. Listen for more on: Bringing inside sales to healthcare Maintaining full compliance with every client The benefits of moving sales along over the phone Keeping outside sales reps from being bogged down How working in this role can prepare you for a career in medical sales Resources from this episode:  Get the free MedTech Talk Tracks for Action Social Media:  Connect with Charlie on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Sponsored by TrackableMed How many tests does it take to get product approval? The world may never know. But if you’re not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight. In this week’s episode, sponsored by TrackableMed, we met with Heidi Mehrzad, CEO and Founder of HFUX Research, a human factors consultancy specializing in medical device development. In the interview, Heidi reveals where most innovators miss the mark and how human factors could help them progress more efficiently. We also discuss the interaction between the user and the interface of the device and hear examples of how minor changes can impact the trajectory of an entire business. We also talk about: The many different types of interfaces in medical device How the 80/20 rule can help marketing and sales teams maintain direction Human factors teams as the advocate for patients How transfer knowledge often leads to misused products Why it’s important to talk to everyone involved with product adoption, not just the surgeons Resources from this episode:  Get the free MedTech Talk Tracks for Action HFUX Research Social Media:  Connect with Heidi on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed In a world of artificial intelligence and virtual reality, why does MedTech remain 5 years behind other industries when it comes to modern solutions? Part of the problem is accessibility. Sales reps are constantly traveling cross-country to meet with surgeons they may never hear from again. But what if there was a way to meet with more surgeons without wasting so many resources?  Matt Wheeler is a visionary entrepreneur, highly skilled business associate, and proven sales leader with over 20 years of experience. As the Chief Revenue Officer at Immertec, he plays a pivotal role in driving revenue growth and guiding the organization toward success. In this episode, sponsored by TrackableMed, Matt sits down with us to talk about how Immertec’s virtual reality headset can bring 100 people to the same operating room. We discuss the value behind saving time and resources, the advantage of increased accessibility for practicing physicians, and how this distant learning experience actually leads to more in-person success. Join us for more about: Improving the learning experience by taking surgeons out of the operating room instead of the other way around Increasing conversion rates with early-stage education Accelerating the number of people you can get into your early-stage funnel How this technology can benefit sales, marketing, R&D in addition to surgeons Resources from this episode:  Get the free MedTech Talk Tracks for Action Immertec Social Media:  Connect with Matt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned sales teams about the importance of learning and listening. In this week’s episode, sponsored by TrackableMed, Phil shares how he found his new role as an EndoMech Sales Specialist at Ethicon. From taking advice from guests on previous episodes of this podcast to utilizing transferrable skills developed in teaching, his story will likely inspire others to follow his lead. We also explore the impact of being driven by purpose, how data has helped guide him in his first year, and how much more there is to sales than just selling. Tune in to hear more about: Aligning with purpose in everything you do How new challenges ignite a new learning muscle The value of individual and team reflections in sales How to effectively prepare for a career change into medical sales Utilizing transferrable skills to develop yourself and/or pivot Data-guided behavior and how this impacts your ability to focus Resources from this episode:  Get the free MedTech Talk Tracks for Action Social Media:  Connect with Phil on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Did you know that sepsis is the leading cause of death, costs, and readmissions in hospitals nationwide? Additionally, the standard of care blood tests used to diagnose the infection in an average hospital is wrong 40% of the time. So, what’s being done to address this concerning data in the healthcare system? We’re joined by Greg Bullington, CEO and Co-Founder of Magnolia Medical Technologies, to learn more about his mission to eliminate the misdiagnosis of sepsis. In the interview, Greg highlights the accuracy and immediacy of his team’s solution, which consistently reduces false positive sepsis tests by up to 90 percent. We also discuss how they’re moving away from gray areas of medicine, overcoming initial resistance in the market, and tactics to raise awareness and knowledge. What we discuss in the episode: The 17-year journey to changing the standard of care Overcoming the obstacle of abstract value propositions The challenges that arise when relying on peer-review studies to drive demand The benefits of doing your customer’s homework for them Moving away from gray areas of medicine Resources from this episode:  Get the free MedTech Talk Tracks for Action Magnolia Medical Technologies Social Media: Connect with Greg on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed It’s no secret that how you sell and who you sell to is critical for company growth, but how do you navigate variables outside of your control? Healthcare is seeing an increase in consolidation across the board, leaving little room for small to mid-sized companies to operate. In this week’s episode, sponsored by TrackableMed, we put the health ecosystem under the microscope to understand more about what’s happening. Scott Becker, Partner at McGuireWoods and Founder of Becker’s Healthcare joins us to discuss the shifting customer landscape in the health ecosystem. We also talk about why it’s such a challenge for small to mid-sized companies to gain traction in this space, the effect consolidation has on the market, and the advantage of seemingly unlimited resources in building customer awareness. Listen to this episode for more on: How consolidation is erasing a portion of the customer landscape Why it’s difficult to replace or even compete with big companies The cost of getting your solution recognized in the market How to build credibility with larger customers Resources from this episode:  Get the free MedTech Talk Tracks for Action McGuireWoods Becker’s Healthcare Podcast Social Media:  Connect with Scott on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Sponsored by TrackableMed Salespeople spend valuable time on conversations that lead to dead ends because customers don’t feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid analysis paralysis or other forms of indecision? Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joins us to share his expertise on the matter. In this episode, sponsored by TrackableMed, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections. Tune in for more on: Overcoming customer indecision Two playbooks for overcoming status quo How to get comfortable making recommendations Making customers feel like they’re not alone in the decision-making process Radical candor as a double-edged sword Resources from this episode:  Get the free MedTech Talk Tracks for Action The Jolt Effect 10-Hour Sales Course Free Tools from the Book Matt Dixon’s Episode Social Media:  Connect with Ted on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

Sponsored by TrackableMed It’s no secret, there are a few things missing from the field of medical device. But how do we bridge the gap and connect all the items that sales reps deal with on a day-to-day basis? It starts by building awareness. Erik Trattler, Director of Business Development at TrackableMed, joins us on this week’s episode to talk about what it takes to effectively raise awareness for all parties involved. We also explore the long-term benefits of an efficient marketing effort, how to ease the frustration that many surgeons are struggling with, and what it really means to add value. Tune in for more on: Why social media efforts are useless if you have the wrong message The many different facets that can assist surgeons to treat more patients Staggering statistics around ROI Understanding your clientele on a human level The extra tools you need to grow your practice Resources from this episode:  Get the free MedTech Talk Tracks for Action Closing the Referral Loop Social Media:  Connect with Erik on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what’s best for their practice? It seems like there’s a new product or solution every day. Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives. That’s where world-renowned researcher Brent Adamson comes in. He’s the co-author of bestselling books The Challenger Sale and The Challenger Customer, and joins us on this episode, sponsored by TrackableMed, to share how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with. Join us for more on: How sales reps can differentiate themselves by providing more clarity How to provide customers with the confidence to make decisions Buying group alignment and how it impacts sales The dimensions of struggle for customers and how to overcome them Knowing a customer’s business better than they do Resources from this episode:  Get the free MedTech Talk Tracks for Action Brent’s Breakdown Customer Value Community Challenger Sale Challenger Customer Social Media:  Connect with Brent on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Sponsored by TrackableMed Is it possible to check all the boxes when it comes to delivering value? Patients value treatment and the overall experience, doctors value time and productivity, and office managers value organization and minimal disruptions. It can be a tall order. Matt Ghanem, Co-Founder and CEO of National Breathe Free Sinus & Allergy Centers, joins us on this episode, sponsored by TrackableMed, to share how he transitioned from medical sales to building a platform of practices across the country. We discuss how his perspective has changed since his days in sales, lessons he’s learned along the way, and why their mission is about helping more than just the patients, but every person involved. Tune in for more on: Discovering and overcoming complexities of insurance in healthcare Different ways of creating true value How to bring emotional intelligence to sales Grounding principles that help drive a successful organization Resources from this episode:  Get the free MedTech Talk Tracks for Action Social Media: Connect with Matt on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn