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One search box across the whole catalog, titles and show notes alike. It earns its keep when you half-remember a case, a device or a name and want the conversation it came up in.
5,508 episodes · 33 shows
Episode 52 – In the C-Suite with Clay Steves, CEO, Habakkuk
THRIVE! As an orthopedic distributor in the midst of the pandemic what do you decide to do? Clay’s answer is THRIVE! That was Habakkuk's theme word for 2020. Think this is corny? It isn’t. Furthermore, Clay's team follows their four core values – se...
Episode 51 – In MedTech Sales Don’t Fight the Technology Adoption Life Cycle Curve
Fight the Technology Adoption Life Cycle Curve and you will lose. It is science. Why do MedTech leaders and sales and marketing pros continue to fight the TALC Curve? And, why am I bringing it up? Because in the past several weeks I have had convers...
Episode 50 – The Four Forces Shaping Healthcare with Mark Dixon
How will the Four Forces shaping healthcare affect your sales and marketing strategies and tactics? Do you know how these forces align with the “Triple Aim”? Mark Dixon once led one of the largest healthcare systems in the US.
Episode 49 – Prospecting in the MedTech New Normal
“What advice do you have related to prospecting for new customers in this new normal?” This is the most frequent question I get from MedTech executives, sales leaders and field salespeople. You can’t start the sales process unless you have a prospect!...
Episode 48 – In the C-Suite with Marc Oczachowski, CEO, EDAP TMS
We venture to Lyon, France to learn how Marc and his team fresh off a $28 million raise are setting the stage to dominate High Intensity Focused Ultrasound (HIFU) for prostate cancer. We also talk about other huge applications for HIFU,
Episode 47 – MedTech “Journeys” To Fill the Sales Funnel
Matthew Vernhout, VP of Deliverability, NetCore, walks us through what “Journeys” are and how they can help with prospecting for new customers and nurture current customers. This is part of the Medical Device Success emphasis on Demand Generation.
Episode 46 – In the C-Suite with Will Gray, VP of Marketing and Commercial Operations, Corporate Accounts, Boston Scientific
Improvise, Adapt and Overcome. He started out as a Marine officer. This included time on the streets of Mogadishu, Somalia. He carried these Marine leadership values into Frito Lay and then Boston Scientific. Now,
Episode 45 – CRM2 – Going From CRM to Sales Force Automation
In Episode 35 we laid the CRM foundation. Today we build on that foundation and begin to move into Sales Force Automation and Marketing Automation. This is where SFA and MA can start working hard for your company to increase revenues.
Episode 44 – In the C-Suite with Arnoud Snepvangers, CEO, Eaglet Eye
Covid may have caused some sleepless nights for Arnoud in 2020. But his response with the use of Demand Generation Tactics and Learning Management Systems set Eaglet Eye up for a strong second half of the year and a strong start to 2021.
Episode 43 – In the C-Suite with Patrick Kothe, CEO, EM Device Lab
“In order to grow, you have to master what you are doing today”. Career advice from Patrick Kothe. Pat has led EM Device Lab down a brilliant development path where they “productized” a current standard procedure and benefit from a simpler regulatory p...
Episode 42 – In the C-Suite with Jennifer Fried, CEO, ExplORer Surgical
Surveys indicate that virtual support in the operating room and procedure room is here to stay. From the “back of a napkin” to commercialization, Jennifer Fried has led the ExplORer Surgical team to success.
Episode 41 – Bridging the Virtual Gap – Connecting with Customers on Camera
Talking and listening on-camera are not natural skills. MedTech sellers have rapidly been trained to adopt new tools, new platforms and fresh messaging they need to succeed in a virtual world. Yet most are left using trial and error to figure out h...
Episode 40 – In the C-Suite with Stephanie Marrus, Managing Director, Entrepreneurship, UCSF Innovation Ventures
Stephanie knows the leadership profile necessary to contribute to the success of a new venture. Her education, mentoring and networking program has provided the support necessary to give birth to dozens of life science startups.
Episode 39 – In the C-Suite with Jeff Brown, COO, Endologix
Does your operations team collaborate with sales and marketing to create a virtuous circle that is a win for the customer, the employees and sales revenue? Learn how Jeff does it. Jeff started his career in sales and made his way into MedTech operatio...
Episode 38 – In the C-Suite with Trevor McCaw, CCO, TriSalus Life Sciences
Do you know what the Mother, Daughter, Sister, Grandmother Test is? Today, Trevor McCaw, CCO, of TriSalus Life Sciences will answer that question. It has to do with the values that guide him and keep him grounded every day.
Episode 37 – The Virtual Trade Show Panel – A Panel of 5 Executives
What does a box truck have to do with Virtual Trade Shows? You will find out in this episode. I gathered 5 executives from the MedTech Leaders Community to discuss Virtual Trade Shows. We review the 2020 Virtual Trade Show experience.
Episode 36 – The Future and MedTech with Bertalan Meskó, MD, PhD – The Medical Futurist
Key points – 2021 will be a battle between science and disinformation. And, “The country where the willingness to get vaccinated is greater, wins”. Bertalan is the Medical Futurist. He and I spent some time this past week talking about the pandemic a...
Episode 35 – CRM 1 – Critical Elements to a Productive Foundation
For MedTech sales to succeed in this new environment, you need Demand Generation. For Demand Generation to succeed, you need a well implemented and accepted CRM system. Only 45% of organizations use CRM for its intended purpose.
Episode 34 – eatNgage Enhances Webinar and Virtual Sales Call Engagement
Want to more than double your webinar attendance and engagement throughout the webinar? Want more impactful virtual sales calls? For MedTech companies this is a no brainer. Reasonable cost and very effective.
Episode 33 – How Sales Benefits from Marketing Automation – sendinblue
In this Covid world, sales teams should be demanding support from well thought out marketing automation platforms. So many of our traditional lead generation sources are completely or partially blocked. Today, Asad Ali,
Episode 32 – The Considerations and Tactics Behind a Successful Email Campaign – Case Study
This is part three in our series of helping sales with Demand Generation. Once again, Jeannette Castańeda, Chief Email Geek at Inbox P.I., joins us to help with the details of a case study. Last week she gave us the framework of successful email camp...
Episode 31 – Turn Your Leads Into Clients with Properly Executed Email Campaigns
This is the 2nd in our series on Demand Generation. Jeannette Castañeda, Chief Email Geek at Inbox P.I. guides us through the success factors for effective email campaigns. This is not only important to marketing,
Episode 30 –A DIY Social Media Campaign Creates Actionable Sales Leads in MedTech
Bob Iasillo, National Sales Director at 2020/Now, an emerging MedTech company needed actionable sales leads in this era where traditional prospecting tactics are no longer viable. He roled up his sleeves, did his research and put into action a unique ...
Episode 29 – What’s Next in the MTL Community and Why
Plus – a glimpse at why members find value in the community. In this short episode, we talk about what are the next important subjects for the podcast and video cast. First, a couple episodes about marketing automation. And sales leaders,