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.

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.

The Start-up "giving" mindset, forget about getting

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

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

Passion vs. Career/hardwork

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.

Value Prop Creation as a Commercial Initiative

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.

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.

De-Risking commercialization = A New Frontier

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.

Your product won't sell itself - Commercialization foundation

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.

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.

Introduction to the Guide to Medical Device Commercialization

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.

Proud of the Medical Sales Family

Chris Ernster

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.

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.

Chris Ernster, VP of Sales and Marketing at SRS Medical

Mike Moore

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 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.

Interview with Mike Moore, Executive Recruiter

Keith Valentine

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.

Interview with Keith Valentine, CEO of Seaspine

Look no further if you are trying to invest in yourself by building stronger selling capabilities.  This podcast will take you from good to great! Relevant topics to medical device sales professionals.  Would definitely recommend!

Excellent podcast for sales development!

Medical Sales Nation

Bruce Radcliff

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, thoughts on commodities, what he looks for in reps and companies, What he needs from Startups and how he can help, and the big hype around Robotics, AI, big data and the lack of the companies understanding how to bring actual value through Translational Medicine.

Interveiw with Bruce Radcliff, VP of Strategic Sourcing at Advocate Aurora Health

Aldo Denti

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 recording this great interview.

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 recording this great interview.

Interview with Aldo Denti, Company Group Chairman of DePuy Synthes

Building Your Own brand by Medical Sales Nation

Building Your Own brand

DePuy Synthes Johnsons

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 and well needed at this time.

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 and well needed at this time.

A deep dive with the Company Group Chairman DePuy Synthes Johnsons and Johnson

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 to answer the price question is to just tell them the price.  A simple rule should be, state the list price and move on to selling value.

Overcome Pricing Through a Sales Process

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, Practice and the Practitioner?

Creating Your Own Clincial, Financial and Strategic Value

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. Moreover, when to walk away to fight another day and keep the doors open for further business opportunities.Enjoy

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. Moreover, when to walk away to fight another day and keep the doors open for further business opportunities. Enjoy

Negotiation Basics to hit Quota

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.  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.

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.

101 Digital Health with Dr. Lyle Berkowitz

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 acquisitions fail and the number one reason for failure is incompatible cultures.  If that is the reason for company failures, it is easier to see how an incompatible culture/personality fit leads to career failures.

Finding a Culture That Fits Your Personality

Rachel Armstong

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/ 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.

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.

Value Driven Healthcare Market Transformation, Rachel Armstong and Bob DeVol

Robert Greenberg

Alfred Mann

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 his work, past, present, and get a glimpse of what type of work the Al Mann Foundation is doing and how it's helping all types of startups get to market.  A great story, a great listen and a great future ahead.

Interveiw with Robert Greenberg the Executive Chairman of the Alfred Mann Foundation

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 horrifying.  Uncle Charlie describes his methodologies on creating a learning environment around roll plays....genius.  I've seen it work and it alters a sales training program across the board.Enjoy Charlie's sales development bombs, they are always the best.

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 horrifying. Uncle Charlie describes his methodologies on creating a learning environment around roll plays....genius. I've seen it work and it alters a sales training program across the board. Enjoy Charlie's sales development bombs, they are always the best.

Sales Training Resistance and why?

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 is us sharing to help anyone that might want to lean in and learn from our ups and downs along the way.

Step 2 in Building a National Sales Force - Communication

Rachel Armstrong

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 we move away from fee for service payments to Value based payments based on quality and outcomes.This is just an introduction to the topic and Rachel has agreed to do some follow ups where she can go deeper on just a few topics.Hold on tight, grab a pen and paper and start taking notes.

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 we move away from fee for service payments to Value based payments based on quality and outcomes. This is just an introduction to the topic and Rachel has agreed to do some follow ups where she can go deeper on just a few topics. Hold on tight, grab a pen and paper and start taking notes.

Interview with Rachel Armstrong, discussing Value Based Payments, Quality Metrics and Outcomes.

Jim Nalepa

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 your seat it's a fast paced conversation on leadership.

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 your seat it's a fast paced conversation on leadership.

Interview with Jim Nalepa, Leadership advice at its best in action

The best podcast episodes on non-current politics. Covering topics such as universal basic income, democracy, poverty & justice and more. For anyone interested in learning more about politics that affect that world, not just now, but in the longer term. Add episodes you're interested into your queue below!

Best Non-Current Politics Podcasts

The best self improvement podcast episodes. From improving productivity, to finding purpose in your life to what constitutes freedom, this topic is on anything and everything that can help people to improve their lives. Add episodes you're interested into your queue below!