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

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

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

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

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

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

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

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

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

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