MedTech Militia’s Post

And the award goes to… Introducing AJ’s LinkedIn Gold-In Globe Awards 🏆 Criteria: Connected with me in last 12-18 months, work within med device (or healthcare), & post consistent value on LinkedIn. Disclaimer:    This was meant to be fun  & shoutout a few special people but so many more I could recognize. Category: Medical Device Sales Industry If you’re in med device sales or are trying to break in, This is the playbook I would want.   Highly recommend giving them all a follow. *Winner profiles tagged in the comment section. P.S. Enjoy the last slide - I like elite endings. If any of these here have helped you. ♻️ Repost to your network & share the value. Let’s make it a feel good Friday! - #medicaldevices #medicaleducation #medicaldevicesales #salestraining #salescoaching 

Medical device sales isn’t about: ❌ Pitching ❌ Over talking ❌ Pushy closing “Selling” to physicians & hospitals is about: ✅ Connecting ✅ Intentional listening ✅ Educated recommending Bring the value. Hold the features & benefits. Q2 has officially launched. Start strong. ✊ Ready to rock? Share this #meddevicemonday ♻️ Repost to inspire your network - #medicaldevices #medicaldevicesales #salestraining #medicaleducation

How do you create an impactful sales presentation in the world of medical devices? If you're pitching your FDA cleared device to a hospital for the first time, I have some helpful insights for you. In this month's newsletter I share what worked for us. It might just help you craft your own deck or offer a fresh perspective. Sign up using the link in my bio. Our device had potential to make a huge impact on women’s health, by reducing the risk of harm to mothers and babies during cesarean sections. This by no means meant it was an easy sell - we still had to convince clinicians and hospital systems to change their practice and consider using an innovative new technology. Often, the best opportunity during the sales cycle comes by way of a department-wide presentation. Specifically, I'll discuss 10 points below I believe worked for us in building adoption in the US market, prior to our exit just a few years later. 1. Sharing the story behind why your device was developed 2. Success of adoption in other markets 3. The clinical problem being addressed 4. Macro level data and where your device fits in 5. Introducing your product 6. Key findings from clinical data 7. User data and feedback from the market 8. Cost-benefit impact for the hospital and wider group 9. Explaining the need for change now 10. Preparing for a Q&A Happy Friday! #MedicalDevices #Innovation #Sales #Presentation #Obstetrics #WomensHealth #Newsletter #Journey #Business #Healthcare

Happy Easter! My Monthly Newsletter will be published today where I share insights into building a medical device business in women’s health. The sales cycle can often be complex. An understanding ahead of time can set you up for success. That’s my aim this month. I’ve had a few requests to discuss the sales cycle when introducing your medical device to a hospital system for the first time. Sign up using the link above "visit my website". I’ll share my personal experience in bringing Fetal Pillow to the US market and the sales cycle I navigated countless times. Building strong relationships, understanding each stage of the cycle, and demonstrating clinical and economic benefits of your device are essential components of a successful sales strategy. When launching Fetal Pillow in the US, despite our many years of experience outside this market, we would need to learn and manage the intricacies of this new territory. An important decision we made was to retain certain key territories as direct, and that’s why I sold directly in a number of cities on the East Coast (easier to get to from the UK!). The sales cycle will vary depending on factors such as the complexity of the device, the target market, regulatory requirements, and the purchasing process of healthcare institutions. In our case, by the time our device was cleared by the FDA, there were several published clinical studies that demonstrated efficacy, with another study due to commence in the US. We were therefore well positioned to manage any challenges around clinical and economic benefits. Without the above, you might face a longer sales cycle (dependent on the several factors noted above), as you work with hospitals and Value Analysis Committees (VACs) for the first time. There might be clinical buy-in at the early stage but you will need to convince purchasing committees that the device makes both clinical and financial sense for the wider hospital group. Enjoy reading - please reach out if you have any questions. It will published at 12pm EST (5pm GMT). Check your junk email if you don't see it in your inbox at that time. (Writing the newsletter is fun, but watching the sunset with my little guy is even better!) #Business #Journey #MedicalDevices #Innovation #WomensHealth #Newsletter

A lot of people think being a medical device consultant is just about making sales. I’ve come to learn it’s so much more than that. When I first got into the industry, I understood why some people saw it that way. It’s easy to think it’s all about pushing products. But as time passed, I began to see the bigger picture. Being a medical device consultant isn’t just about selling—it’s about advocating for the patients. I’ve had the privilege of seeing firsthand how the right device can genuinely change someone’s life. It’s a powerful reminder that what we do goes beyond business. Working closely with doctors and hearing patient stories has shown me that I’m not just here to sell a product—I’m here to provide a solution that makes a difference in real lives. This is why I’m proud to be in this field. It’s not just about the numbers, it’s about the impact. Helping doctors and patients is what drives me every day!! #medsales #meddevice #sales #medicalsales #medicaldevice #doctors #patients

You can sell a product just by talking about it to whoever you want? Agree? NO? Then my #twocents can interest you. When I started off in sales, I thought if I just talk about the product and add numbers then it should do the magic. Well occasionally some customers heard me out and some did not. What I learnt eventually from my successful peers is the “art of storytelling” that makes a product from “my product” to “your product”. This involves answering some basic (not limited to) questions by putting oneself in the shoes of a customer. - Why should I buy it? - What can it do for me? - Why should I trust this product? - How does it integrate in my system/existing workflow? - How does it help me achieve my organization goals? - How does it help improve patient outcome? - Will I get after sales support? The answers to these questions are not rocket-science, they are the very basic that we have access to such as: 1)    Patient-Centric Outcomes: Prove its impact on patient health and recovery EX: PROMS (Patient reported outcome measures) ,QUALY (quality adjusted life tear)etc 2)    Cost-Effectiveness: Highlight the long-term cost savings ex: Reduction of ALOS (average length of stay), Lowering the overall cost of care, Reduction of surgery times or improving diagnostic accuracy, HEMA (Healthcare economic and market access ) papers that help understand value, costs & outcome of medical device technologies etc 3)    Data-Driven Evidence: Provide concrete, data-backed evidence of a device's effectiveness Ex: Clinical trials data, case studies, real-world patient outcome data etc 4)    Customized Solutions*: Customized solution doesn’t necessarily mean you need to redesign the product 😊 because you are not selling a product you are selling a solution. Basis the need of your customer, can you offer a bundled solution? Or can you look at providing a value-added service? Of course, its not a readymade offering but there is no harm in trying 5)    Continued education and support: Offer comprehensive education and support for the solution. This includes training for healthcare professionals on how to effectively use the product and ongoing support for any issues or updates 6)    Regulatory Compliance and Safety: Communicate that the product complies with all regulatory standards and prioritizes patient safety   These are some of the key points I keep in mind to ensure that the focus remains on providing real, measurable value to healthcare providers and patients. What’s your mantra for value-based selling? #medicaldevices #sales #marketing #medtech #devices #healthcare #pharmaceutical #B2B #ValueBasedSelling #MedicalDeviceSales #PatientOutcomes #HealthcareInnovation #CostEffectiveCare #HealthcareSolutions #EvidenceBasedSelling #MedicalDeviceIndustry #HealthcareTechnology #MedicalSalesStrategy    

Terrific look at how the business works TODAY.

When I worked in medical device marketing and sales, we were always looking for an edge on the competition - be it product, contracting, or some other value-added benefit or service. One of the reasons I joined HANDLE® Global is that I've never seen competitive intelligence that is as comprehensive and actionable as ours can be: - Precise capital asset unit and dollar market share at the facility or account level - Recommended offensive/defensive commercial strategies based on market share and asset age, across competitors - Intent to purchase flags from health systems using our workflow tools We're still early in this journey - I'm looking for additional medical device partners who see capital as critical to their growth plans and recognize that they can benefit from shaping this offering to their own needs. DM me if interested in learning more! #meddevice #medicaldevice #medtech

After years in medical sales, I’ve traded long drives and suits for a new way of working with healthcare professionals. I don’t miss the two-hour drives to pick up Panera Bread only to find out I had 90 seconds with the doctor who was behind with patients. So many in the functional/integrative space are solo practitioners with large patient bases and little time. Now, I get to work with doctors in a completely different way.  Newsletters can be a powerful tool for delivering medical information to a broad audience or for connecting with your patient base on a weekly or monthly basis. With patient engagement and re-engagement top of mind, you can share offers, updates, and actionable takeaways. One highlight: Austin Perlmutter, MD recently moved to beehiiv. He has an exceptional brain health newsletter that you should definitely subscribe to. If you’re an HCP running your business solo or part of a larger group and are interested in launching or moving your newsletter to beehiiv, send me a DM—I’d love to help.

The vast majority of med tech reps have a commanding knowledge of their products. But there's one thing that's essential to know about a product could help you sell a lot more of it, and that is... Why a customer chooses your product over a competitive product. Here's why... The best way to sell a product is with a story. And the best stories to tell a HCP revolve around what other HCPs who are just like them do in specific situations that the HCP you're talking to is likely to encounter. Most reps THINK they know why a customer uses their product (and many reps believe it's because of them, which might be true, but you'll get more mileage out of knowing what it actually is). It's worth your while to ask your satisfied customers why they use your product. If it's truly a powerful reason that may have some influence on other decision-makers, ask if they would mind if you used their name or if you could share what they told you. And if the answer is no, you can still tell the story, but without identifying the source or other specifics (not as compelling, but still useful). You don't sell a product, you sell successful outcomes. Make those outcomes real with real stories. Know why your best customers use your product and share it with the world. #MedicalSales #HealthcareSales #MedTech #PharmaSales #Hospital Sales