Let's Talk Sales

In this episode, Larry Trotter II and Brendan McAdams discuss the recent breach at OpenAI and its implications for the healthcare industry. They explore the role of third-party vendors in security breaches, the importance of due diligence in health tech, and the evolving landscape of AI in healthcare. The conversation also touches on lessons learned from past breaches, particularly the Change Healthcare incident, and the need for robust security measures in health tech startups. The hosts emphasize the significance of integrating security into product development and the potential consequences of neglecting it, including the rising threat of ransomware.TakeawaysOpenAI's breach serves as a warning for the tech world.Third-party vendors are a primary cause of healthcare breaches.Health systems are expected to increase due diligence on vendors.AI is driving the need for better governance in health tech.Many health tech companies are rushing to implement AI without proper security.Change Healthcare's breach had significant financial repercussions.Mergers and acquisitions often overlook security during integration.Startups need to prioritize security from the beginning.The cost of security is often less than the cost of breaches.Ransomware poses a serious threat to patient care and business viability.The OpenAI Breach: A Wake-Up Call for HealthcareUnderstanding Third-Party Risks in Health Tech

In this conversation, experts discuss the intricacies of go-to-market strategies, particularly in the health tech sector. They emphasize the importance of crafting a compelling brand story that resonates with customers, the necessity of collaboration with vendors, and the significance of understanding the target audience. The discussion also highlights common pitfalls in storytelling and the need for authenticity in messaging, especially in a content-saturated environment.TakeawaysWhen selling products, focus on the overall story of the organization.Align your brand's values with those of your customers.Establish cross-functional teams for effective collaboration.Research your ideal customer to tailor your messaging.Clarity in storytelling is crucial for organizational alignment.Vendors should ensure their messaging aligns with the health system's story.Authenticity in messaging is key to engaging customers.Utilize AI to enhance content creation but maintain a personal touch.Short, concise messaging is more effective in capturing attention.Building trust with customers is essential for long-term relationships.

SummaryIn this conversation, Therese Canaris, CEO of Curie DX, discusses the innovative approach her company is taking to improve access to diagnostic tests in healthcare. She shares insights on the challenges of sales in the healthcare sector, the importance of customer discovery, and the need for building trust with healthcare providers. The conversation also touches on the complexities of navigating FDA approval, ensuring data security, and demonstrating the value and ROI of healthcare innovations.TakeawaysCurie DX aims to improve access to diagnostic tests.Sales in healthcare requires understanding customer needs.Customer discovery is crucial for product development.Building trust with healthcare providers is essential.Demonstrating ROI is a key challenge in healthcare sales.Navigating FDA approval is a lengthy process.Data security and HIPAA compliance are critical.Moms often make healthcare decisions for families.Innovative solutions can drive patient traffic to providers.The healthcare landscape is evolving with new regulations.

Making ‘cold calls.’ Everyone talks about it. Everyone has tips and tricks. And lots of people promise results. But does cold calling work? And should you be doing it? In this quick episode, Brendan and Bob dig into the pros and cons of picking up the phone and calling people that you don’t know. You may not like what you hear (or maybe you will), but it will save you valuable time and effort. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.

Be prepared. So… what does that mean? When it comes to those pesky customer meetings, you should have a check list of the critical tools and resources that can ensure an efficient, professional and successful meeting or presentation. In this quick chat, Brendan and Bob talk about the things you bring with you on your next sales call. To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.

One of the fundamental elements of good sales execution is to develop a good understanding and rapport with your customer. And to do that, you need to have conversations that are engaging and focused on the things that are important to your client. And NOT talk about things that aren’t important to your client. In this quick episode, Brendan and Bob talk about one specific topic of conversation that too many founders focus on… and it’s one that customers don’t really care about.

We’ve all had it happen. Your prospect or customer goes ‘radio silent.’ They ghost you. No matter what you do, there’s no response. Now what? In this quick episode, Brendan and Bob talk about what you might do to reinvigorate the conversation. But more importantly, they talk about why it happened in the first place AND what you can do to reduce the chances of customer ghosting in your future sales efforts.

Email is great. Running ads is comfortable. Writing copy feels like work. But if you want to consistently make progress with your business, understand your customer, and drive revenue and growth, there’s ONE THING that is more important than anything else… especially when you’re in eary-stage startup mode. And that’s the topic that we dive into today.

Okay… Sales isn’t easy. And sometimes, it can be pure toil and misery. But if you want to grow your business, make customers successful, and achieve success, you can’t ignore sales. And you shouldn’t put it off. (And if you don’t want those things, why are you in business??)   In this quick 4-minute chat, Brendan and Bob talk about why you should learn to love the grind of sales. And how to make the toil and misery work for you. Link to  No Country For Old Men - https://www.imdb.com/title/tt0477348/

Everyone has a personal brand. Simply put, it’s how others think about and describe you. And there are both overt and subtle ways that you can improve (or undermine) that brand.   In this quick 10-minute episode, Brendan and Bob talk about how to manage and enhance your personal brand with less effort and more intention. And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators. Check it out here: https://www.kiinetics.com/salesaccelerator