September 2, 2025
166 | Beyond Launch: How to Keep Commercial Momentum with Marnie Hamp
with
Our guest this month is Marnie Hamp, a seasoned marketing executive who gets the importance of partnering closely with the training team, not only at launch, but in post-launch as well. She and Liz discuss best practices for continuing momentum, including knowing your targets, developing strong partnerships between clinical reps and sales reps, and listening
August 19, 2025
165 | What We Got Wrong (and Right): Rethinking Commercial Training
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This week Liz and Rachel break down the interview with Tony Recupero as they discuss commercial training and the meeting of technical and selling skills. They reflect on the power of informal mentors, the need for good questions, and how to reinforce marketing messages within clinical training. They end their conversation reflecting on how
August 5, 2025
164 | The Excellence Equation: Training, Trust, and Execution with Tony Recupero
with
In 2025, we're embarking on a MedDevice Training Journey: From clinical trials to standard of care. Join us all year long as we explore training at each stage of the product life cycle. Need help developing your clinical trial training strategies? Contact us at training@cumbyconsulting.com. Related Resources: Tony Recupero is President, Commercial Operations of SI-BONE.
July 15, 2025
163 | Training Starts with Trust
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In this episode, Liz and Rachel dive into the interview with Sarah Keenan about commercial training. They discuss their thoughts on a competency model, how and why to certify (or not), and the benefits of developing a learning culture. The episode ends with a reflection how training starts with trust: without it, your training just won't be effective.
July 1, 2025
162 | Creating a Learning Culture with Sarah Keenan
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This week Liz is joined by Sarah Keenan, VP of Commercial Excellence, to discuss the importance of building physician and rep competency for commercial success. In their conversation they dive into how to create a learning funnel, assess competency, and partner with hospitals to track training. Listen in for how to create a culture of learning at your organization.
June 17, 2025
161 | Strategic Targeting: Identifying the Right Physicians for Your Product
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In this episode, Liz and Rachel discuss Liz's interview with Sandy Waugh Ruggles on the importance of developing a go-to market strategy with specific physician targets. They share best practices for getting specific on who to target first, and how that information impacts the training process.
June 3, 2025
160 | Go-To Market Strategy: An Interview with Sandy Waugh Ruggles
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Are you ready to launch? This week, Liz is joined by Sandy Waugh Ruggles to discuss go-to market strategy. In their conversation, they discuss the importance of identifying targets early and training commercial reps on those targets so that they can best sell the product. Sandy shares why she recommends utilizing psychographic descriptors for targeting and the importance of gaining alignment on these targets prior to launch.
May 20, 2025
159 | Building Best Practices
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This week Liz and Rachel dive into the interview with Liana Mari-Gordon on building best practices during the clinical trial. They share what stood out to them and how they've seen Liana's comments play out at other organizations.
May 6, 2025
158 | From Protocol to Practice: An Interview with Liana Mari-Gordon
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In this episode, Liz Cumby is joined by Liana Mari-Gordon, an expert in mechanical engineering and surgical training, to discuss best practices throughout the clinical trial phase of medical devices. Liana shares her experiences of learning how what "looks good on paper" may need to be updated when the device is in the hands of a physician. They delve into the importance of standardizing training, capturing and sharing field data, and maintaining honest conversations about challenges and successes. The episode also highlights methods to implement continuous improvements and ensure best practices are disseminated across users.
April 15, 2025
157 | Learning Lessons Along the FDA Approval Pathway
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This week, Rachel and Liz discuss Liz's conversation with Nada Hanafi on the FDA approval pathway and how training can be used to mitigate risk. They share what they learned from Nada about the process and their insights for developing curriculum that has high standards to ensure patient safety.
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