Episodes
173 | Should Physicians Lead Your Launch Training? What Works (and What Doesn’t)
This week Liz and Rachel dive into their conversation with Trey Morton on building training programs for your expanding product portfolio. They discuss the benefit of utilizing physicians to teach this new content to both physicians and reps as well as important watchouts to ensure it remains authentic and effective. In addition, they look at
172 | Train to Scale: Launching New Products Without Losing Sales Momentum
This week Liz is joined by Trey Morton, Senior Director, Professional Education and Sales Training, and, as his LinkedIn rightly proclaims, “All-around Awesome Guy.” Liz and Trey discuss what companies need to consider about training their sales forces as they add products to their portfolios. They discuss when to pull sales reps out of the
171 | We Made It to Standard of Care!
Join Liz and Rachel as they debrief the conversation with Becky Lai on the journey to standard of care. They dive into best practices for using training to drive adoption, engage KOLs, and create a respected brand. In 2025, we’re embarking on a MedDevice Training Journey: From clinical trials to standard of care. Join us
170 | Standard of Care: The Commercialization North Star with Becky Lai
Liz is joined on the podcast by Becky Lai, Chief Strategist and VP of Marketing, to talk about the true North Star of commercialization: standard of care. Their discussion reframes success as more than building a product—it’s about building a market where the product is trusted, adopted, and indispensable. Together, they explore how purposeful training,
168 | Building a Training Team: When to Hire In-House with Heather Ramsey
https://open.spotify.com/episode/6gEMU103V1J2pfNKn1sbN9?si=_dkFYglFQAKg8WIvwJmNNw When is it time to move from a training consultant to a full time hire? In this episode, Liz sits down with Heather Ramsey, Director of Client Learning and Development for OneDigital, to discuss just that. In their conversation, they explore when to hire, who to hire, and how to align that hire
167 | Post-Launch Power: Staying Aligned & Agile in the Field
This week, Liz and Rachel discuss the interview with Marnie Hamp and the importance of staying relevant post-launch. In their conversation, they focus on the need for training, marketing, and sales to all have ears in the field and strong collaboration among departments so that the needs of the reps and the customers can be
166 | Beyond Launch: How to Keep Commercial Momentum with Marnie Hamp
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
165 | What We Got Wrong (and Right): Rethinking Commercial Training
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
164 | The Excellence Equation: Training, Trust, and Execution with Tony Recupero
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.
163 | Training Starts with Trust
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.
