September 20, 2023
90 I Case Study: Developing an Objection Handling Playbook
with
Cumby Consulting recently partnered with an organization to identify why reps weren't closing sales for the long term. Over the course of 6 weeks, Cumby Consulting partnered with focus groups to uncover the need, brainstormed with key stakeholders to identify objections, probing questions, and key messaging, and deployed a Sales Playbook for reps to use in preparing for conversations with their customers. Listen in to hear what they learned along the way!
September 12, 2023
89 I Executive Insights: Time for *Another* Sales Process?
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Executives, is your new VP of Sales requesting a change to the Sales Process? How do you know when to let her do her thing and when to ask her to jump into what the company is already doing? Tune in as Liz & Rachel discuss the questions they'd ask the VP of Sales when requesting a process change.
September 5, 2023
88 I Navigate Sales Processes & Overcome Objections with Dante Salvetti & Ryan Lange
with
Join Liz as she sits down with sales experts Dante Salvetti and Ryan Lange, who together offer years of invaluable experience in the industry. From prospecting to closing deals, their practical tips and insights are applicable for sales professionals at all levels. Tune in to learn how to successfully navigate complex sales processes and effectively handle objections today.
August 29, 2023
87 I Q&A: How do I prepare for what’s next in my career?
with
Are you wondering what's next in your career? In this episode, Liz and Rachel discuss their answers to our listener question "What position should I look for next? and How should I prepare to get there?". They'll also share a special story of how the TrainSmart community has created a network of people who champion each other for years to come.
August 22, 2023
86 I Case Study: A Network of Med Device Educators
with
This month's case study looks at the power of a Med Device educator network. Tune in to hear from real members of the TrainSmart community who share about how this network has encouraged them in their current roles, connected them with other opportunities, and inspired them to create great training programs.
August 17, 2023
85 | TrainSmart Tip: Elevate Yourself at the 2023 TrainSmart Summit!
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TrainSmart is an authentic, tight-knit community created BY medical device educators FOR medical device educators. We want to elevate training beyond a one-time event to demonstrate the true value quality training adds to overall strategic business goals. These best and brightest minds from the industry will be gathering together next month for the TrainSmart Summit! This week's podcast dives into the benefits of TrainSmart and what you can expect at the 2023 Summit. We hope to see you there!
August 8, 2023
84 I Executive Insights: Send your Training Team to TrainSmart
with
The TrainSmart Summit is coming next month, and your training team should be there! Executives, listen in to this week's episode to hear how the TrainSmart Summit and corresponding community will elevate your training team and have real results for your organization.
August 1, 2023
83 I Discussing Career Development with Rachel Edwards
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In this month's interview, Liz speaks with Rachel Edwards, Vice President of the Foot & Ankle Business Unit for Acumen in Portland, Oregon and her evolution with the company over 16 years. In this interview she discusses her unconventional pathway into the medical device world and shares her insight into accepting challenges, navigating obstacles and taking risks required for personal and professional growth.
July 25, 2023
82 I Q&A: The Pre-Work Dilemma: Strategies for Unprepared Attendees
with
We've all had it happen: despite our best efforts, there's always some attendees who show up without completing the pre-work. In this episode, Liz and Rachel answer a listener question on how to approach this pre-work dilemma in advanced training for sales reps. Should the content be re-taught? Listen in to find out!
July 18, 2023
81 I Case Study: Physician Training Along the Adoption Curve
with
This month's case study dives into a physician training program that offers different training modalities along the product adoption curve. Listen in as Liz and Rachel discuss the different components of this training program and how the use of different modalities engaged physicians and provided them with the knowledge they needed - when they needed it!
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