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.
March 5, 2025
154 | Using Assessments to Prepare Reps with Dr. Varun Malhotra
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Liz is joined by Dr. Varun Malhotra on the podcast this month to discuss clinical competency exams for clinical support reps. As both a practicing physician and an industry leader, he shares invaluable perspective on both how a rep should act in the OR and how companies should prepare reps to do so.
March 26, 2024
114 I Case Study: Advanced Field Training
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Field training isn't just for the new hire! Recently, we created a field training program for a company looking to train their existing sales force to a new call point. In this case study, we explore how we worked with experienced reps to create, deploy, and debrief field training experiences that left them confident, bought in, and ready to cover cases.
March 19, 2024
113 I Executive Insight: Get in the Field!
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Executives, we know you're busy, but it's time to get in the field! Aim to be in the field at least one day every three months to remain relevant, engaged, and aware of your product's environment.
Listen in as we discuss why and how to make time to be on the road with a rep!
March 12, 2024
112 I Research & Reflect: The OSF Ratio
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In the 1980s, researchers at the Center for Creative Leadership created the 70-20-10 model for learning, saying that 70% of managerial learning should come from hand-on experience, 20% from others, and 10% from formal training. But more recent research from the Training Industry, shows that a variable OSF (On-the-Job, Social, Formal) ratio is better suited.
In this episode, we discuss this research and what we think is the ideal OSF ratio for rep and physician training.
March 5, 2024
111 I The Critical Importance of Field Training: A Conversation with Paul Praino
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As a seasoned MedTech sales leader and former teacher, Paul Praino gets what it takes to sell a med device product and to educate on it. In this interview, Liz speaks with Paul about field training.
They discuss the importance of training the field trainer, creating a strong relationship between the training team and the field sales trainers, and the critical role the field trainer plays in the success of a new hire.
July 10, 2023
79 I Insights into Field Training with Nicole Gutierrez
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Join us as we interview Nicole Gutierrez, a seasoned territory manager in the Bay Area cardiac monitoring industry. With 7 years of sales expertise and a background in training and education, Nicole offers invaluable insights into building impactful programs for field representatives. Discover her unique perspective on the intersection of education, learning, and customer interaction in this conversation and learn how to build a program that builds buy-in from reps and keeps teams engaged.
March 29, 2023
65 I Q&A: “How do I keep my FSTs on track?”
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Even if you have a standardized field training program, it can be hard to keep your field sales trainers (FSTs) on track. In this episode, Liz and Rachel provide best practices for guiding your FSTs back to your messaging and agenda as they support your training program.
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