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Brendan's LinkedIn: https://www.linkedin.com/in/brendanmcadams/
https://www.kiinetics.com/
Summary
In this episode of the Clinician Founder Podcast, Dr. Shubhendu Kulshreshtha interviews Brendan McAdams, a sales coach with extensive experience in healthcare sales. They discuss the challenges clinician founders face in getting their health tech products adopted, the importance of pilot agreements, and strategies for navigating the sales process. Brendan shares insights on identifying stakeholders, defining success metrics, and building relationships with executive sponsors. The conversation emphasizes the need for clinicians to think like business people and provides practical advice for turning pilots into successful partnerships.
Chapters
00:00 Introduction and Context Setting
02:01 Brendan McAdams: Background and Expertise
05:00 Challenges Clinicians Face in Health Tech Sales
06:54 The Importance of Pilots in Health Tech
10:30 Navigating Pilot Agreements and Budget Constraints
14:04 Common Mistakes in Pilot Execution
17:42 Defining Success in Pilot Programs
21:32 Building Relationships and Advocacy in Organizations
25:12 Transitioning from Pilot to Partnership
28:29 Sales Strategies for Health Tech Startups
32:26 Final Thoughts and Resources
Keywords
health tech, clinician founders, sales strategy, pilot agreements, healthcare innovation, executive sponsorship, startup challenges, healthcare sales, clinician entrepreneurship, business model fit
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