In this episode, we interview Joe Banach, Director of Sales and Marketing at Next Step Robotics, about the innovative use of robotics in rehabilitation. Joe shares his unique career path from personal trainer and physical therapist to the health tech industry. He discusses Next Step Robotics' approach to rehabilitation, emphasizing patient contribution to movement and the importance of data-driven outcomes. Joe also provides insights into the challenges of marketing novel technology in the healthcare space and strategies for overcoming them.

Chapters/Timestamps:

• 00:00 - Introduction and Joe's Background
• 02:59 - Next Step Robotics and the AMBL Device
• 05:50 - The Role of Data in Therapy
• 09:02 - Sales and Marketing Strategies in Healthcare
• 12:06 - Challenges in Educating the Market

Guest Information:

• Guest's Name: Joe Banach
• Guest's Title/Position: Director of Sales and Marketing
• Guest's Company/Affiliation: Next Step Robotics
• Guest's Bio: Joe Banach is the Director of Sales and Marketing at Next Step Robotics. With a background as a physical therapist, Joe is dedicated to advancing rehabilitation through the use of innovative robotic technology and improving patient outcomes.

Links and Resources:

• Next Step Robotics Website: www.nextsteprobo.com
• LinkedIn: https://www.linkedin.com/in/joseph-banach-pt-dpt-ocs/
• Book Recommendation: The Sales Acceleration Formula by Mark Roberge
• Book Recommendation: Never Split The Difference by Chris Voss

Key Takeaways/Highlights:

• Joe Banach's unconventional journey from personal trainer to Director of Sales and Marketing.
• Next Step Robotics' AMBL device and its focus on patient-contributed movement.
• The importance of supplementing traditional therapy with robotic technology to increase dosage and improve outcomes.
• The role of neuroplasticity and cognitive engagement in effective rehabilitation.
• Using data and gamification to motivate patients and track progress.
• Challenges in educating the market and building trust for new rehabilitation technologies.
• Sales strategies for navigating long sales cycles and competing in the health tech industry.
• The impact of therapist turnover on the adoption of new technologies in rehab clinics.