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Steve Gielda is President and Co-founder of Ignite Selling, a global sales training, simulation and consulting organization.  He’s co-authored two books – Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline, and Premeditated Selling: Tools for Developing the Right Strategy for Every Opportunity. In this episode  we discuss the changing medical device environment, why strategic planning is vital in today’s environment, what a sales simulation is and how it clarifies strategy and aligns your internal resources, tips for managers to make them more effective with their reps, and considerations in hiring your sales team.

Links from this episode:

• Steve Gielda LinkedIn https://www.linkedin.com/in/sgielda/
• Ignite Selling  https://igniteselling.com/

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Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

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Lucas Piandegonda is Managing Director of  Gradical, which provides specialized expertise to companies that need help with plastic evaluation, material compliance and testing, and training. In this episode he shares the challenge and opportunity of becoming a consultant, considerations in choosing a plastic, how additives and manufacturing processes changes plastics, the importance of supplier choice and management, and options for making our devices more sustainable.

Links from this episode:

• Lucas Pianegonda LinkedIn https://www.linkedin.com/in/lucas-r-pianegonda-81142b110/
• Gradical https://gradical.ch/

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Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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Kevin Hardage is President and General Manager at Teleflex Interventional Urology. They’re treating a common problem males face as we age - Benign Prostatic Hyperplasia, or BPH. Their minimally invasive treatment provides relief for patients, and an effective way for physicians to better treat the disease.  In this Episode Kevin shares the issues with BPH, educating physicians who use the product, direct to consumer marketing, metrics and objectives within DTC, how to involve referring physicians, and team development.

Links from this episode:

• Kevin Hardage LinkedIn https://www.linkedin.com/in/kevin-hardage-8466a64/
• Teleflex  https://www.teleflex.com
• Urolift System https://www.urolift.com/

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Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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Rich Wintersteller is VP Global Sales and Marketing Cardiopulmonary at LivaNova.  In this episode Rich shares why market leaders need to change their approach to product design, how LivaNova moved to embrace customer-centric design, the benefits to this approach, why software and interoperability are keys in their new product, how to manage change, and how LivaNova’s new technology is helping perfusionists deliver better patient care. 

Links from this episode:

• Rich Wintersteller LinkedIn https://www.linkedin.com/in/rich-wintersteller-7822616/
• LivaNova  https://www.livanova.com 

Support the show

Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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Tim Sullivan is CEO of Zeteo Biomedical, a company dedicated to providing drug and biologic delivery systems. In this episode Tim shares how an enabling technology effects the efficacy of treatment, understanding each stakeholders needs, a systematic approach for gathering stakeholder input, working with pharma companies on combination products, and the future of vaccine administration.  

Links from this episode:

• Tim Sullivan LinkedIn https://www.linkedin.com/in/timothy-sullivan-67089a/
• Zateo Biomedical https://zeteobiomed.com/

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Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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Chris Idelson is Co-Founder and Chief Technology Officer at ClearCam, a company dedicated to developing technology to improve surgeons visual field during minimally invasive procedures. In this episode we discuss what a Mechanical Engineering Ph.D. program is like, the importance of hands-on education, how the NSF I-Corps program has informed his view on product development, IP development and ownership in a University, how ClearCam is helping to solve a common problem with laparoscopes, and what universities can do to better educate aspiring medical device developers. 

Links from this episode:

• Chris Idelson LinkedIn: https://www.linkedin.com/in/christopher-idelson-6ba05729/
• ClearCam: https://www.clearcam-med.com/
• University of Texas at Austin Walker Department of Mechanical Engineering: https://www.me.utexas.edu/

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Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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Brady Shirley is President and Chief Operating Officer of Enovis, an innovation-driven medical technology growth company dedicated to developing clinically differentiated solutions that generate measurably better patient outcomes and transform workflows. The Company’s extensive range of products, services and integrated technologies fuels active lifestyles in orthopedics and beyond. In this episode Brady shares the history of the company, how they are leveraging market leadership in one segment into a broader vision, why they decided to rebrand, the importance of divesting and acquiring companies and technologies to align with vision, how outcomes are a key driver in their strategy, and why team development is key to their growth and future.

Links from this episode:

• Brady Shirley Bio https://enovis.com/leader/brady-r-shirley/
• Enovis https://enovis.com/

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Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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John Gumas is the Founder and CEO of Gumas Advertising, a full service advertising agency based in San Francisco. John is recognized as one of the country’s foremost authorities on Challenger Brand Marketing®. He is the author of the popular books “Marketing Smart” and “Challenger Brand Marketing”. In this episode John shares how the medical device market is the same and different than other markets, selling without selling, positioning to be a go-to, trusted resource, the importance of messaging, interviewing your external and internal customers to develop your messaging, common promotional mistakes, and the Challenger Brand Marketing approach.

Links from this episode:

• John Gumas LinkedIn: https://www.linkedin.com/in/john-gumas-08046/
• Gumas Advertising: https://gumas.com/podcasts/masteringmedicaldevices

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Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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Dean Gray is a Partner at PA Consulting, a company with over 4,000 employees that operates globally, and helps companies in several industries become more effective. Dean also has has significant experience within industry at Pfizer, BD, Boston Scientific, Sanofi Genzyme, and Heidelberg Engineering. In this episode he shares how consulting is utilized, what a good or bad engagement looks like, best practices for consultants and what you should expect, how to begin a project correctly, the importance of building relationships and how you can be a good partner.

Links from this episode:

• Dean Gray LinkedIn
• PA Consulting

Support the show

Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

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Karen Zaderej is CEO of Axogen, where they provide technology solutions to help restore feeling and functionality to damaged peripheral nerves. After a 17-year career at the Ethicon Division of Johnson and Johnson, Karen took on the challenge of a start-up, and has built a successful company that is delivering much-needed solutions to clinicians and patients. In this episode she shares what nerve repair is, why it is important to bodily function and the quality of life of patients, why regulatory excellence is one of their key strategies, building a successful career, and the unique way they funded their company. 

Links from this episode:

• Karen Zaderej LinkedIn
• Axogen

Support the show

Connect with Mastering Medical Device:

• Website: https://www.masteringmedicaldevice.com
• LinkedIn: https://www.linkedin.com/company/mastering-medical-device
• Patrick Kothe LinkedIn: https://www.linkedin.com/in/patrick-kothe
• Patrick Kothe Twitter: https://twitter.com/patrickkothe

Support the show for as little as $3/month: https://www.buzzsprout.com/1286645/support

Thanks for listening!