Doug and James interview Juan Corona, the Vice President of Sales at Track My Solutions. Juan shares his unique journey from finance to sales, emphasizing the importance of taking risks and learning from failures. He discusses the significance of strategic selling, understanding client needs, and creating a culture of vulnerability within leadership. Juan also highlights the need for a consumer-centric approach in healthcare and the value of hiring for soft skills over experience. The conversation concludes with insights on building a sales team, navigating board meetings, and the future of healthcare.

The conversation delves into Rhys's sales methodology, leadership style, and the importance of building trust and relationships in sales. They discuss the challenges of navigating market changes, the future of handheld ultrasound technology, and the significance of humility and adaptability in leadership.

Rhys also shares insights on team dynamics and the importance of celebrating both wins and learnings in a competitive environment.

Amie shares her experience in the industry and discusses her work with building the Echelon, a community for health tech sales professionals. She emphasizes the importance of keeping sales teams focused and productive, and highlights the need for leaders to prioritize their people.

Amie also discusses the power of referrals and the impact of being present with your team. She concludes by discussing the challenges of managing growth expectations and the importance of realistic goal-setting. In this conversation, Amie discusses the importance of aligning the goals of the sales team with the individual motivations of the team members. She emphasizes the need for sales leaders to triangulate what people say, what they do, and what they want in order to create achievable goals.

Amie also highlights the importance of breaking down the sales numbers and creating a story that balances the expectations of the board with the motivators of the team. She emphasizes the need for strong sales operations teams and the value of building relationships with board members and investors.

Lisa emphasizes the importance of building rapport and connections with clients and team members. She also discusses the challenges of leadership, including imposter syndrome and having difficult conversations.

Lisa believes in being clear and kind in her communication and focusing on connection rather than constructive criticism. She highlights the need for alignment between mission and margin in the healthcare industry and the importance of innovation and adapting to market changes.

The conversation explores the importance of understanding market opportunities and the need for open communication within a growth team. It emphasizes the value of analyzing why wins and losses occur and providing feedback to leadership and product teams. The discussion also touches on the shift in healthcare IT towards value-based selling and the need to demonstrate the value and return on investment of solutions.

The conversation concludes with insights on leadership, including the importance of continuous learning and growth, and the advice to persevere and ask for opportunities.

In this conversation, Nick Helfrich, Chief Growth Officer of Certify, shares his journey from starting in sales at Cerner to becoming a sales leader. He emphasizes the importance of being a student of healthcare, understanding the sales process, and knowing your territory and clients. Nick also discusses the transition from individual contributor to leader and the challenges he faced, such as flying at the right elevation and balancing tactical and strategic work.

We are joined by David Friederichs, Managing Director of the South Region for Innovaccer. David is an accomplished leader, sales person, and recognized knowledge expert on value based care.

David discusses leadership influences throughout his life, characteristics he views as important when hiring new team members, and strategies for managing complex sales engagements.

Summary

Caroline VanDeusen, VP of Strategic Partnerships for ModRN Health, shares her journey from finance to sales and her experience in the healthcare and digital health industry. She emphasizes the importance of empathy, consultative sales, and understanding the operations side of the business. Caroline also highlights the yin and yang dynamic between visionary leaders and operational leaders in successful companies. She encourages setting incremental goals, documenting progress, and involving team members in the goal-setting process. Caroline's unique perspective as both an investor and a sales professional provides valuable insights into building successful businesses. Caroline Vandeusen recommends the book 'The Intangibles of Leadership'. She emphasizes the value of curiosity, asking questions, and being intellectually curious when evaluating potential hires. Caroline also highlights the need for transparency and accessibility in the healthcare system. She shares her personal mission to provide healthcare to underserved populations and improve the overall healthcare experience.

Grant Johnson, CRO for Illuminate, joins the Counterweight podcast. Grant discusses his journey into sales, challenges and opportunities he has had throughout his career, and what has helped him overcome obstacles.