Spineway USA Inc

Episode 07 : Bob Milani: Why Sales Training is Critical to a Company’s Success

“I think the more that we can put online to do self-paced learning, the better. I think the more that we can provide micro-learning environments, the better. People are wise enough and disciplined enough and have the technology now to train at their own pace. And we should be doing things that ascribe to that belief… And it should be fun and entertaining.”– Bob Milani, Principal Consultant at REM Consulting Pro

What goes into a great training strategy?
Bob explains that a well-trained sales team can lead to very large returns for a company. He identifies the value in a micro-learning environment and reveals that people base their buying decisions on trust and believability. Sales training is a competitive advantage with the caliber of the salesperson being the most important factor that influences any prospect’s decision to buy. Bob discusses the value in a direct feedback, field-based component to sales training.

“you should be really looking deeply at who you are as a company and maybe what your value proposition is. Do you really understand why people would buy from you versus a competitor? Do you have a sales process in mind or one that you’re ascribing to? Is it working for you? What key measures are you using to track your sales effectiveness? Are you increasing your sales funnel or increasing your close ratio? If not, what are you doing about it? And then do you have the right compensation model in mind to drive behavior.”

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Today’s Podcast Topics:

  • Bob informs our audience why Sales Training is critical to a Company’s Success.
  • What method is the best performer for training new sales people.
  • When a sales rep doesn’t achieve sales quota, how did you ensure they reach their next quota.
  • How does Bob suggest an individual prepare for a presentation?
  • Finally, Bob’s perspective to people who are newly entering the Med Tech Industry?

Links and Resources Mentioned in this Podcast:

 

Did you enjoy this episode? Click here to Leave a Review. Each review helps us grow the Avenu Community and bring more guests to you! Thank you.

 

About the Host:

Jon has more than 25 years of experience in the medical device industry with progressive senior level experience with both public and private medical device companies.  Prior to Spineway USA, Inc., he was EVP of Prosidyan, Inc., focused on synthetic bone graft materials for optimal healing, exclusive rights were acquired by DePuy Synthes, part of the Johnson & Johnson Medical Devices Companies in June, 2018.  Jon has successful commercialization and revenue generation with Zimmer Spine, Centinel Spine and Wenzel Spine.  Jon received a BS from Ball State University and is an active Board Member (Advisory) at ZygoFix, Ltd.

Connect with me directly on LinkedIn or subscribe to “Avenu Podcast” via our Website News Letter.

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Spineway USA Inc

Episode 06: Robert Cohen – The Future of Robotics and Stryker R&D

“A robot has an accuracy and precision that we can never achieve with navigation or manual instruments. So, we’re going to continue to develop new software applications, provide surgeons more information on the patient, and that surgeon will be able to assess the patient intraoperatively. And then, with the robot, be able to execute a preparation, with an accuracy that we never could before.”- Robert Cohen VP of Global R&D, Chief Technology Officer at Stryker Joint Replacement

Robert discusses how Stryker got into the robotics business and how robots are replacing the instruments set and adding benefit to the implants already on the market.
He explains that robots have accuracy and precision never provided before to deliver surgeons more information on the patient and to optimize a procedure to try and gain the best clinical outcomes possible and improve patient satisfaction.
Robert gives insight into how big the robotics surgery market is right now and discusses that the future of surgical robotics will be obtaining digital information and using that information for individualized medicine.

“So that’s the next evolution is how do you change the workflow of the surgical procedure and total hips and total knees. That hasn’t really changed in over 50 years. Now we have a tool that’s for the change. And then let’s go one step further. … We can make medical implants in completely different configurations, with different tolerances different surfaces, things that could have a shape that conventional manufacturing processes could never make”

Listen using the embedded player on this page or click to listen on your favorite podcast app icons.

Today’s Podcast Topics:

  • What are some of the current applications of Robotic systems?
  • Robotic advancements that will have an impact in transforming healthcare
  • Future of surgical robotics integrating navigation, enhanced imaging, and data analytics
  • Will surgical robotics evolve to being remote telesurgery systems?
  • Data integration from robotic surgeries is immensely valuable in the ability to help create consistent execution of surgical procedures, how hospital systems can ensure this clinical success
  • What advice would you provide to people who are entering Med Tech industry?

Links and Resources Mentioned in this Podcast:

 

Did you enjoy this episode? Click here to Leave a Review. Each review helps us grow the Avenu Community and bring more guests to you! Thank you.

 

About the Host:

Jon has more than 25 years of experience in the medical device industry with progressive senior level experience with both public and private medical device companies.  Prior to Spineway USA, Inc., he was EVP of Prosidyan, Inc., focused on synthetic bone graft materials for optimal healing, exclusive rights were acquired by DePuy Synthes, part of the Johnson & Johnson Medical Devices Companies in June, 2018.  Jon has successful commercialization and revenue generation with Zimmer Spine, Centinel Spine and Wenzel Spine.  Jon received a BS from Ball State University and is an active Board Member (Advisory) at ZygoFix, Ltd.

Connect with me directly on LinkedIn or subscribe to “Avenu Podcast” via our Website News Letter.

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Spineway USA Inc

Episode 05: Anthony Viscogliosi- Entrepreneurship. Identifying Value Creators. Evaluating Opportunities

“19:30 “The secret of evaluating opportunities is have the right evaluation in mind, number one, number two a technology that overcomes the average management team, and number three an ability to recognize that you make wrong decisions all the time and a willingness to modify those wrong decisions to be good decisions.”

Are entrepreneurs born or made?
Anthony uses his knowledge from his experience as a Chief Executive, Entrepreneur, and Business Strategist to discuss what makes a great entrepreneur, the essential qualities of a great leader, and how to evaluate new opportunities. He shares his insight on how to tell if someone has the right DNA and how to turn a “No” into a “Yes, with conditions.” He also expresses the importance of the ability to adjust a decision when it’s wrong.

“11:09 “the essential qualities of a leader … number one do what you love. Number two become you, evolve into all you can be. Number three be a risk-taker. Number four have grit, persevere when no one else will, that’s grit, and finally, number five turn every no that you get into a yes with conditions.”

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Today’s Podcast Topics:

  • You’ve started several successful companies. Did you always know you wanted to be an entrepreneur?
  • What do you think: are entrepreneurs born or made?
  • What are the essential qualities of a great leader?
  • How can you tell if someone has the right DNA?
  • When evaluating new opportunities what factors are deal-breakers to you?
  • Finally, Mr. Viscogliosi’s perspective to people who are newly entering the Med Tech Industry?

Links and Resources Mentioned in this Podcast:

 

Did you enjoy this episode? Click here to Leave a Review. Each review helps us grow the Avenu Community and bring more guests to you! Thank you.

 

About the Host:

Jon has more than 25 years of experience in the medical device industry with progressive senior level experience with both public and private medical device companies.  Prior to Spineway USA, Inc., he was EVP of Prosidyan, Inc., focused on synthetic bone graft materials for optimal healing, exclusive rights were acquired by DePuy Synthes, part of the Johnson & Johnson Medical Devices Companies in June, 2018.  Jon has successful commercialization and revenue generation with Zimmer Spine, Centinel Spine and Wenzel Spine.  Jon received a BS from Ball State University and is an active Board Member (Advisory) at ZygoFix, Ltd.

Connect with me directly on LinkedIn or subscribe to “Avenu Podcast” via our Website News Letter.

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Spineway USA Inc

Episode 04: Lisa Ferrara: Smart Technologies – the future of MedTech

“We are moving at light speeds with respect to smart technologies, incorporating that, and that’s everything from smart software in feedback and telemetrics systems but, also moving towards artificial intelligence, augmented reality. All of this is starting to come to fruition within the device industry, having these smart implants, being able to use your iPhone to track its performance or if there are problems.” -Lisa Ferrara, PhD

Lisa discusses the challenges with the FDA approval process for new Smart Technologies. She explains that each Smart Technology will be very unique and customized, so we have to work as a team to asses, evaluate, and test these new technologies. She stresses that you must put together the appropriate evaluation strategy, identify the risks, and make a plan to mitigate these risks. Lisa also shares insight into healthcare’s move to non-invasive and minimally invasive treatments.

“What I’m seeing is the FDA wants to work with us, as a team because it is going to take a very large team effort to really solve certain issues and concerns. For instance, how do we test these, how do we evaluate the particular smart technology?” -Lisa Ferrara, PhD

Listen using the embedded player on this page or click to listen on your favorite podcast app icons.

Today’s Podcast Topics:

  • Lisa informs our audience on the key technologies she believes will have a profound impact in Med Tech
  • Dr. Ferrara explains what biomechanical research should an early stage Medical device address prior to FDA submission.
  • How has the FDA Med Device approval process changed during her career?
  • What financial “headwinds” should be avoided in research?
  • What is the Future of Healthcare?
  • Finally, Lisa’s perspective to people who are newly entering the Med Tech Industry?

Links and Resources Mentioned in this Podcast:

 

Did you enjoy this episode? Click here to Leave a Review. Each review helps us grow the Avenu Community and bring more guests to you! Thank you.

 

About the Host:

Jon has more than 25 years of experience in the medical device industry with progressive senior level experience with both public and private medical device companies.  Prior to Spineway USA, Inc., he was EVP of Prosidyan, Inc., focused on synthetic bone graft materials for optimal healing, exclusive rights were acquired by DePuy Synthes, part of the Johnson & Johnson Medical Devices Companies in June, 2018.  Jon has successful commercialization and revenue generation with Zimmer Spine, Centinel Spine and Wenzel Spine.  Jon received a BS from Ball State University and is an active Board Member (Advisory) at ZygoFix, Ltd.

Connect with me directly on LinkedIn or subscribe to “Avenu Podcast” via our Website News Letter.

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Spineway USA Inc

Episode 03: Glenn Stiegman: Understanding the FDA regulatory pathway

“Do your research, understand the principles, the anatomic principles, the materials. Understand the history of that material with the FDA. Understand the regulatory pathway. Ask!”

Will a pre-submission meeting with the FDA speed up or delay your 510(k) approval process? Can companies redefine how some devices are regulated? Glen shares his perspective of the FDA regulatory process from his experiences of working in the FDA versus working in the industry. He identifies trends and observations of how technology has evolved and provides advice to companies entering the med-tech industry.

Mr. Stiegman manages and directs the clinical and regulatory affairs departments for MCRA and its clients. Mr. Steigman is responsible for the management of approximately 45 clinical and regulatory professionals at MCRA. He leads the firm’s submission process, regulatory strategy, analysis, and development: from pre-clinical testing, to FDA submission, to market approval and post commercialization. He also oversees the planning and execution of the clinical studies managed by MCRA’s Clinical Research Organization.

Prior to joining MCRA in February 2006, Mr. Steigman served as the Chief of the Orthopedic Devices Branch for US Food and Drug Administration. As Branch Chief, Mr. Steigman managed a team of scientists, clinicians, and engineers in the regulation of all Orthopedic devices marketed in the United States.

“a huge component of the future in innovation in medical technology is the diagnosis. Human-like diagnosis. A lot of the data gathering appliances. Whether it’s a watch, whether it’s a patch, whether it’s a belt. They are coming out with all sorts of biometric wearables that are gathering data for the patient, for the physician.”

Listen using the embedded player on this page or click to listen on your favorite podcast app icons.

Today’s Podcast Topics:

  • What are some recent trends/observation regarding regulatory affairs and clinical strategies observed by Mr. Stiegman?
  • Should an early start-up (Med Tech) consider a pre-submission meeting?
  • When should a Med Tech start-up begin communicating its regulatory strategy with the FDA?
  • Smartwatch technologies offering human-like diagnosis … will they pursue FDA De Novo pathway?
  • Mr. Steigman provides prospective on the once Europe first strategy for Med Tech with new MDR 2020.
  • Finally, Mr. Steigman’s perspective to people who are newly entering the Med Tech Industry.

Links and Resources Mentioned in this Podcast:

 

Did you enjoy this episode? Click here to Leave a Review. Each review helps us grow the Avenu Community and bring more guests to you! Thank you.

 

About the Host:

Jon has more than 25 years of experience in the medical device industry with progressive senior level experience with both public and private medical device companies.  Prior to Spineway USA, Inc., he was EVP of Prosidyan, Inc., focused on synthetic bone graft materials for optimal healing, exclusive rights were acquired by DePuy Synthes, part of the Johnson & Johnson Medical Devices Companies in June, 2018.  Jon has successful commercialization and revenue generation with Zimmer Spine, Centinel Spine and Wenzel Spine.  Jon received a BS from Ball State University and is an active Board Member (Advisory) at ZygoFix, Ltd.

Connect with me directly on LinkedIn or subscribe to “Avenu Podcast” via our Website News Letter.

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