Digital Health Heavyweights

Welcome back for episode 40 of the Digital Health Heavyweights Podcast.In today’s episode, Norm interviews Pam Pure, CEO of Posterity Health. Pam shares her background in healthcare and her inspiration to get into the industry. She discusses her experiences leading Channel Health within Allscripts and her time as President and EVP at McKesson Technologies. Pam also talks about her role as interim CEO of Nurse Grid and the sale of the company to HealthStream. Finally, she explains her excitement to join Posterity Health and the importance of addressing male fertility in healthcare. Posterity Health aims to unite couples in the fertility journey by providing comprehensive care for both partners. They offer a hybrid model of digital and in-person care, personalized treatment plans, and integration with OB-GYNs and fertility centers. They partner with women's fertility companies like Progyny, Maeve, Carrot, WINFertility, and Kindbody to provide consistent care for male reproductive health. Posterity Health has made male fertility care more accessible and affordable, and they are expanding into hormone management for men. The CEO emphasizes the importance of perseverance, building a team of champions, and understanding the customer in building a successful company culture. The company's goal is to be the male partner for reproductive health services and drive a sea change in how couples approach conception. Takeaways👩‍⚕️ Pam Pure has a strong background in digital healthcare and has held leadership positions at various companies in the industry.👩‍💼 She emphasizes the importance of focusing on the customer and hiring talented individuals to create successful teams.🚀 Pam played a key role in the development of Relay Health, a company focused on connectivity in healthcare.🏥 She is currently the CEO of Posterity Health, a company addressing male fertility in healthcare.👶 Pam believes that addressing male fertility is crucial and can lead to faster and more cost-effective treatments for couples trying to conceive. Posterity Health aims to unite couples in the fertility journey by providing comprehensive care for both partners.💻 They offer a hybrid model of digital and in-person care, personalized treatment plans, and integration with OB-GYNs and fertility centers.🤝 They partner with women's fertility companies to provide consistent care for male reproductive health.💰 Posterity Health has made male fertility care more accessible and affordable, and they are expanding into hormone management for men.🏆 The CEO emphasizes the importance of perseverance, building a team of champions, and understanding the customer in building a successful company culture.🎯 The company's goal is to be the male partner for reproductive health services and drive a sea change in how couples approach conception. Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

Welcome back for Episode 39 of the Digital Health Heavyweights Podcast. In today’s episode, Norm sits down with Russell Glass, CEO of Headspace, who shares his experience as an entrepreneur and leader in the healthcare and tech industries. He discusses the importance of culture, focus, and building a great team in driving success. Russell also emphasizes the need for founders to be optimistic, curious, and intentional about the culture they create. Russell highlights the challenges and complexities of building a digital health product, including navigating regulatory and payer landscapes. He also shares his insights on the explosive growth of Ginger and the importance of getting the core model right before scaling in healthcare. Russ and Norm discuss the importance of distribution and marketing in determining the success of a product. He explains that the best product doesn't always win, and that in healthcare, distribution is even more crucial. Russ also shares his experience of joining Ginger and leading it through a period of growth and transformation. He highlights the accomplishments he is most proud of, including rebuilding the team and growing the company's care team. He also discusses the merger between Ginger and Headspace and the benefits it brings to the member experience. Russ concludes by sharing his personal practices for wellness, including meditation, walking meetings, and intentional time management. Takeaways 🌟 Culture, focus, and building a great team are key to driving success in entrepreneurship.🔍 Founders should be optimistic, curious, and intentional about the culture they create.💻 Building a digital health product requires navigating complex regulatory and payer landscapes.🔑 Getting the core model right before scaling is crucial in healthcare.💡 The best product doesn't always win in the healthcare industry. The best product doesn't always win in the market. Distribution, marketing, and access play a crucial role in determining success.🏥 In healthcare, distribution is even more important than in other industries. Removing friction and making it easy for people to access a product or service is key.🔧 Rebuilding a team and creating a world-class executive team can contribute to the growth and success of a company.🤝 The merger between Ginger and Headspace has enhanced the member experience by combining two powerful brands and offering a comprehensive end-to-end platform for mental health support.🧘 Personal wellness practices include meditation, walking meetings, intentional time management, and prioritizing sleep and exercise.🚀 When considering a career in healthcare tech, focus on the mission, the CEO, the company culture, and the product's potential impact.Chapters 00:00 Introduction and Background05:32 Creating the Right Team21:27 Building a Digital Health Product27:14 Differences in Building Tech and Healthcare Products33:19 Leading Growth and Transformation at Ginger41:26 Personal Wellness Practices51:30 OutroFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

Welcome back for episode 38 of the Digital Health Heavyweights Podcast.In this episode, Norm interviews Brook West, CCO of Carrum Health. They discuss Brook's background in digital health, her experiences at 98.6, and her decision to join Carrum. They also talk about the challenges and accomplishments at Carrum, as well as advice for commercial leaders trying to create a market category and generate buzz for their company. In this conversation, Norm and Brook discuss her experience in scaling sales organizations and creating high-performing teams. They discuss the importance of relentless improvement in hiring, removing bias from the hiring process, and the key traits of successful salespeople in the benefits market. They also explore the onboarding process for new employers using Carrum as well as future plans for the company. Brook shares her advice for those starting a career in sales and makes bold predictions for the future of digital health. Lastly, she talks about the importance of self-care and shares her quick and healthy recipe ideas.Takeaways 🏥 Brook West entered the healthcare market and discovered the purpose of selling products and services that impact human lives. 📈 At 98.6, Brook experienced rapid growth by implementing a playbook of direct sales, consulting partnerships, and health plan collaborations. 💼 When building a sales team, Brook looks for traits like passion, drive, coachability, and organization. 🌟 Brook’s greatest accomplishment at Carrum is building a team that is aligned with the mission and delivers impactful services to patients and employers. 🚀 To create a market category and generate buzz, it is important to have a differentiated product with a hard ROI, invest in product marketing and sales enablement, and have a brand and thought leadership strategy. 🔍 Quality is the foundation of everything at Carrum, from the product to how they behave and deliver services. Relentless improvement is key to creating a team of A players. Continuously adapt the hiring profile and learn from each interview to find the right fit. 🎯 Removing bias from the hiring process is crucial. Use a hiring matrix to ensure the right questions are asked and the appropriate weighting is given to each category. 🔄 The onboarding process for new employees using Carrum is simple and plug-and-play. 🛡️ Successful salespeople in the benefits market need traits like resilience, drive, thick skin, and belief in what they do. Empathy and understanding the challenges of benefits leaders are also important. 📊 Carrum's plans for the future include doubling down on cancer care and expanding in the behavioral health and women's health categories. The focus is on delivering quality care and addressing top spend and concern areas. 💻 In the digital health space, virtual care and in-person care will blend seamlessly, and digital health will become the status quo. Digital health will tackle inefficiencies and reduce waste in healthcare. 😌 In a stressful job, it's important to participate in wellness and reduce stress. Taking mini vacations and finding moments to escape and relax can help. 🥗 Quick and healthy recipe ideas include pan sheet meals with vegetables, chicken, or salmon cooked in advance for the week. 📞 Advice for those starting a career in sales: be aggressive, confident, and find a mentor. Preparation and excitement are key to successful sales calls. 🔮 Bold predictions for the future of digital health include the blending of virtual and in-person care, the fading out of the term 'digital heaFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

Welcome back for Episode 37 of the Digital Health Heavyweights Podcast. Today Norm is joined by Dave Kerrigan, founder, and CEO of BenefitPitch. Dave shares his journey in the healthcare industry and the changes he has witnessed over the years. He discusses his experience working at Optum, Blue Cross Blue Shield of Massachusetts, and Willis Towers Watson, as well as his role at the Massachusetts Health Connector. Dave also talks about the challenges and successes of negotiating contracts with insurance carriers and managing vendor strategies. He highlights the shift towards self-funding and the proliferation of startups in the healthcare benefits space. Dave’s personal experiences, including the loss of his mother-in-law and father, led him to found Sante Nasc and BenefitPitch. Dave Kerrigan shares his journey from being forced into entrepreneurship to founding BenefitPitch, a vendor management system for brokerage firms. He discusses the impact and focus of BenefitPitch, as well as the importance of collaboration between vendors and brokers. Dave also talks about the 'Masked Broker' series, which provides insights and tips for vendors on how to work with brokerage firms. He shares his thoughts on the future of the benefits industry and highlights the importance of transparency and engagement. Kerrigan also discusses his personal wellness practices, including running and portion control.Watch the Masked Broker and sign up for BenefitPitch here with this link: https://www.benefitpitch.com/?utm_term=digital-health-heavyweights&utm_campaign=Podcast%20Appearances%202024&utm_medium=dri&utm_source=podcastTakeaways🏥 Dave Kerrigan has had a long career in the healthcare industry, working at various companies such as Optum, Blue Cross Blue Shield of Massachusetts, and Willis Towers Watson.💼 He played a key role in negotiating contracts with insurance carriers and managing vendor strategies.🔄🚀 Kerrigan has witnessed the shift towards self-funding and the emergence of numerous startups in the healthcare benefits space.💔💼 Personal experiences, including the loss of loved ones, led Kerrigan to found Sante Nasc and BenefitPitch. Dave Kerrigan founded BenefitPitch, a vendor management system for brokerage firms, after being forced into entrepreneurship.🤝 Collaboration between vendors and brokers is crucial for success in the benefits industry.🎭💡 The 'Masked Broker' series provides insights and tips for vendors on how to work with brokerage firms.🔍💬 Transparency and engagement are key factors in the future of the benefits industry.🏃‍♂️🥗 Dave Kerrigan practices personal wellness through running and portion control.Chapters 00:00 Introduction and Background06:55 Role at Buck Consultants and Vendor Strategies14:41 Heading Vendor Strategy at Buck Consultants27:03 From Forced Entrepreneurship to Founding BenefitPitch39:18 Transparency and Engagement in the Future of Benefits47:40 Personal Wellness Practices: Running and Portion ControlFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

Welcome back to the Digital Health Heavyweights Podcast for Episode 36. In today’s session, Norm sits down with Branden Fini, partner at Providence Ventures, who shares his journey at the intersection of healthcare and finance. Branden explains how healthcare inspired him because it combines technical challenges with the opportunity to impact patients' lives. Branden discusses the various ways to improve healthcare, including through venture capital and digital innovation. He also highlights the importance of understanding the pain points in healthcare and the need for a comprehensive set of expertise in the management team. Additionally, he emphasizes the value of trust, pattern recognition, and being coachable in evaluating founders and management teams. Branden also discusses the unique value proposition of Providence Ventures and the future of the firm. In this conversation, Branden Fini, Partner at Providence Ventures, shares insights on what sets a venture capitalist apart and how to win deals at a good price. He emphasizes the importance of having a track record of adding value to portfolio companies and being able to showcase successful partnerships. Branden also highlights the significance of building trust and rapport with founders, as well as the importance of understanding the pain points of the healthcare industry. He advises founders to focus on solving a specific problem and to have a clear go-to-market strategy. Additionally, Branden discusses the red flags he looks for in founding teams, such as being overcapitalized, and shares his personal approach to maintaining a healthy work-life balance.Takeaways • 🏥 Healthcare combines technical challenges with the opportunity to impact patients' lives.• 🚀 Improving healthcare requires more than just caregivers and clinical technologies.• 👩‍💼 Evaluating founders and management teams involves assessing their expertise, trustworthiness, and coachability.• 💼 Providence Ventures offers a unique value proposition with its strategic platform and connections to stakeholders.• 🔮 The future of Providence Ventures involves scaling its strategy and continuing to attract top talent. To stand apart and win deals at a good price, venture capitalists need to have a track record of adding value to portfolio companies and showcasing successful partnerships.• 🤝 Building trust and rapport with founders is crucial in the venture capital industry, as founders want to work with people they like and trust.• 💡 Founders should focus on solving a specific problem and have a clear go-to-market strategy, including understanding the pain points of the healthcare industry and integrating their product into existing workflows.• 🚩 Red flags in founding teams include being overcapitalized, as it can lead to excessive spending and compressed investor returns.• ⚖️ Maintaining a healthy work-life balance is important in a high-stakes job, and having a clear understanding of priorities can help reduce stress and improve performance.Chapters 00:00 Introduction to Branden Fini and Providence Ventures06:52 Joining Strathspey Crown and Shaping Career in Digital Health14:09 Qualities of a Good Board Advisor or Observer29:14 Differentiating Factors for VCs without a Strategic Backer38:17 Solving Specific Problems: The Importance of Go-to-Market Strategy52:17 Red Flags in Founding Teams: Overcapitalization and Excessive SpendingFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

Welcome back for Episode 35 of the Digital Health Heavyweights Podcast! 🎙️ Today, Norm sits down with Senan Ebrahim, MD, PhD,  Founder and CEO of Delfina. Dr. Ebrahim discusses his journey in using technology to improve global health, particularly in the field of maternal health. He shares his inspiration for getting into healthcare, the challenges he witnessed in prenatal care, and the importance of data-driven clarity and certainty in healthcare. Dr. Ebrahim also talks about his previous venture, Hikma Health, and the accomplishments he is proud of. He highlights the inequities in maternal care and how Delfina is working to solve them by partnering with Medicaid plans and community-based organizations. Delphina is focused on solving the maternal health crisis by using data and AI to provide intelligent pregnancy care. One major challenge in the healthcare industry is the data infrastructure, which is often outdated and not interoperable. Delphina aims to provide a maximally interoperable platform that can pull in and deliver data to health plans and providers. The company is committed to using AI and machine learning to improve outcomes in obstetrics and pregnancy care. The typical experience for a Delphina member includes onboarding through the app, tracking symptoms and vital signs, and engaging with human doulas. The goal is to empower pregnant patients and provide personalized care. Delphina's future plans include deepening its impact, rigorously measuring outcomes, and scaling to reach every pregnant patient in the United States. Takeaways🌍 Using technology to improve global health, particularly in maternal health, is a passion for Sanan Ibrahim.💡 Data-driven clarity and certainty are crucial in healthcare to provide better care for patients.🏥 Hikma Health, Sanan's previous venture, aimed to provide digital health solutions for refugees and vulnerable populations.⚠️ Inequities in maternal care, particularly among Medicaid patients, are a public health crisis that needs to be addressed.🤝 Delfina is working to solve these inequities by partnering with Medicaid plans and  community-based organizations. The data infrastructure in healthcare is a major challenge, and Delphina aims to provide a maximally interoperable platform to address this issue.🤖 Delphina uses AI and machine learning to improve outcomes in obstetrics and pregnancy care.📱 The typical experience for a Delphina member includes onboarding through the app, tracking symptoms and vital signs, and engaging with human doulas.🌟 Delphina's future plans include deepening its impact, rigorously measuring outcomes, and scaling to reach every pregnant patient in the United States.Chapters00:00 Introduction and Background08:24 Founding Hikma Health and Accomplishments14:36 Early Years of Delfina29:34 The Delphina Member Experience38:39 Traits of Successful Founders46:53 Future Plans for DelphinaFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

🙋‍♂️ Welcome back to our channel and thank you to our subscribers!! We are thrilled to bring you Episode 34 of the Digital Health Heavyweights podcast! Today, Norm sits down with Dr. Maroof Ahmed, COO and co-founder of Pelago (formerly known as Quit Genius), to discuss the company's recent Series C funding round and its mission to transform substance use support. Maroof shares his personal motivation for starting the company, which was inspired by the loss of his uncle to addiction. He also highlights the challenges and successes of the early years, including the rebranding from Quit Genius to Pelago. The conversation explores the shift in mindset around substance use management and the impact of the COVID-19 pandemic. Maroof discusses the company's expansion into the B2B market and the onboarding process for large employee populations. Maroof discusses the importance of hiring strong talent and maintaining a high talent density as a company scales. He emphasizes the need for passion and commitment when starting a business, as success takes time and perseverance. Maroof also highlights the member experience at Pelago, which focuses on judgment-free, stigma-free messaging and tailored support for substance use management. He shares the company's impressive clinical outcomes, including a 62% reduction in alcohol use and a 67% success rate in helping members become opioid-free. Maroof discusses the importance of building a strong company culture and staying ahead of the competition in the digital health space. He also predicts that there will be increased scrutiny on the ROI claimed by digital health vendors and a shift away from the per employee per month model. Finally, Maroof shares some healthy recipes, including chicken and mushroom risotto and chicken Caesar salad.Takeaways💰 Pelago(formerly Quit Genius) recently raised $58 million in a Series C funding round.🎯 The company's mission is to transform substance use support from prevention to treatment.🍷💊 The rebranding from Quit Genius to Pelago was driven by the expansion into alcohol and opioid addiction treatment.🦠🍺💊 The COVID-19 pandemic increased the need for substance use management solutions as people turned to alcohol and drugs during isolation.🚀💼 Pelago has successfully onboarded large employee populations, including Fortune 50 companies, with seamless implementation processes. Hiring strong talent and maintaining a high talent density is crucial for scaling a company.💪 Passion and commitment are essential when starting a business, as success takes time and perseverance.🤝 The member experience at Pelago focuses on judgment-free, stigma-free messaging and tailored support for substance use management.📊✔️ Pelago has achieved impressive clinical outcomes, including a 62% reduction in alcohol use and a 67% success rate in helping members become opioid-free.🏥🔝 Building a strong company culture and staying ahead of the competition are key in the digital health space.🔍💼🔄 There will be increased scrutiny on the ROI claimed by digital health vendors and a shift away from the per employee per month model.  Chapters00:00 Introduction and Series C Funding08:57 Y Combinator and Guiding Principles15:41 Expansion into the B2B Market31:25 Impressive Clinical Outcomes49:18 The Future of ROI in Digital Health51:06 Outro.mp4Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

🔬👩‍💼💡 Welcome back to the Digital Health Heavyweights Podcast hosted by Norm Volsky, in this episode we sit down with Sapna Swaroop, Chief Solutions Officer at Homeward, shares her journey in the digital health industry and her passion for health equity. She discusses her experience at Blue Cross of Minnesota and the importance of understanding the delivery system to impact health equity. Sapna also talks about her time at Livongo and Teladoc, where she focused on value-based care and medical economics. She explains the mission and impact of Homeward in addressing health disparities in rural communities. Sapna shares her insights on the future of value-based care, healthcare technology, and maintaining well-being in a stressful job. She even recommends a healthy recipe for Baba Ghanoush. 🥼📊🏥Takeaways🔹 Passion for health equity and reducing health disparities is a driving force in the digital health industry.🔹 Understanding the delivery system is crucial to making an impact on health equity.🔹 Value-based care is an effective model for addressing health disparities in rural communities.🔹 Advanced analytics and technology have the potential to personalize and improve healthcare. 💻📈Sound BitesChapters00:00 Introduction and Background02:50 Passion for Health Equity06:01 Experience at Blue Cross of Minnesota08:59 Joining Livongo and Teladoc12:00 Value-Based Care and Medical Economics15:08 Joining Homeward and Impact in Rural Communities19:35 Convergence in Value-Based Care20:23 Predictions for Healthcare Technology21:28 Maintaining Well-being in a Stressful Job23:27 Healthy Recipe Recommendations23:55 ConclusionFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

🙋‍♂️Welcome back to our channel and thank you for 200 subscribers!! We are thrilled to bring you episode 32 of the Digital Health Heavyweights podcast! Today Norm sits down with Andrew Parker, CEO and founder of Papa, who shares his journey in healthcare and the founding of Papa. He discusses the early success and challenges faced at MDLive, as well as the lessons learned during that time. Andrew dives into the early years of Papa, the importance of building what customers want, and the company's focus on transparency. Finally, he explains how Papa pivoted during the pandemic and the impact it had on the company's growth and ability to help older adults. Andrew also shares his insights on what he thinks makes a founder successful. He emphasizes the importance of grounded optimism, grit, breaking through walls, and rallying the troops. Andrew also highlights the value of being a therapist or philosopher and knowing one's weaknesses. He advises new founders to practice the lean startup methodology and to test and iterate. Additionally, he discusses the significance of maintaining mental health and fitness, including running and weightlifting. Finally, Andrew shares a healthy recipe for turkey meatballs and sweet potatoes! Yum. Takeaways:🏗 Building what customers want is more important than building what you want.🤝Hiring people from diverse backgrounds can bring valuable perspectives to a company.🔦Transparency and honesty are crucial in building trust with customers and partners.😷The pandemic presented challenges but also opportunities for Papa to provide virtual and in-person assistance to older adults.📈Successful founders possess grounded optimism, grit, and the ability to break through walls.🧠Maintaining mental health and fitness is important for success.🥗Healthy eating can be achieved through simple recipes and a focus on fresh ingredients.Chapters00:00 Introduction and Background01:14 Inspiration to Enter Healthcare07:56 Lessons Learned at MDLive10:41 Starting Papa in 201715:06 Early Customers and Successes30:40 Papa's Response to the PandemicBe sure to subscribe to our channel and stay tuned for the best Digital Health and employee benefits content on the internet!Follow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast

Welcome back to the Digital Health Heavyweights podcast, today we are joined by Craig Wortmann, CEO of Sales Engine and founder of the Kellogg Sales Institute at Northwestern University for episode 31! Craig and our host Norm Volsky jump into the world of sales! He discusses the importance of sales education and the challenges faced by universities in recognizing sales as a discipline. He emphasizes the role of persuasion and influence in business leadership and highlights the significance of sales skills in the healthcare industry. Craig shares his own journey in sales and recommends three sales books for continuous learning. He also discusses the characteristics of a successful sales team and the importance of discipline in sales. Finally, he provides insights into the programs offered by the Kellogg Sales Institute. In this conversation, Craig Wortmann discusses the core skills and mindset needed for success in sales. He emphasizes the importance of telling the right story at the right time, handling tough conversations, and embracing healthy conflict. Craig also addresses the social acceptability of negotiating with salespeople and the need for sales professionals to create a positive reputation. He highlights the value of building a personal brand and simplifying complex value propositions. Additionally, Craig shares insights on taking sales teams from good to great and provides information on the programs offered by the Kellogg Sales Institute. Key Takeaways:💼 Sales education is often overlooked in universities, but it is a crucial discipline for business success.💡 Sales skills are essential for business leaders to influence and persuade others.🏥 Sales plays a significant role in the healthcare industry, where entrepreneurs need to sell their ideas and solutions to health systems.📚 Continuous learning is vital in sales, and there are several recommended books to enhance sales skills and knowledge.🌟 Successful sales teams require individuals with discipline, curiosity, and a focus on problem-solving. Telling the right story at the right time and handling tough conversations are core skills for success in sales.🤝 Embracing healthy conflict and negotiating effectively are essential in sales.🏆 Creating a positive reputation and building a personal brand are important for sales professionals.🔑 Simplifying complex value propositions and understanding the buyer's perspective are key to successful selling.💡 Knowledge, skill, and discipline are crucial for sales success.🎓 The Kellogg Sales Institute offers various programs for individuals interested in improving their sales skills.  Chapters00:00 Introduction and Background01:25 The Lack of Sales Education in Universities04:24 The Importance of Sales Skills05:52 The Role of Sales in Business Leadership06:49 The Ability to Persuade and Influence08:18 Sales in the Healthcare Industry10:02 Craig Wortmann's Sales Career12:26 Recommended Sales Books14:16 The Importance of Continuous Learning in Sales18:25 Characteristics of a Successful Sales Team19:22 The Importance of Discipline in Sales21:23 The Three Pillars of Sales: Knowledge, Skill, and Discipline22:22 The Kellogg Sales Institute and its Programs23:51 Core Skills for Success24:21 The Importance of Handling Heat25:24 Negotiating in Sales26:56 Creating a Positive Reputation28:11 Building a Personal Brand29:49 Gaining Respect in Sales31:13 The ImportanceFollow, connect and subscribe:LinkedIn: https://www.linkedin.com/company/digital-health-heavyweights-podcastYoutube: https://youtube.com/@DigitalHealthHeavyweightsInstagram: https://www.instagram.com/digitalhealthheavyweights/TikTok: https://www.tiktok.com/@heavyweightspodcast