Service Offerings

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Problem and Context: As technical founders plan their go-to-market revenue generation strategy; they need to ensure that they have built a adaptable, robust, and complete plan. Often, founders neglect to plan and implement this cornerstone early in their lifecycle, missing invaluable opportunities to allow the commercial plan to communicate, inform, and strengthen their technical offering.

Solution: This review examines structural and functional aspects of sales strategy, processes, and communications - highlighting strengths and gaps and recommending risk mitigation activities as needed. 

It is highly cooperative by intention, partnering closely with internal team members and approved external contact points and stakeholders to gather important feedback and perspective. Major points of review and feedback include, but are not limited to:

- Customer Targeting and ICP Alignment

- Sales Messaging and Value Proposition

- Competitive Positioning

- Lead Generation and Customer Journey

- Sales Process Efficiency

- Pipeline Health

- Sales Metrics and Reporting

- Team Skills & Alignment

- Post-sales Retention and Advocacy

Deliverable: A comprehensive report that aligns with the chosen categories of review and provides:

- Scored Assessment

- Insights including highlighted key findings, as well as quick wins and major gaps.

- Recommendations with actionable steps

- Next Steps with optional follow-up engagement

Pricing: Based on scope, scale, and duration of the review process. The client can provide guidance on these features, and it can be tailored accordingly.

Problem and Context: Healthcare environments require the co-ordination and co-operation of a diverse group of professionals who have different roles, responsibilities, and priorities. Navigating this complex network is difficult – an understanding of cultural and communications norms enhance the selling skills of MedTech and life science companies in a stressful and competitive environment where vendors need to differentiate themselves from competitors to succeed.

Solution: Medtech founders and their teams need to feel confident and to communicate clearly, effectively, and tactfully in this foreign environment. Opportunities and access are difficult to secure – it is imperative these interactions are impactful and generate momentum and trust.

This educational program is based on the following pillars:

W - Workflow and Clinical Understanding

E – Ethical and Regulatory Considerations

A – Alignment of Communications & Personal Relationships

V – Values and Mission Awareness

E – Ecosystem Mapping and Optimization of Networks

Deliverable: Our program combines evidence-based didactic instruction with case-based study, grounded in real scenarios and their resolution. Team members will gain valuable new insight and communication skills for patient-facing environments, empowering their relationships. This program can be provided in-person or virtually, depending on your needs.

Pricing: Based on duration of the session, nature of delivery, and number of participants. The client can provide guidance on these features, and it can be tailored accordingly.

Founder-led sales are important as a business becomes established, but it is unsustainable for the long-term. A full-time sales leader can be a costly and premature choice. A fractional (part-time) sales leader bridges this gap as a seasoned and nimble choice who can share deep experience and broad skills, crafting a strong sales function and accessing a diverse network of experts.

A fractional sales leader can provide strategic guidance, as well as operational assistance in key areas where many founders require help such as building overall sales strategy, ensuring that sales processes align with the customer journey, and identifying/training team members so they can perform at a high level of expertise.

Employee turnover and poor sales skills/competencies are extremely costly to small-midsize companies, resulting in lost opportunities, dissatisfied customers, and demotivated sales teams. We can target foundational elements such as consultative selling, rapport and alignment building, objection handling, and sales funnel dynamics (from qualifying leads to closing the sale).