How to Succeed in Surgical Robotic Capital Sales with Rodney “RJ” Schick of Procept BioRobotics скачать в хорошем качестве

How to Succeed in Surgical Robotic Capital Sales with Rodney “RJ” Schick of Procept BioRobotics

Download the State of Sales in MedTech here: https://fp-resources.fiercepharma.com... Want to come on the show? Submit to be on the show here: https://tally.so/r/wdxljK Book a free demo with Clari to learn how you can turn your SalesForce CRM into an asset that actually helps your team close more deals - Learn more here 👉 https://bit.ly/clari-omar Want to figure out which early adopters you should target? Get 3 free surgeon profiles where Alpha Sophia uses their database to give you the insights you need to sell https://www.alphasophia.com/omar For limited time only - Save $1,300 and Join the Medical Sales Network Effects Program! https://salesnetworkeffectsprogram.my... *Watch the "Medical Sales at Scale" webinar⁠⁠⁠ and learn about the Medical Sales Network Effects Program  https://khateebandco.com/recordings/m... Chapters: 00:00:00 Introduction and Background of Procept Biorobotics 00:07:05 The Growing BPH Market 00:09:09 RJ Schick's Success and Awards 00:10:00 Overcoming Challenges in Capital Sales 00:12:03 Taking Action to Drive Deals 00:14:07 Identifying Target Markets and Surgeons 00:16:24 Finding Contact Information for Surgeons 00:18:52 In-Person Visits and Framing the Conversation 00:21:36 Getting in Touch with Physicians Creatively 00:25:09 The Role of the CFO in Capital Sales 00:29:43 Managing Clinical Champions and Deal Progression 00:32:16 The Importance of a Coach in the Sales Process 00:35:09 Signs of a Lack of Clinical Champion 00:37:38 Selling and Persuading the CFO 00:44:20 Pressure Testing and Scrutinizing Deals 00:45:17 Factors for Successful Deals 00:46:40 Red Flags in Deals 00:48:57 Perceptions of Robotics in Healthcare 00:50:42 Value of Robotics in Healthcare 00:52:07 Market Cap of Intuitive Surgical 00:52:41 Procept's Milestone and Market 00:53:49 Tools for Capital Reps 00:54:15 Recommended Books for Capital Reps 00:55:59 Painful Feedback for Personal Growth 00:57:15 Efficiency in Capital Sales 01:00:37 Importance of Purpose and Efficiency 01:03:24 Focus on Results and Metrics 01:04:30 Acknowledging Supportive Team Members 01:07:17 Impact of Medical Device Technology 01:08:29 Connect with RJ Schick on LinkedIn Subscribe to our Youtube Channel    / @thestateofmedtech   Subscribe to our LinkedIn Newsletter   / the-state-of-medtech-6863578381842288641   Follow The State of MedTech on LinkedIn   / thestateofmedtech   Facebook   / stateofmedtech   Twitter   / stateofmedtech   Instagram   / stateofmedtech   Follow Omar M. Khateeb on LinkedIn   / okhateeb   Instagram   / omar.m.khateeb   Twitter   / omarmkhateeb   Facebook   / omarmkhateeb   #medicadevices #medicalsales #medtech #medicalsalesrep #pharmasales #medicaldevice