The Counterweight Podcast

Doug Rogers and James Kanary welcome Casey Schirk, Senior Vice President at Commerce Bank, to discuss his journey into sales, the role of Commerce Bank in the healthcare sector, and the importance of sustainable growth in healthcare finance. Casey shares personal anecdotes, insights into the financial pressures facing healthcare providers, and the strategies Commerce Bank employs to support its pa...

Doug and James interviews Eric Hren, the Chief Growth Officer at Innowell, who shares his journey from the U.S. to Australia and his insights into the mental health landscape. Eric discusses the challenges of transitioning from a large corporate environment to a scale-up, emphasizing the importance of building authentic relationships and the role of storytelling in sales. He highlights the need fo...

Doug Rogers and James Kanary welcome Chris Vernaci, Senior Vice President of Growth and Commercial Sales at HART, a health tech startup. The conversation explores Chris's journey from large corporations like Cerner and Oracle to a smaller, agile environment at HART. They discuss the challenges of name recognition in the healthcare industry, strategies for targeting clients, and the importance of t...

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-ce...

In this episode of the Counterweight Podcast, hosts Doug Rogers and James Kanary welcome Rhys Gay, the head of US Sales and Distribution at Butterfly Network. Rhys shares his journey from a support role to leading sales in a groundbreaking handheld ultrasound company. The conversation delves into Rhys's sales methodology, leadership style, and the importance of building trust and relationships in...

In this episode, we speak withAmie Teske, a health tech sales professional and advisor and founder of The Echelon. 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. Am...

Lisa Rosenkoetter, Vice President of Growth at Iodine Software, shares her journey in sales and leadership. She started as a telemarketer in college and discovered her passion for sales. 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. Li...

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 flyi...

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 i...

In this conversation, Jeff Stocker discusses his background, his role in healthcare IT, and his perspective on sales. He emphasizes the importance of authenticity and genuine connection in sales, and how it is not mutually exclusive from making a living. Jeff also highlights the value of structured training in sales and the impact it had on his career. He shares two milestones that catapulted him...

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.

First episode with James and Myself talking about why start a podcast, the meaning by "The Counterweight", and what we hope to accomplish.