TrainSmart: The Medical Device Educators’ Podcast

One of our clients was ready to increase their reps' attention to a specific callpoint by highlighting its market, sales nuances, opportunities, and ideal messaging, but they didn't want to take them out of the field to do it. So we turned to podcasting. By creating an 8-episode podcasting series, reps were able to hear from subject matter experts about how to target this callpoint and inc...

Executives, it's time to think outside of the box! Training is so much more than a PowerPoint in the classroom. Listen in as Liz and Rachel share why it's important to encourage your training teams to think outside the box and for some of the ways they're currently thinking about training physicians and reps outside of the classroom. Related Resources: Need training-in-a-box or trainin...

The research is in: using podcasting in training is a good modality for learning, retention, and enjoyment. Join Liz & Rachel as they discuss the Wolpaw et. al (2022) research on using podcasting with medical trainees. In their research, they compared reading a textbook to listening to a podcast while seated to listening to a podcast while on a treadmill. With all of their experiments, the pod...

Join us for an insightful episode as we sit down with Tom Salemi, a recognized voice in the medical device podcasting world. With a track record of successfully launching and hosting multiple podcasts, Tom shares his do's and don'ts when starting a podcast. Whether you're a seasoned podcaster or just starting out, you won't want to miss his expert advice on how to create compelling...

Join us as we speak with Dr. Melissa Adrouny, a native of the Bay Area and a seasoned OBGYN. In this podcast, Dr. Adrouny offers a glimpse into her professional background and med school experiences while sharing valuable insights into what she looks for in sales representatives engaging with her medical practice. Don't miss this engaging conversation at the intersection of healthcare and sale...

Recently we created a series of physician-to-physician videos highlighting key product messages. Throughout the process we utilized artificial intelligence to highlight key timestamps and create transcripts. But the result wasn't always as good as we hoped. Listen in as we describe where AI helped in the process and where we still had to put in the work to make a really great video. Related Re...

According to McKinsey (2023), AI is changing how companies need to think. Executives, it's time to think with AI in mind! How will you hire in a world dominated by AI? How will AI drive revenue and cut costs? How will you train your current staff to adopt to the changing landscape with the adoption of AI? In this episode, we'll share with you the research and our thoughts on how AI effects...

The use of AI is continuing to grow in every industry, age group, and region. McKinsey's 2023 State of AI report provides valuable insights into how AI is changing companies, hiring profiles, and day-to-day work. In this episode, we discuss the research, our own experience with using AI, and how we see AI working (and not working) in medical device in the future. Related Resources: Want a part...

This month, we shed light on the utilization of AI in the industry. In our latest interview, Liz sits down with Omar Khateeb, a distinguished industry expert. Join us as we delve into the realm of AI within the industry, exploring its practical applications, the significance of prompts, and its transformative impact on processes. Omar Khateeb shares his invaluable insights on AI's role in resh...

Field training isn't just for the new hire! Recently, we created a field training program for a company looking to train their existing sales force to a new call point. In this case study, we explore how we worked with experienced reps to create, deploy, and debrief field training experiences that left them confident, bought in, and ready to cover cases. Related Resources: Ready to create a fi...

Executives, we know you're busy, but it's time to get in the field! Aim to be in the field at least one day every three months to remain relevant, engaged, and aware of your product's environment. Listen in as we discuss why and how to make time to be on the road with a rep! Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us...

In the 1980s, researchers at the Center for Creative Leadership created the 70-20-10 model for learning, saying that 70% of managerial learning should come from hand-on experience, 20% from others, and 10% from formal training. But more recent research from the Training Industry, shows that a variable OSF (On-the-Job, Social, Formal) ratio is better suited. In this episode, we discuss this researc...

As a seasoned MedTech sales leader and former teacher, Paul Praino gets what it takes to sell a med device product and to educate on it. In this interview, Liz speaks with Paul about field training. They discuss the importance of training the field trainer, creating a strong relationship between the training team and the field sales trainers, and the critical role the field trainer plays in the su...

We recently worked with a company to develop a physician-to-physician webinar focusing on patient selection for a complex capital product. Tune in to hear how we developed slides to guide a physician through sharing his personal experiences with the technology and why our key learning was the need for a strong company representative, even in a physician-to-physician webinar. Related Resources: Wan...

You have one chance at a first impression with your physicians - are you capitalizing on it? In this episode, we explain how training is your company's chance to make a great first impression with your physician users. From company culture to clinical competency and from developing credibility to creating a strong community, your training program can make a break your relationship with your ph...

An AMA Digital Health Study (2022) studied what physicians want before they adopt a new technology. In this episode, we discuss these top four drivers and how Cumby Consulting intentionally weaves them into their physician training programs. Listen in to ensure you're giving physicians the information they need to adopt your technology! Related Resources: Want a partner in developing your adva...

Amanda DePalma is a Senior Vice President of Marketing who has led the charge of many product launches. In this episode, she and Liz discuss her key to product launch success: having ONE singular plan between marketing, sales, and training. By having one plan, everyone in the organization knows what to strive for, and can drive toward that plan. Related Resources: Want a partner in developing your...

Join Liz as she hears true stories from the field with seasoned professional Peter Herrera. In this podcast, they explore real-life stories from the organizations he's worked with, shedding light on the intricate dynamics between sales reps and physicians. Peter shares invaluable insights on the importance of efficient training programs, adaptability in sales strategies, and the significance o...

The National Sales Meeting is a great place to learn - but the learning shouldn't stop there! In this episode, Liz and Rachel discuss a workshop they designed and led at a National Sales Meeting. In the workshop, participants filled out a worksheet (yes, a worksheet!) to help prepare them for an upcoming conversation with an account. By empowering managers to discuss the worksheets with the re...

Executives, as you and your teams prepare for the National Sales Meeting, we want to share our top tips for success: 1) know your goals, 2) measure your goals, and 3) reinforce your goals. Listen as we discuss how and why these tips are key for ensuring the success of your National Sales Meeting lasts all year long. Related Resources: Want a partner in developing your advanced training strategy? W...

German psychologist, Hermann Ebbinghaus, created the Forgetting Curve based on his research in the late 1800s, but it was replicated and confirmed in 2015. Ebbinhaus's research showed that there is an exponential loss of information that one has learned over time. The sharpest decline occurs in the first hour and the decay is significant through the first day. The curve levels off after about...

This week we’re joined by Jill Canada, Vice President of Sales. Jill gives us an executive’s perspective on rep training and how to ensure your team capitalizes on the investment of your national sales meeting. As Jill says, it’s important to have clear objectives - both for learning and fun! Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Em...

Tune in to Liz and Rachel's insightful conversation as they dive into the notable trends they've spotted in 2023 and forecast what's on the horizon for 2024. They'll explore topics like the booming realm of AI and the power of personalized learning. Plus, they'll share practical strategies for achieving greater efficiency amidst financial limitations. Don't miss this engagi...

When developing a training strategy for physicians or reps, we're often asked "when is the right time to offer advanced training?" In this episode, we discuss our recommendations for offering advanced training sessions for physicians and reps in order to ensure retention and engagement, ultimately driving product adoption Related Resources: Want a partner in developing your advanced...

Cumby Consulting recently partnered with a company who was launching a product (similar to those already in its bag) to a new call point. The sales force was comprised of both experienced and inexperienced reps, but the company wanted to offer a single, unified training, regardless of experience level. Listen in to hear how we collaborated with their team to develop eLearning, virtual classrooms,...