Transcript of The Health Tech Crew #5 with Tina Galloway: B2B Healthcare. Winning Sales Strategies
Kepler Team
0:00hi my name is Edgar garlatoff I'm the0:02host of the health tech crew podcast The0:05Following episode features a0:06conversation with Tina Galloway an0:08Advisory Board member for Capital team0:11Tina is a recognized Enterprise strategy0:13and growth leader with a lot of0:15experience in fostering Partnerships and0:18driving growth for major health plan0:21clients0:22in acknowledgment of her expertise and0:25knowledge she was honored with 2021 ache0:31award and has been invited to speak at a0:34number of Industry events these include0:37Optum Forum UI Innovation lab black0:40professionals Network and health Tech0:42women0:43in this episode we talk about B2B sales0:48and Healthcare tapping into Tina's0:50remarkable experience and knowledge0:59thank you so much for joining me on this1:02the health tech crew podcast1:04thanks for having me appreciate the1:07opportunity so I have a bunch of1:08questions for you and I want to ask1:11about your professional journey and how1:14you got into Healthcare sales because I1:16know you have a like psychology1:18background so I'm curious how you ended1:21up uh in healthcare sales yeah1:24um so I kind of started out in my career1:28in sales1:30um I after I came out of college I was1:35an intern and my first internship was in1:38sales and that's where I got the first1:42experience of sales I didn't stay in1:44sales after that I did it for a time as1:47an intern uh first in financial services1:49then in healthcare so I had Healthcare1:52and financial services internship1:54experience in the sales organization and1:58at that point in time I watched what the2:01sales teams and the sales leaders did2:03and I just filed that away in my brain2:06and then I continued then I went uh into2:09my career I spent time doing technology2:13um program project management and2:15Consulting uh and also2:18that's when I decided2:21um as I was doing that and I got into2:23Healthcare I wanted to get deeper into2:24Healthcare and understand I was more2:26focused on or I was thinking more about2:29um the way that people2:31the way that people interact with the2:32Healthcare System2:34um and that's what sent me to uh study2:37psychology so I wanted to understand2:40the Dynamics of how people interact how2:43they interact with their Physicians how2:45they interact with the health care2:46System how they interact with the world2:49and2:51as I did that I also saw the connection2:54to okay2:56if you understand people and you2:58understand how people3:00connect with the world then you also can3:02understand3:04um how people buy how they interact with3:07you know an organization a company the3:10Healthcare System how they consume3:13um how they are consumers of health care3:15and you understand that a little better3:18so that's it easily or it is a3:21translatable skill uh and so that's3:24where I put those all together into what3:27I I guess is a career now this is3:30awesome and you mentioned some people3:31you looked at and also some like3:34theoretical knowledge you acquired could3:36you sure if you uh like a specific3:39person who's been particularly3:41influential and maybe a specific Insight3:43from psychology that is helping you3:45every day3:46yeah uh so early in my career I worked3:49for a sales leader3:51um I who it and actually when I was at3:54uh when I was interning uh this person3:57she was one of the sales leaders she ran4:00a market uh it was in the Medicare4:03Advantage space and at that point in4:05time I was fairly young and I didn't4:07have a concept of what that really meant4:09as far as the impact that it had in the4:11Health Care system and you know even who4:13the consumer was4:15um however I did understand4:18that and I did understand that the work4:22that was being done was important4:24and one of the things that she would say4:27back to us uh interns is that we had an4:32important place that we would do that we4:34had an important place in society and4:36although we were a component of the4:39Health Care System the component that4:41the the piece that we or the place that4:43we filled in the system4:46was important and for us to understand4:48the business4:49understand the business if you4:52understand the business if you4:53understand the industry then you could4:55find where your place4:56where you belong in the industry and she5:00was really intentional about that her5:02place and where she was and us doing the5:06same type of understanding uh and at5:10that point in time it was really hard to5:11wrap my head around5:13there's so much as you know in the5:15healthcare space and it was really hard5:17for me to understand5:19how something you learn in school then5:22translates to the real world and then5:24not to feel like a cog in the wheel or5:27just to feel like a component of5:28something but to understand the bigger5:30picture but I always kept that with me5:32and maybe that's just the way that my5:35mind works but5:37I try to look at the big picture look at5:39everything at a macro level and then5:42drill down into it and I feel like that5:44advice that she gave me has helped me5:46throughout my career to be able to5:47figure out where my place is5:50um and then how I can create value5:53uh and and then also to be able to see5:55the bigger ecosystem that we're in and5:58how that also impacts the overall6:02um everyone and I think and that also6:05ties back into my psychology background6:07because they because I see it that way6:10um I'm able to also be able to to figure6:14out the drivers what is driving people6:17because I one of the main things that I6:19ask I usually typically ask or try to6:21find out is what's important to the6:23person6:24what is most important in this6:26organization what's most important to6:27that person and then understanding how I6:30can add value or what my place is in in6:32that but then also what their place is6:34in the entire ecosystem and that helps6:36to create this opportunity to share6:39information Share value and in sales6:42share6:44um you know whatever the product6:45solution whatever we're trying to do for6:47our customers6:49it sounds like a very simple piece of6:52advice to ask people what's important6:54is it as straightforward as it sounds or6:57there is more to it there's there's more6:59to it it's yes7:02um a lot more7:03but when you have that if you have that7:07as like you're under the undercurrent of7:09how you operate and think then every7:12interaction and and and you know7:15interactions can be very transactional7:18so you know you may have a um an7:21opportunity to meet with people to talk7:24with people and if you take an if you7:27take an approach that it is7:28transactional7:30um then you may have you know a set of7:33questions that you ask and this is where7:36the hard part comes in if someone if you7:40are making a transactional and then you7:41just start rattling all questions and7:43then the other person doesn't respond to7:45you in the way that or doesn't give you7:47the information then you think this is a7:49loss or we haven't accomplished anything7:52um however7:54if you are not thinking of it as7:57transactional but it's really just the7:58way you operate8:00then or the way you see things then it's8:04an exchange of information or you're8:06just trying to get to know someone8:07you're taking this time to connect with8:09them and so that that's not something8:11that happens and you know or it may not8:14happen one time it may be a series of8:17conversations that you have with the8:19person it may be a series of things that8:21you have to do to extract that but it8:24shouldn't be a transactional thing it8:26should be really about connecting and if8:28you have that as the you know the your8:31foundation then8:33you should be able to get that8:35information some people are harder than8:37others so not saying that you know8:39that's it easy you know for every person8:41that's an easy thing to do but I I also8:44believe in habits so I believe that8:46something that you make a habit then it8:48just becomes instinctive it's muscle8:50memory it's just the way that you create8:52you communicate with people it's the way8:54you interact with people8:55very cool and it sounds like Universal8:57advice for business to business sales9:01I wanted to follow up and ask do you see9:03any peculiarities or could you talk to9:05any peculiarities that relate9:06specifically to B2B sales and Healthcare9:09yeah9:11um so it's Healthcare is complex9:15and going back to that9:18um9:19to what I said about understanding the9:21the industry9:23uh in order to9:26I think that the most successful9:28Healthcare sales9:30organizations people individuals are9:33those that understand the industry9:36um and an example of that is that9:39if you if you're a health system you9:42have a specific way of generating9:45Revenue9:47and9:48if you're a health insurance company you9:51have a specific way of generating9:53Revenue if you're a Pharma company you9:55have a specific way9:56and9:57and often those are at odds10:01so understanding that is really10:05important because if you are it's not10:09always the same exact messaging10:12you have you may have a similar you may10:15have a product and it may fit in10:18multiple spaces but the messaging may be10:21off because10:24the constituent the stakeholder10:28how how they're trying to capture10:30revenue or what their goals are or in10:33conflict with the way you see the10:36industry10:37so that's one of the things one of the10:39main things that I've learned as far as10:41Healthcare is really understanding that10:43piece of it so that I can tailor my10:45messaging to or it sometimes it means10:48tailoring the product the solution it's10:50not just the messaging10:52um to the needs of that particular10:54stakeholder or in that organization and10:57recognizing that although some things11:00seem like they should be intuitive or we11:03all want the best for the patient we11:04absolutely do but this organization11:08goal is different than the goal of11:12another organization11:13and making sure that that's everybody in11:17the organization understands that11:20um so I wanted to follow up on the11:23tailoring of messaging or even the11:25product to the needs of a specific11:27group of buyers in healthcare for11:29example providers how would you tailor11:32your message or your product to them11:34yeah11:36um good question so there is a Health11:39Systems few years back11:42um started to invest in these facilities11:45ambulatory surgical facilities11:48um and they are offshoots of the11:50hospital where they do11:52um acute care procedures outpatient11:54procedures they're usually higher dollar11:56procedures11:58um it's it's a great investment for12:00there's a need help the health systems12:03look for where's the needs where the12:05needs of my patients in the area and12:08also if I'm going to invest all of this12:10I mean medical equipment12:12Physicians uh research all of that is12:15very expensive so if I'm going to invest12:17I'm going to invest in something that is12:19going to be a revenue generator so these12:21are the high dollar Revenue generator12:23activities and so they did a lot of12:26investment there12:27um and then on but because they're high12:30dollar Revenue generating activities on12:33the payer side the payers look at that12:36and they say they quickly adapt so what12:40what happens is they see all of these12:42charges coming in they realize that this12:43is happening and so they start to adapt12:45programs and things to be able to12:48shift how do we shift people from going12:52to those facilities12:54so it's this is a counter you know two12:57different strategies12:59um and then so then what happens is that13:01when you're if you are trying to talk to13:04a health system or a payer about13:08uh electronic data exchange or you know13:11connectivity13:13um what you have to realize if you're13:15selling that value prop is that when you13:17go into the when you go to the health13:19system and you say we want to connect13:21you to the payer and the pay and you say13:24to the payer I want to connect you to13:26the health system and they are13:28misaligned on what that means they both13:30want to be connected they want the13:33technology they want to take advantage13:35of that however if you say to the health13:38system we want to connect you to the13:40payer and the health system sees that as13:42the payer just wants to connect to me to13:45be able to shift membership away from my13:48Revenue generating base13:51and the payer is looking at it and13:53saying I want to shift Revenue that's my13:56main reason I'm saying that it's13:57something but in general I want to shift14:00my Revenue away from14:03then you might find the health system14:05giving you14:07pushback in doing it although you've got14:11this great product you've got this14:12technology that and it's not that14:15they're not trying to work with you it's14:18that they're you've got to you have to14:20assure them14:22these are the goals here's the14:26this is these are the guard rails that14:28are going to be put up this is where14:30where there's some kind of contractual14:32skin in the game for the payer versus us14:35and vice versa we're going to partner14:36we're going to work together if you14:38don't have that if you don't have that14:40messaging you may end up trying to sell14:42to someone and I in these are14:44experiences that I've had14:46try to sell great products that just14:48don't sell14:50um and you're not understanding why and14:52then you look back and you figure out14:54after you've done some research and14:56you've looked at all the data that the15:00messaging is misaligned15:02um and that15:03with some tweaks maybe now we can all15:06talk uh but we have to understand that15:10this stakeholder has one goal the15:12stakeholder has another and15:15um15:16where as a salesperson can we try to15:18meet in the middle15:20satisfy both and then maybe we can sell15:22our product15:23I love that example so essentially in15:25the messaging if I got it correctly you15:27need to explain that not all information15:29will be shared exactly exactly and and15:33it and that's a trust transaction so15:35that's also that's or or that's a trust15:37that has to be built so that's also a15:39part of you know the the psychology of15:43understanding people when you're in a15:44sales situation is understanding that15:48you need to establish trust with each of15:50the parties and then you also need to15:52ask those questions to be able to find15:54that out because in most of the15:56situations where I learn these things15:59it's by asking the questions it's not16:01necessarily something that I could find16:03in a book or that is easily you know16:06that people easily tell you about what16:09may be some of the friction in the16:12system that's causing things not to move16:14forward16:15so asking those questions getting16:17engaged really getting in there and just16:20being very very curious with people16:22about16:23you know what's going on how does this16:25working how does how do things work has16:28helped me to be able to start to put the16:30dots together and figure out oh okay16:33that's the reason why we're having this16:35trouble it's not our product it's not16:37you know it's the fact that we don't16:39understand what they need and we or we16:43haven't established that trust16:45I love that specific example it's very16:48Visual and easy to see and I understand16:51uh where you're coming from in terms of16:54asking questions building relationships16:56but these are long-term strategies they16:58take time experience are there any hacks17:03or strategies that could be more called17:05tactics and B2B Healthcare sales that17:08can get you17:10fast results17:12yes17:13um the so technology has made buyers17:17very very Savvy most buyers can17:22look and do research and do a lot of17:25research especially if they identify a17:27need there's a difference between them17:28identifying a need17:30and them not knowing that they have a17:33need and you bring it to them but let's17:34say in the space of they they've17:36identified a need or they know that they17:38need something17:40they Technologies allowed us to put a17:44lot of content out there to to be able17:46to put messaging out there to establish17:49ourselves as thought leaders or17:53um just knowledge a repository of17:57knowledge that that customers can come17:59to and I find that that is doesn't18:04although to give and to share18:07information does take effort it does18:09take work it's not the type of uh maybe18:13difficult arduous sales cycle that a lot18:18of these B2B sales that take a long time18:20May need because if you're gen if you're18:24establishing this trust by being that18:27repository of knowledge if you're18:29establishing this trust by being the18:31place that someone clicks on to go to to18:34get information then you you're you're18:36jumping ahead18:38in that interaction when when someone18:41needs something now they know who to go18:43to and I think that that is the type of18:48um shorter term18:50uh18:51wins that an organization can have18:54because when people then are using you18:56in that way then those conversations18:58happen and then if you've already19:01established this trust or you already19:02established yourself as a thought leader19:04then you you give yourself the Authority19:07or you give yourself the permission19:08they've given you the permission to ask19:10the question19:11and sometimes the simplest question what19:14do you need19:16I do it we can do it what do you need19:20right now we can make that happen19:22um19:23so I I definitely think technology is a19:26big help I think um19:28there's a lot of ways to connect with19:30people and to find out their needs19:33um you know we've gotten back into19:35conferences uh we've gotten back into19:38meeting19:39um on and networking and getting19:41together and sometimes it's just that19:43direct question19:45of what do you need how can I help uh19:48how can I how can I make a connection19:50for you uh that is that opens up those19:53doors and when somebody tells you what19:55they need then it's19:57then I always think of it as then well20:00how do I fill that need you know is it20:03in my wheelhouse to fill it then I'm20:04going to do that I'm gonna you know and20:06then those small things build and build20:09and build and hopefully over time then20:11you get to that part where you get the20:12big sale20:14um but you feel this need here you feel20:16that need here and it just continues to20:18grow and establish and then of course20:20word of mouth because once you do that20:22with one person they're going to talk20:23about you with somebody else20:26to me that's like a continuation and I20:28love how you simplify this ask people20:30what's important to them but before you20:32can ask them you need to do this thing20:35in terms of building your brand or your20:37personal brand a company brand20:40and it's a noisy space there are a lot20:43of people trying to do exactly that so20:45are there any20:47um bits of wisdom you could share that20:50work particularly well in healthcare20:53yes20:55um so it it is very noisy and sometimes21:00so what I what I found is Market21:03segmentation is one way uh to look at so21:08looking at the the market that you're21:10trying to Target21:12an exercise that uh21:15that I do and our teams have done a lot21:18of is looking at you know here's here's21:20our capabilities this is what we're good21:22at and here are our strengths21:25um and then looking at your target21:26audience and your market and who you can21:29Target and you can't Target everybody21:32um and it doesn't make sense to Target21:33everybody21:35and you know you could be very21:37sophisticated in how you tier potential21:40customers or you can be you know very21:44basic in how you do it but you know some21:47sometimes even even the most basic I I21:49found that some some people have the21:51intuition to take and figure that out21:55even with the most basic21:57you know not a complicated algorithm of22:00modeling to be able to do that22:02um but basically then once you tier your22:04Market22:08determining where your sweet spot is22:12um in in that and then targeting towards22:14that speak sweet spot so for an example22:16of that is that if you're I spend a lot22:19of time in the health payer space and22:22there's maybe about in the U.S there's22:24maybe about 200 Health pairs across the22:28nationally22:30um 80 about 80 of them 75 to 80 are the22:35larger organizations and and and then22:37the the organizations that everybody22:39knows their name are probably like 10.22:43um so you've got 10 everybody knows22:46their name they're the big players22:47that's who's everybody's targeting22:48they're they've got Deep Pockets and22:50they're huge organizations and then22:51you've got about 50 that are like22:54Regional players but they've they've22:56they've got investment money and and22:58they're they're strong in their in their22:59uh area23:01um and then you've got the rest23:03and they're all the rest are typically23:06like Niche players23:09um however23:12if you're looking at the market and23:14let's say you're for example you're a23:16startup23:18um and you're trying to Target who do I23:22get in with who do I focus on23:27it's really hard to your point23:30to get the big players to pay you23:33attention23:34it's probably maybe only23:38of certain percentage you know23:41less are difficult to get the next group23:45but there's a hundred and something23:48smaller organizations that don't have23:52the big Pockets however23:55they have Niche needs and they tend to23:59sometimes be forgotten24:01and but24:03that may be where your sweet spot is and24:07so my what I've advised or told other24:11organizations as I'm you know as they're24:13as I you know especially startups as24:15they've talked about what some of their24:17Solutions are24:18is you know look really deeply at this24:21market and also don't necessarily be so24:24swayed by these big names I know that24:26the big name means something24:28um and and it's important and you'll get24:30there however the there may be a24:34audience for you that may be very24:37lucrative for you to build to that24:39that's in a smaller space that you need24:43to focus on thank you for sharing those24:45insights for startups and24:47um like organizations that they're24:49getting started with the product could24:51you talk a little bit about building a24:53customer pipeline in uh B2B Healthcare24:57sales24:58yes uh and that could be that could be25:01pretty difficult25:02um as you're you know when you're25:03getting started I think after time it25:06becomes easier and easier especially25:09when you um some of the things we talked25:11about when you delayed the foundation25:12you have your you know you have your25:14brand established you have your25:17knowledge repository established25:20um you're getting out there you're25:22getting recognition25:23um in in the space uh and those are all25:26part of building a pipeline so those are25:28like the foundational pieces of building25:30the pipeline but then those seem to I25:33think over time those start to become25:35you know easier and easier to do it's25:37it's harder in the beginning and then it25:39gets easier over time and then that25:41should become like a well-oiled machine25:43and Technology makes that possible for25:46that over time to be that way uh and25:49then as you're25:51um as you're doing more and we talked25:52about Market segmentation as you're25:54doing Market segmentation some of the25:57other things that go into looking at25:59Market segmentation and also building26:01out pipeline is that you have your main26:04Market that you're targeting and you26:06have your main Suite uh what I like to26:08call like the sweet spot26:10for Solutions or you know the things26:13that you're going to be able to go out26:14there and sell right away26:16um but then is you should be also26:18developing or looking at the market to26:20see what's coming and26:22as a part of your as you're developing26:24the pipeline and you're having the26:26conversations is that you're you're26:28putting out information and you're26:30helping people and you're having26:31conversations about the what's happening26:34right now but you're also having26:36conversations about and vetting your26:39ideas for what you're going to be26:40putting out in the future so it creates26:43this continual pipeline of information26:46sharing with your potential customer but26:49then also a continual pipeline of hey26:51I've got something new to talk to you26:53about so you establish that if you26:55establish the line of communication to26:58do that and then as you're looking at27:00your Market you're saying okay well this27:02Market here this is where the direction27:04of the market is going27:06um and so if I take a step back from27:08that this is what I have right now but27:10six months from now a year from now two27:12years from now I need to have something27:14new to talk to them about and then that27:16continues to and they'll be changing too27:18so it's like a constant energy27:19interchange but then also as a part of27:22that market segmentation is that there27:24may be markets that you're not targeting27:27right now so it's also this27:30how will we get into these other markets27:32or how will we create a market and27:34that's the ideal situation right the27:37ideal situation is like I think is for27:39most people to say most organizations to27:41say I'm going to create a market that27:43nobody else is in27:44yeah27:46easier said than done right but it it27:48happens27:49um but but27:51how is this you know we're in this27:53market so let's say you're focusing on27:55smaller Health Plans you're doing you27:57know we're you're doing a certain work27:59with those Health Plan you're you're28:01growing that business you're continuing28:03to have conversations and in those28:05conversations you're extracting28:06information from them and from that28:08you're extracting information to28:09continue to build a pipeline because28:11they're telling you what is needed but28:15then you can also look at hey this is28:17the profile of this organization this28:19organization also matches to all these28:21other organizations now all28:23organizations are not exactly the same28:25so I'm not saying it's like exactly you28:27know one for one but it's if they're in28:31a niche market it's similar and they28:35also have to keep up with you know28:37there's this thing of28:39um everybody you know business is compet28:42if you're in if you're if you're a28:44for-profit business you're in a28:46competitive environment you have to keep28:47up if not you you just will you know you28:50won't survive so if everybody else is28:53doing something then these other28:54organizations are going to do it right28:56they may not be the the ones that come28:58in the beginning but they're going to do29:00it so then that becomes your your Target29:02because you're looking at I'm working29:04really good with this organization I'm29:06doing a lot of great work for them I've29:08got all these other organizations that29:10now I need to also continue to try to29:13get in front of29:14um and and that's building your pipeline29:16and then you can also take that and say29:18okay this maybe I only focus on the29:21smaller but now I've got enough29:24to have a conversation now with a29:26mid-size or a regional player because29:29I've got enough information that now I29:32can have that conversation I can be29:33valuable to them and and from there29:36and that's that's that continual29:38pipeline building29:40um that uh that I like to do and I think29:42that that's how you continue to have29:44conversations you're continually29:46relevant in the market and you always29:48have something new to um to talk to your29:51customers about29:52very cool I love how again you're29:55creating a bit of a foothold in a place29:57where you can create it and then use it29:59to expand it it's almost like military30:02yes yes exactly as you are an advisor30:06for Kepler team and we work with early30:09stage startups and for us I'm really30:12curious you mentioned those30:14areas where do you see particular30:16opportunities right now where should30:19startups early stage companies or30:22smaller companies Focus their efforts30:24what are the blue oceans yeah right now30:28right so30:30um I mean everybody's talking about AI30:32right and the things they are is going30:35to do and I think uh I think that's30:37that's an opportunity area30:40um but30:41more so30:42I I feel that the baby boomers30:49um are going to create and are creating30:52a need for30:56um30:57Senior Care30:59so there's going to be so many baby31:02boomers by a certain and I don't know I31:05don't have the statistics in front of me31:06but there's going to be so many baby31:07boomers that are going to be in the31:09Health Care system at a certain point in31:12time in the next five to ten years it's31:15going to outpace any number that's ever31:17that's that's ever been and they're31:19going to come with31:21a unique set of needs31:23um but in addition to that the31:26Millennials and Generation X thank you31:31Generation X are going to be in a31:34situation of being in the sandwich where31:37they're going to have to care for31:40the Baby Boomers and their children and31:44so they're going to need31:46capabilities and ways to manage that31:50um and so there's a huge there's going31:52to be I think there's going to be a huge31:54need to be able to focus on that31:57um demographic and the current way that32:00that happens is not sustainable so most32:04people that that deal in that situation32:06they know that is a terror that's a hard32:09place to be is to have an aging parent32:13um and you're and and not who is sick32:16and the emotional and the financial32:21um burden but nursing homes are not the32:25answer32:27um and so I think that there will32:29there's there's a huge opportunity there32:31for people to re-look at that model and32:33to figure out a way to reinvent it on32:36the health system side as well as payers32:39as well as Pharma because you know32:42management of their drugs management of32:45the spend of their drugs all of that is32:47is a huge part of managing32:50um a senior uh in addition to the fact32:52that most seniors all they want is to be32:55autonomous so you know giving them that32:58ability as well so I think that's a good33:01that's going to be a really big33:02opportunity and I'm probably not even33:04scratching the surface on how that could33:05be reimagined for a startup organization33:09but I think that's we're going to see33:11some changes there and have you seen any33:14like organizations uh getting a head33:18start so interestingly33:21um so33:22at uh CVS purchase a company called33:25signify health33:27um for like eight billion dollars or33:30something like that recently and a lot33:33of the large large organizations are33:35doing something33:36um United is another example they're33:40they're vertically integrating so33:41they're basically33:43um buying help not necessarily every33:46part of a health system but they're33:47buying pieces of the health system but33:48they're also the health plan and then33:50they also control some piece of the drug33:52like CBS Health being you know the33:54biggest Pharmacy33:56um in the nation and so they're33:58controlling that whole supply chain34:01um and so now they purchase signify34:03Health which is an in is a senior care34:04product34:06so now they're theoretically they are34:11they are attempting to control the whole34:15from the beginning to the end of a34:18person's a a person's um Healthcare34:20Journey34:22and34:23I think there's going to be more of that34:26and so that is going to and they'll34:29likely try to innovate on the concept of34:32how you deliver Senior Care34:35um34:35and so and how you do all that they have34:37the access to do it uh so I think that's34:40an example of like the the large34:42organizations34:44seeing that and adapting to it and going34:46in that direction which I think is34:49something that you know entrepreneurs34:51and startup Founders should start to34:53think about not necessarily not34:55replicating what they're doing but more34:58why are they investing there35:00why are they choosing to buy a company35:02like signify Health why are they35:03choosing to buy35:05um a primary care35:08um like one medical like Amazon purchase35:11one medical why did Amazon decide to35:13purchase one Medical35:15I think that's something that startup35:17Founders and entrepreneurs should think35:18about and then seeing where they're35:20making their Investments and that is the35:23places not necessarily to replicate35:25exactly what they're doing but more so35:26that's the focus areas for the future35:29um where the money is going to be35:31if you were to give advice to younger35:33self starting out in B2B sales with the35:36focus in healthcare industry what would35:39that advice be35:41huh35:43definitely learn as much as you can ask35:46tons of questions35:48try to connect with those that have been35:50in the industry for a while and and and35:52mostly35:55um to just understand it not necessarily35:57to be influenced by it because I am a36:00firm believer that you know technology36:02and change has come from people36:04reimagining things and not doing it the36:07status quo so I think you know you take36:08it back to First principles thinking and36:10dissect and take it apart however you do36:14have to understand what it is36:16um so asking those questions finding out36:18what it is what is this and how did it36:20get here and then being very creative in36:24taking it apart like asking those hard36:26questions why does that really have to36:29be that way36:30and who do I need to talk to to try to36:33understand36:34maybe where there's an opportunity to36:36make a change everything we talked about36:38uh36:41it sounds like there is a process in36:43place and processes take time and36:45usually you learn through failures when36:47things don't work out so how do we deal36:50with36:52setbacks that are bound to occur when36:55we're starting out right I uh when I was36:58younger I always thought that you know37:01you you were supposed to do things37:02perfectly and that if you didn't do37:05things perfectly if you asked a question37:07that wasn't right37:09um maybe something that someone37:10considered to be a dumb question or you37:13didn't have everything together or you37:15were still learning that something was37:17wrong with you know your process however37:20what I've learned is most of the things37:22that really were game changers for me37:25are things that I learned from trial and37:27error making the mistake or stumbling37:31into something asking questions and37:34getting answers and then the light bulb37:36goes off so I think now that the process37:41of learning is about failure at times37:44and so you're going to fail if you're37:47always doing everything 100 right you're37:50probably not taking any chances and that37:52means that there's likely a lot of37:54opportunities that you're missing out on37:56so now I feel that38:00the question asking questions Having the38:03courage to ask those questions even at38:05times looking silly but those questions38:09generate answers that hopefully will38:11create a learning opportunity and that's38:14that's the place that you want to be in38:16um and and over time you'll get better38:18at accepting the fact that hey I've made38:21a mistake or that failed but then you38:24also recover very quickly over time38:25because you realize hey that wasn't that38:29didn't work38:30no problem now on to the next thing I'm38:33going to recover move on and take what I38:36learned from that and that's going to38:38create the other opportunity and38:39eventually that does end end up in38:41usually being success38:43thank you so much Tina thank you thanks38:45for having me thanks for coming my38:47pleasure thank you all for tuning in to38:50today's episode on B2B sales strategies38:52with Tina Galloway38:54as we wrap up I'd like to shine a38:56spotlight on the driving force behind38:58this podcast Kepler team Kepler team is39:01a custom software development agency39:03that is dedicated into breathing life39:05into new products streamlining39:08integration of existing systems and39:11meeting unique needs of healthcare39:13innovators when it comes to scaling the39:16solutions so if you're looking for an39:18engineering team Kepler would be an39:21Exemplar choice39:22until the next episode continue to39:24innovate
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