Short Takeaways, Show Pulses, Tachyons
Skepticism on AI in Health Care
………..AI is an interesting one in health care, because if you go back, let's just call it 2012. There was a couple in there. You know, the big one was supposed to be IBM Watson. And, you know, I've often referenced, you know, I did a post on LinkedIn the other day, like there was Watson and MD Anderson. It was the moonshot for cancer. It was going to do all this stuff. And it ended up not working out. You know, it was $62 million was, I believe, what was the total spend. It was supposed to be able to diagnose and come up with all these creative ways. So anytime with AI, I'm always at the very back of the hype train. I'm very much of that. How is this going to work? What are we going to do to make this successful as we're trying to do it? Can we make that happen?…………………………………..
Resilience in Sales: Lessons from Xerox and Enterprise Rent-A-Car
………The folks that I love to work with and I've been successful with through the years is the people that worked for Xerox because you're cold calling on office centers and just getting the crap kicked out of you every day, all day long. Folks that work for Enterprise Rent-A-Car, you know, you get out there as a management trainee and you're dealing with the general public 60 to 80 times a day. Like you're going to take so many whoopings, it's not even funny. Like it gets to the point where you hear some insults and cut downs, I'd get a laugh. I'm like, that's good, man. I've heard that before. That's exceptional. But you learn, you don't take it personal. It's not that they don't like Michael Mann or Kyle Gibson. I don't know what was going on with their day when they come in there, but you really learn that skill set and you develop emotional competency so that you can get to that point that you can say, OK, hey, like, are we here to do business or what are we here to do?………
Balancing Health and Work: The Importance of Walking and Playing Pickleball
…….What you're doing to sharpen your edge and, you know, improve yourself. I love that you mentioned pickleball. My wife and I just started playing three weeks ago. We're absolutely terrible. We don't even try to play by the rules. We just hit it back and forth and have a good time. So pickleball has been one of those. A lot of my time, I average about 14,000 steps a day. So I try to spend time like I share with folks. I've had diabetes for 27 years, so it's critical for my blood sugars that I walk a minimum of an hour a day, whether I'm on conference calls, something along the lines. I just have to make that happen. And my blood sugars are way stronger than if I'm not doing that. Like, that's just the thing I've got. You can't see it over here. I've got a little patch that you change every ten days that monitors my blood sugar in five minute intervals………….
Dr. Duke's Fascinating Background and Preparing for a High-Stakes Meeting
………..You know, Dr. Duke actually worked at Parkland back when JFK was assassinated. So he was there. Then he opened a hospital, I believe it was in Jalalabad, Afghanistan, you know, in the 1960s. And then he was the father of Life Flight in the United States. So like when people have the birds that are picking everybody up, that was a lot of his concepts of what he made happen. And I remember I'm going into this meeting and I'm like, what am I about to do presenting in front of these folks here? The night before, I'm watching YouTube videos of both of them speaking in front of Congress. I was like, okay. At that point, I wrote myself my script of like, Look, do not try to use any big words here. Do not try to get into a battle on like, oh, what are we going to do for fresh plasma? Like, what's the ratio between blood and normal saline that we should be using for a patient that's ideal? I was going to lose that 100 times out of 100 in that audience over there….
Building the Ideal Healthcare Sales Team
…….And tell me about like what I would love to know, what would be the perfect like if you created a company like the sales team? Obviously, this is a teen sport. What would that look like if you were a CEO today of a enterprise health care technology or startup? What would that look like from ground day one? If you could do it, if you had a marketing budget, you just raised enough money, like say Series A, whatever. What would that look like? Good question. I'm all about keeping it simple. So if I was creating a team and I was running the show, there's always two variables I want to know in sales, which are pretty simple. It's A, when do you want it? So is this something that you want to have installed tomorrow? Is it something you're looking for two years down the line? And secondly, is how are you going to pay for it? Because we need to know, like, is it going to be financed? Is it going to be are we having a vote for taxes for a county hospital is going to come to the field? What's going to take place to be able to make sure that we can do business together? So if I'm bringing the team, it's a mix of the technical aspect as well as the outreach to get in front of customers, because the biggest problem that most organizations have is they just don't get to swing the bat enough they don't know deals are going on that all of a sudden there's a press release from some company that hey they bought five mris or over here you know they but they rolled out a whole new pack system into someone and you didn't know it was taking place so that that's the fear that you have disrupts and you've got to make sure that you're connected within the industry and connected with the folks at the hospital to make it happen And therein lies the hard part because it goes back to like your first question you were asking about like, you know, what are hospital systems like today? Turnover is pretty high. Let's see if they're having 20, 25, 30% turnover. It's going to be challenging to get one of these projects across the finish line because your champion or other folks that are there might just leave and you get the old email bounces back. So I would look for sales reps that are hunters, you know, that are willing to go out there, get in the field and really aren't affected too much by rejection because they're you're gonna get punched in the face all day long and if you don't like that then it's the wrong industry to be in and then i would mix that with the technical aspect that i can think through my career i used to sell mris from an mri standpoint i took physics i believe in 11th grade i think i made a b and it was not my strongest suit that was the end of my physics career so when you're selling an mri You get to the, you know, you're sitting in the room, you're doing your engineering and design behind it, and you start to bring Gauss fields into play. You know, I would just go, I would find whoever their physicist was. I would try to fly my physicist in. I'd put us in a room together, introduce everybody. Sit in the corner. Hey, guys, I'll bring all the coffee and you need you need food. But when it comes to what you're writing on the whiteboard, like I recognize the sigma and some of the other symbols. But when they started doing mathematics and physics on the board, I didn't know what was going on. Like that is not my place to jump in. So a lot of times it's you've got to bring the right person to the right customer. And as the CEO or in sales, that's your responsibility. You've got to line up the right people, either from a technical fit. And even as important but often overlooked is the personality fit. Are these folks are going to be willing to work together or are you going to throw them in a room and it doesn't work out well?………………….
Building an Effective Sales Team
…………If you could do it, if you had a marketing budget, you just raised enough money, like say Series A, whatever. What would that look like? Good question. I'm all about keeping it simple. So if I was creating a team and I was running the show, there's always two variables I want to know in sales, which are pretty simple. It's A, when do you want it? So is this something that you want to have installed tomorrow? Is it something you're looking for two years down the line? And secondly, is how are you going to pay for it? Because we need to know, like, is it going to be financed? Is it going to be are we having a vote for taxes for a county hospital is going to come to the field? What's going to take place to be able to make sure that we can do business together? So if I'm bringing the team, it's a mix of the technical aspect as well as the outreach to get in front of customers, because the biggest problem that most organizations have is they just don't get to swing the bat enough they don't know deals are going on that all of a sudden there's a press release from some company that hey they bought five mris or over here you know they but they rolled out a whole new pack system into someone and you didn't know it was taking place so that that's the fear that you have disrupts and you've got to make sure that you're connected within the industry and connected with the folks at the hospital to make it happen And therein lies the hard part because it goes back to like your first question you were asking about like, you know, what are hospital systems like today? Turnover is pretty high. Let's see if they're having 20, 25, 30% turnover. It's going to be challenging to get one of these projects across the finish line because your champion or other folks that are there might just leave and you get the old email bounces back. So I would look for sales reps that are hunters, you know, that are willing to go out there, get in the field and really aren't affected too much by rejection because they're you're gonna get punched in the face all day long and if you don't like that then it's the wrong industry to be in and then i would mix that with the technical aspect that i can think through my career i used to sell MRIs from an MRI standpoint i took physics i believe in 11th grade i think i made a b and it was not my strongest suit that was the end of my physics career so when you're selling an MRI You get to the, you know, you're sitting in the room, you're doing your engineering and design behind it, and you start to bring Gauss fields into play. You know, I would just go, I would find whoever their physicist was. I would try to fly my physicist in…………
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120 AI Healthcare, Sales, Biggie Smalls, & No more Ramen with Kyle Gibson