Inside: The Digital Health & Sales Locker Room

Episode #24: Thomas Reinholm, LoopGolf

Episode #23 I welcome Thomas Reinholm [https://www.linkedin.com/in/thomas-reinholm-02b92728/], Co-Founder LoopGolf [https://www.joinloopgolf.co/]! A metro-Detroit native moved to San Francisco out of college. After spending the first four years of his career at a public equity investment fund, Thomas was looking for hands-on operating experience and found himself at Block Inc. (formerly Square), the mobile payments company. After nearly five years at Block, Thomas and his co-founder Matt saw an opportunity to build golf's first digital wallet, LoopGolf. Their product is live in the iOS app store today, check it out [https://apps.apple.com/app/apple-store/id1616033105]!  Podcast Segments * Origin Stories * Top & Bottom Golf and Pitch Story * Mount Rushmore of Golfers Golf Courses and Playing Partners * MJ vs Lebron Debate * Old School Golf Betting” vs LoopGolf * Predictions for Golf + Payments World * On the Clock Plug Download and follow Loop Golf * App Store [https://apps.apple.com/app/apple-store/id1616033105] * Website [https://www.joinloopgolf.co/] * Instagram [https://instagram.com/loopgolfledger?igshid=MzRlODBiNWFlZA==] * Tiktok [https://www.tiktok.com/@loopgolfledger?_t=8e8INbF6aJL&_r=1] * YouTube [https://www.youtube.com/@loopgolfledger] * Linkedin [https://www.linkedin.com/company/loop-golf/] This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitalhealthlockerroom.substack.com [https://digitalhealthlockerroom.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Episode #23 Danielle Poreh, Healthcare Operations & Call Centers

Danielle Poreh [https://www.linkedin.com/in/danielleporeh/]is a healthcare operator and advisor. Currently, Danielle advises start-ups and builds educational programming with Out of Pocket to help operators build more thoughtfully. She runs a course on how to build a healthcare call center and Operations Knowledgefest, a conference for healthcare operators. She was the first employee and Head of Operations at Better Health, supporting thousands of members to access their medical supplies and manage chronic conditions at home. Danielle is fluent at bringing medical devices to market (and three languages), having co-invented a novel orthopedic device and overseeing 200+ sales representatives as founding team member at Ossio. She couples her passion for commercialization with a strong research back-bone, having advised Samsung's Design Center while publishing and teaching Design Thinking at UC-Berkeley’s Design Institute. When she's not supporting operators, she's immersed in the world of food- from research to pop-up dinners.  Podcast Topics * Origin Story * Top and Bottom Sales Story * Healthcare + Operations Rapid Fire Topics * Operations Innovations & Predictions * Rookie Healthcare Operations Advice * “On the Clock Plug” How to Connect with Danielle and Out-of-Pocket Health * Click Here to Register for How to Build a Call Center Course [https://www.outofpocket.health/courses/how-to-build-a-healthcare-call-center] (Last Day is TODAY) * danielle@outofpocket.health [danielle@outofpocket.health]  * Linkedin [https://www.linkedin.com/in/danielleporeh/]and Danielle’s Website If you enjoy Inside: The Digital Health & Sales Locker Room, it would mean the world to me if you invited friends to subscribe and read with us. If you refer friends, you will receive benefits that give you special access to Inside: The Digital Health & Sales Locker Room. How to participate 1. Share Inside: The Digital Health & Sales Locker Room. When you use the referral link below, or the “Share” button on any post, you'll get credit for any new subscribers. Simply send the link in a text, email, or share it on social media with friends. 2. Earn benefits. When more friends use your referral link to subscribe, you’ll receive special benefits. * Get Free Sales Resources for 5 referrals * Get 1/1 Sales Session Monthly for 15 referrals * Get Podcast Guest for 30 referrals * Connect with me on Linkedin [https://www.linkedin.com/in/josh-pappas-95679ab0/] or visit the website for more Podcast + Sales Resources [https://digitalhealthlockerroom.substack.com/] * Looking for an alcohol-free edge!? Try HIYO 20% Off! [http://rwrd.io/4dtq2ni?c] * Join Sales Community Pavillion Here [https://www.joinpavilion.com/apply-now?REFERRALCODE=1JOSHPAPPAS54&RR_WCID_TTL=396&RR_WCID=8532E4E9-5738-4B63-BE6A-6FADB9DFAFD3&pricingRegion=North+America&step=0] * Register NOW for this summer’s Young Health Leader Summit [https://www.advancementleague.org/yhlsregistration]. Make sure to use code: “TEAMJOSH” for discounted registration. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitalhealthlockerroom.substack.com [https://digitalhealthlockerroom.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Episode #22 Healthcare + Recruiting with Sara, Greg and Michael

Episode #22 features a rockstar panel of guests: Sara Weathington [https://www.linkedin.com/in/saraweathington/]Founding Recrutier of Turquoise Health [https://turquoise.health/] Sara Weathington is the founding recruiter of Turquoise Health. Her career started in legislative affairs and then transitioned to recruiting. She now specializes in health tech talent. She uses these experiences to create a best-in-class recruiting program– prioritizing candidate experience and preserving her hiring team's time and resources while continuing to drive DEI best practices and creating a culture that folks want to be a part of. She lives in Atlanta with her two kids. Her interests are all things food, sending ridiculous memes to her friends, and her most recent obsession is Ted Lasso. Greg VanDyne, Account Executive Cerca Talent [https://cercatalent.com/]and Co-Founder of CallSign 22 [https://www.linkedin.com/company/callsign22/] Greg VanDyne is a Former Green Beret Medic tumed Executive Recruiter in the HealthTech space. He has translated 10+ years of clinical, MedTech sales, and organizational leadership experience into a passion for building commercial teams. Greg is also a strong advocate for mental health and is Co-Founder of CALLSIGN22—a non-profit dedicated to reducing veteran suicide. Michael Mann, Managing Director, Healthcare Division of DeSanti He has 14 years of experience in the US healthcare system. His knack for building and maintaining strong client relationships, growing partnerships, and sourcing top talent for technical projects is second to none. Thanks to his extensive healthcare network, Michael accelerates the search process and consistently delivers mutually beneficial results for providers, physicians, payers, hospital administrators, and vendors. He boasts a proven track record of driving business growth, reducing hospital readmissions, and improving healthcare outcomes. With past experience as a Chief Commercial Officer of a digital health technology company and a former owner of a care management organization, Michael brings a wealth of expertise to the table. He holds a master’s in healthcare administration from The George Washington University Milken Institute of School of Public Health. When he's not working, Michael is an active community builder, startup advisor, and host of the Planetary Health Mars Next Podcast and newsletter. He enjoys outdoor activities like surfing, hiking, and working out, as well as spending time with his wife, daughter, and two furry friends. Podcast Segments * Origin Stories * Top & Bottom Sales Story: * 4 and 4 and 4 Segment * Rapid Fire Healthcare + Recruiting Questions * Predictions for Recruiting * Tech Booster * On the "clock" Sales Plug: Make sure to connect with Sara (sara@turquoise.health), https://planetaryhealthfirstmarsnext.substack.com/Michael (michaelm@desanticorp.com), Greg (greg@cercatalent.com), and check out the Hiring Now opportunities in the health tech space! * Turquoise Health Open Roles Click Here [https://turquoise.health/careers] * Tendo Open Roles: Click Here [https://jobs.lever.co/tendo] * CercaTalent Open Roles: Click Here [https://cercatalent.com/] * Connect with me on Linkedin [https://www.linkedin.com/in/josh-pappas-95679ab0/] or visit the website for more Podcast + Sales Resources [https://digitalhealthlockerroom.substack.com/] * Looking for an alcohol-free edge!? Try HIYO 20% Off! [http://rwrd.io/4dtq2ni?c] * Join Sales Community Pavillion Here [https://www.joinpavilion.com/apply-now?REFERRALCODE=1JOSHPAPPAS54&RR_WCID_TTL=396&RR_WCID=8532E4E9-5738-4B63-BE6A-6FADB9DFAFD3&pricingRegion=North+America&step=0] * Register NOW for this summer’s Young Health Leader Summit [https://www.advancementleague.org/yhlsregistration]. Make sure to use code: “TEAMJOSH” for discounted registration. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitalhealthlockerroom.substack.com [https://digitalhealthlockerroom.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Episode #21: Scott Leese, CEO & Founder Scott Leese Consulting, Surf & Sales, GTM United

Episode #21 I welcome Scott Leese, [https://www.linkedin.com/in/scottleese/] CEO & Founder Scott Leese Consulting [https://scottleeseconsulting.com/] to the Podcast! Scott has spent his entire professional career building and scaling early-stage startups and has a proven track record of lifting organizations to new heights with limited resources allocated to the task at hand. * SVP Sales at Qualia, [https://www.qualia.com/] we went from zero paying customers and revenue to capturing ~15% market share in 3 years. We grew from around 25 employees to over 200. We built the first settlement system in the title industry to take advantage of modern technology and became a unicorn. * SVP Sales at OutboundEngine, [https://www.outboundengine.com/] I was lucky to work with fantastic teams in Austin and Scottsdale. In 2015, we were ranked #136 on the Inc. 5000 Fastest Growing Companies, and we moved up to #95 on the 2016 list. Grew revenue by over 650% during tenure * VP Sales at Main Street Hub, [https://www.godaddy.com/online-marketing/digital-marketing-services]built sales offices in Austin, SF, NYC and LA and was responsible for every aspect of the sales organization. Grew the team from 2 to 200, and we were named to the Inc. 5000 Fastest Growing Companies list in 2014 and 2015. Main Street Hub was acquired in 2018 by GoDaddy for $175 million. Scott Leese Consulting [https://scottleeseconsulting.com/] was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. He works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, coaching/training, and more. He teaches founders and leaders how to build scalable and successful sales orgs.Scott’s written two Amazon #1 best-selling books: "Addicted to the Process" [https://www.amazon.com/Addicted-to-Process-Scott-Leese-audiobook/dp/B07P6T24CV/ref=sr_1_1?hvadid=616931578501&hvdev=c&hvlocphy=9009971&hvnetw=g&hvqmt=e&hvrand=12928284723619570075&hvtargid=kwd-317569810218&hydadcr=24631_13611696&keywords=addicted+to+the+process&qid=1686055344&sr=8-1] [2017], and "More Than a Number" [2021]. He also co-authored "From Rep to Manager" [2021] w/ Ryan Walker. He’s spent the better part of the last decade building communities that provide people with a safe space to learn, grow, and develop their skills (GTM United, [https://www.gtmunited.com/] Surf and Sales [https://www.surfandsales.com/], and Thursday Night Sales [https://www.linkedin.com/groups/13863744/]). Podcast Segments * Origin Story * Sales Impact Story * Top & Bottom Sales story * Mount Rushmore of Sales Leaders * MJ vs Lebron debate * Sales Consultant (Working for yourself) vs Sales Rep Working for a Company * Advice for a Rookie sales rep * Tech Booster: (Sales tool besides you couldn’t live without/ or your favorite new tool you have discovered) * On-the-clock sales plug Scott Leese Consutling, Surf and Sales, GTM United Key Takeaways: * Scott’s "learned, earned, and burned" framework suggests three criteria for evaluating whether to stay in a role or seek new opportunities: * Learned: Have you reached a point where you have nothing left to learn and no one else to teach you in your current role? * Earned: Have you consistently maximized your compensation plan, indicating mastery in your position? * Burned: Have you experienced mistreatment, being passed over, or feeling unsafe in the workplace? * If you meet all three criteria, it is recommended to consider moving on from your current role. If you meet two criteria, actively seeking new opportunities is advised. If you meet one criterion, a passive job search might be suitable. If you don't meet any of the criteria, it may be best to stay and focus on your current position. * Monetize your time and the skills you already have! You can just say to somebody, hey, happy to have a chat, Josh. My calendar is booked for like months out for anybody who's not a paying client. I don't know if you're open to that kind of thing or not, but if you are, let me know. Make sure to follow Scott on LI and checkout the Sales Events/ Resources * Register for Surf and Sales here [https://www.surfandsales.com/reserve] * GTM United [https://www.gtmunited.com/join-now] * Thursday Night Sales [https://www.linkedin.com/groups/13863744/] Please make sure to Subscribe, Comment, Share, and Review! * Connect with me on Linkedin [https://www.linkedin.com/in/josh-pappas-95679ab0/] or visit the website for more Podcast + Sales Resources [https://digitalhealthlockerroom.substack.com/] * Join Sales Community Pavillion Here [https://www.joinpavilion.com/apply-now?REFERRALCODE=1JOSHPAPPAS54&RR_WCID_TTL=396&RR_WCID=8532E4E9-5738-4B63-BE6A-6FADB9DFAFD3&pricingRegion=North+America&step=0] * Register NOW for this summer’s Young Health Leader Summit [https://www.advancementleague.org/yhlsregistration]. Make sure to use code: “TEAMJOSH” for discounted registration. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitalhealthlockerroom.substack.com [https://digitalhealthlockerroom.substack.com?utm_medium=podcast&utm_campaign=CTA_1]

Episode #20: Video & Sales, Melissa Gaglione, Deel

Over half of sales reps report that connecting or booking meetings is the top challenge they face in their process [https://www.vidyard.com/virtual-selling-report?sfc=7014O000001FJP3QAO]. Luckily, video messaging is an excellent tool to add to your sales toolkit and help make your prospecting efforts easier and to help book more meetings. These stats prove just how far-ranging and effective video outreach (and video for sales [https://www.vidyard.com/blog/video-for-sales/], in general) are. * Improve Open Rates—sales teams that use video get a 16% bump in open rates (SalesLoft [https://salesloft.com/resources/blog/video-sales-emails-increases-reply-rate/]) * Get More Replies—sales teams that use video see a 26% increase in replies (SalesLoft [https://salesloft.com/resources/blog/video-sales-emails-increases-reply-rate/]) * Net a Higher Click-Through—emails that contain video have 4x the CTR of emails without (Inside Sales [https://www.insidesales.com/use-video-to-boost-your-pipeline/]) * Close More Deals—closed deals involve using webcams 41% more often than lost deals (Gong [https://www.gong.io/blog/best-discovery-call-tips/]) * Gain a Competitive Advantage—only 43.8% of sales teams use video in their prospecting strategy (Inside Sales [https://www.insidesales.com/use-video-to-boost-your-pipeline/]) Video makes sending outreach emails faster and more effective. How? Unsurprisingly, sales reps spend 21% of their day writing emails. Whether you’re recording a quick video rather than writing out a long message or adding a pre-recorded video to boost an email, video messages are a big time saver [https://www.vidyard.com/blog/save-time-with-asynchronous-video/]. (Source Vidyard) [https://www.vidyard.com/] Video Prospecting Technologies * Vidyard [https://www.vidyard.com/] * Loom [https://www.loom.com/] * VideoAsk [https://www.videoask.com/] * DeckLinks [https://www.decklinks.com/] * Open Reel [https://www.openreel.com/video-for-teams/] * Hippo Video [https://www.hippovideo.io/v2/] * Bonjoro [https://www.bonjoro.com/] * Drift [https://drift.co/] Episode #20 I welcome Melissa Gaglione [https://www.linkedin.com/in/melissagaglione/] AE Deel [https://www.deel.com/] to the Podcast! Melissa is a video prospecting expert, focused on strategic selling at the Fastest growing SaaS company in history at Deel. She is also responsible for building and executing the sales motion for Deels newest product offering, which is expected to be their highest revenue-generating product over the next few years.  Podcast Segments * Origin Stories * Impact Story * Mount Rushmore of Sales Leaders * Brandon Fluharty [https://www.linkedin.com/in/brandonfluharty/] * Scott Ingram [https://www.linkedin.com/in/scottingram/] * Kevin “KD” Dorsey [https://www.linkedin.com/in/kddorsey3/] * Jason Bay [https://www.linkedin.com/in/jasondbay/] * Mike Gallardo [https://www.linkedin.com/in/mike-gallardo-62a55b29/] * MJ vs Lebron debate * Video vs. Standard Outreach * Rookie Sales Rep Advice * Tech Booster * Dooly [https://www.dooly.ai/], ChiliPiper [https://www.chilipiper.com/], Sunsama, [https://www.sunsama.com/] Todoitst [https://todoist.com/], ReMarkable [https://remarkable.com/] Checkout Melissa’s Video Prospecting Course - Cold Video Outreach Strategies From Planning To Recording To Sending [https://melissagaglionesales.gumroad.com/l/melissagaglionesales] Melissa developed her Video Prospecting Strategies as an Enterprise & mid-market SaaS Seller. As a previous On-Air News Reporter for CBS and an Elementary School Teacher, Melissa uses her previous skills to create educational research-driven stories to inspire prospects to book discovery call and progress opportunities. She is achieving over an 80% positive response/conversion rate through video! Melissa started sharing her strategies on a variety of podcasts and summits. This influenced many sellers to leverage her strategies to book high-quality meetings. These proven video outreach strategies have been successfully leveraged by SDRs, AEs, AMs and Strategic Sellers in a variety of industries.  Make sure to follow Melissa [https://www.linkedin.com/in/melissagaglione/] on Linkedin and check out her video course here! [https://melissagaglionesales.gumroad.com/l/melissagaglionesales] Please make sure to Subscribe, Comment, Share, and Review!Connect with me on Linkedin [https://www.linkedin.com/in/josh-pappas-95679ab0/] or visit the website for more Podcast + Sales Resources [https://digitalhealthlockerroom.substack.com/]Register NOW for this summer’s Young Health Leader Summit [https://www.advancementleague.org/yhlsregistration]. Make sure to use code: “TEAMJOSH” for discounted registration. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitalhealthlockerroom.substack.com [https://digitalhealthlockerroom.substack.com?utm_medium=podcast&utm_campaign=CTA_1]