TrainSmart: The Medical Device Educators’ Podcast
By Cumby Consulting
TrainSmart: The Medical Device Educators’ PodcastSep 21, 2022
118 I Case Study: AI for Video Creation
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 Resources:
Need something better than AI for your next project? Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
117 I Executive Insight: Lead in an AI-Dominated World
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 MedTech leader.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
116 I Research & Reflect: The State of AI
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 partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
115 I AI for Med Device: A Conversation with Omar Khateeb
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 reshaping diverse sectors and offers his predictions for its ongoing evolution.
Related Resources:
Interested in following Omar Khateeb? Check him out on Linkedin and YouTube.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
114 I Case Study: Advanced Field Training
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 field training program for your new hires or experienced reps? Reach out to us at training@cumbyconsulting.com. Connect with us on LinkedIn: Cumby Consulting Rachel Medeiros Liz Cumby About Cumby Consulting: Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
113 I Executive Insight: Get in the Field!
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 at training@cumbyconsulting.com. Connect with us on LinkedIn: Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
112 I Research & Reflect: The OSF Ratio
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 research and what we think is the ideal OSF ratio for rep and physician training.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
111 I The Critical Importance of Field Training: A Conversation with Paul Praino
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 success of a new hire.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
110 I Case Study: Patient Selection Webinar
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: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
109 I Executive Insights: Training - Your Company's 1st Impression
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 physicians.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
108 I Research & Reflect: Physician Adoption of Technology
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 advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
107 I ONE Launch Plan: A Conversation with Amanda DePalma
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 advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
106 I True Story: Navigating Medical Device Sales with Peter Herrera
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 of building personal connections with both internal and external stakeholders as they gear up for the National Sales quarter this month.
Related Resources: Need a partner to help your reps retain information beyond the sales meeting? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting: Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
105 I Case Study: Learning Beyond the NSM
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 reps post-NSM, the conversation was able to travel beyond the room, bringing the learning back to each rep's territory. Related Resources: Need a partner to help your reps retain information beyond the sales meeting? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting: Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
104 I Executive Insight: Know, Measure, & Reinforce Your Goals
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? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
103 I Research & Reflect: Ebbinghaus's Forgetting Curve
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 one week.
This means that when it comes to newly learned information, if you don’t use it you lose it! In this episode, we discuss more about this research and what it means for National Sales Meetings.
Tune in to hear how to best combat the forgetting curve and ensure your reps retain what they learn at NSM for the long-haul!
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
102 I Capitalizing on the NSM Investment: A Conversation with Jill Canada
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! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
101 I Looking into the New Year: 2024 Trends Unveiled
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 engaging discussion and the last podcast of the year.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
100 I Q&A: "When is the right time for advanced training?"
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 training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
99 I Case Study: Continuing Education Product Launch
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, and quick reference guides while taking into account the varied experience of the sales force.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
98 I TrainSmart Tip: Add Continuing Ed Content to Intial Training
As we partner with companies, we see a lot of really great continuing education programs. From new product indications to new key learnings, continuing education programs distribute important information to physicians and reps. But what about the rep who gets hired on next month? Will they receive this important information? In this episode, we discuss the importance of adding continuing education content to the inital training content.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
97 I Executive Insight: Invest in Long-Term Growth
It's easy to invest in the initial training of physicians and reps, but if you want continued commercial success the investment should not stop there. Executives, invest in continuing education for your physicians and reps to see long-term growth, product adoption, and the results you expect from your product. In this episode, we discuss more about why this investment in continuing ed is worth it!
Related Resources: Are you ready to invest in a continuing education strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
96 I Advanced Training A Conversation with Chanel Tsegai
This month Liz sits down with Chanel Tsegai to discuss what works for advanced training. Throughout her career, Chanel has been a clinician, sales rep, and trainer, which gives her key insights. In this conversation, Chanel and Liz discuss what, why, and how to implement an advanced training program that meets every learner where they are.
Related Resources: Want a partner in developing your advanced training strategy? We'd love to help! Email us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
95 I Q&A: "How do I make training relevant?
Today, we're exploreing the keys to effective training: relevance, involvement, experience, and a problem-centered approach. Join us as we dive into conversations with experts, revealing insights to revolutionize your training methods and create impactful learning journeys.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
94 I Case Study: eLearning Product Launch
Today, we're diving into a case study that unveils the secrets behind crafting a successful structured training program. Discover the key strategies, insights, and real-world examples to designing effective training regimens for creating an optimal training program.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
93 I Executive Insight: Finding the Right Lead for Your Training Programs
What is the value of having a training professional vs. a subject matter expert? Who should lead my training programs? What does my training lead need to know about adult learning? Can I just hire anyone from the field? Should the subject matter expert lead?
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
92 I Make Learning Relatable: A Conversation with Carrie Berg
In this month's interview, Liz speaks with Carrie Berg, who leads learning and development at a virtual healthcare company. Carrie draws on her clinical experience in exercise science and cardiac rehabilitation as well as her experience in pharmaceutical and medical device sales and sales training to discuss how to develop training programs that are relatable and reinforce information for intended audiences.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
About Cumby Consulting: Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
91 I Q&A: What's the best sales process?
We often get asked, "What's the best sales training process?" The truth is, we're process agnostic. We just want a sales process that works for you and your organization. In this episode, Liz and Rachel share their best practices for selecting a sales process to fit your needs.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
90 I Case Study: Developing an Objection Handling Playbook
Cumby Consulting recently partnered with an organization to identify why reps weren't closing sales for the long term. Over the course of 6 weeks, Cumby Consulting partnered with focus groups to uncover the need, brainstormed with key stakeholders to identify objections, probing questions, and key messaging, and deployed a Sales Playbook for reps to use in preparing for conversations with their customers. Listen in to hear what they learned along the way!
Related Resources:
Want help creating a sales playbook at your organization? Visit our website or contact us!
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
89 I Executive Insights: Time for *Another* Sales Process?
Executives, is your new VP of Sales requesting a change to the Sales Process? How do you know when to let her do her thing and when to ask her to jump into what the company is already doing? Tune in as Liz & Rachel discuss the questions they'd ask the VP of Sales when requesting a process change.
Related Resources:
Does your team need help developing their own sales process? Reach out to us at training@cumbyconsulting.com
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
87 I Q&A: How do I prepare for what's next in my career?
Are you wondering what's next in your career? In this episode, Liz and Rachel discuss their answers to our listener question "What position should I look for next? and How should I prepare to get there?". They'll also share a special story of how the TrainSmart community has created a network of people who champion each other for years to come. Related Resources: Have a question? Email us!
Connect with us on LinkedIn: Cumby ConsultingRachel MedeirosLiz Cumby
About Cumby Consulting: Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
86 I Case Study: A Network of Med Device Educators
This month's case study looks at the power of a Med Device educator network. Tune in to hear from real members of the TrainSmart community who share about how this network has encouraged them in their current roles, connected them with other opportunities, and inspired them to create great training programs. Related Resources: Want to join the TrainSmart community? Visit our website or contact us!
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
84 I Executive Insights: Send your Training Team to TrainSmart
The TrainSmart Summit is coming next month, and your training team should be there! Executives, listen in to this week's episode to hear how the TrainSmart Summit and corresponding community will elevate your training team and have real results for your organization.
Related Resources: Want more information on the TrainSmart Summit? Visit our website or contact us!
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
83 I Discussing Career Development with Rachel Edwards
In this month's interview, Liz speaks with Rachel Edwards, Vice President of the Foot & Ankle Business Unit for Acumen in Portland, Oregon and her evolution with the company over 16 years. In this interview she discusses her unconventional pathway into the medical device world and shares her insight into accepting challenges, navigating obstacles and taking risks required for personal and professional growth.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
82 I Q&A: The Pre-Work Dilemma: Strategies for Unprepared Attendees
We've all had it happen: despite our best efforts, there's always some attendees who show up without completing the pre-work. In this episode, Liz and Rachel answer a listener question on how to approach this pre-work dilemma in advanced training for sales reps. Should the content be re-taught? Listen in to find out!
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
81 I Case Study: Physician Training Along the Adoption Curve
This month's case study dives into a physician training program that offers different training modalities along the product adoption curve. Listen in as Liz and Rachel discuss the different components of this training program and how the use of different modalities engaged physicians and provided them with the knowledge they needed - when they needed it!
Related Resources: Want help creating a blended learning program? Contact us at training@cumbyconsulting.com. Discover other Cumby Consulting case studies by following us on LinkedIn or visiting cumbyconsulting.com/services
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
80 I Executive Insights: Getting it Right: Key Questions for Identifying Training Needs
In this month's Executive Insights, Liz & Rachel share their top questions for executives to ask to determine the type of training needed. These questions will help you determine the budget, time, and resources needed for your company's next training. Ask these questions to get it right!
Related Resources: Do you need help creating the right training for your company's needs? Reach out to us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
88 I Navigate Sales Processes & Overcome Objections with Dante Salvetti & Ryan Lange
Join Liz as she sits down with sales experts Dante Salvetti and Ryan Lange, who together offer years of invaluable experience in the industry. From prospecting to closing deals, their practical tips and insights are applicable for sales professionals at all levels. Tune in to learn how to successfully navigate complex sales processes and effectively handle objections today.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
Dante Salvetti
Ryan Lange
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
85 | TrainSmart Tip: Elevate Yourself at the 2023 TrainSmart Summit!
TrainSmart is an authentic, tight-knit community created BY medical device educators FOR medical device educators. We want to elevate training beyond a one-time event to demonstrate the true value quality training adds to overall strategic business goals. These best and brightest minds from the industry will be gathering together next month for the TrainSmart Summit! This week's podcast dives into the benefits of TrainSmart and what you can expect at the 2023 Summit. We hope to see you there!
Related Resources:
Want more information on the TrainSmart Summit? Visit our website or contact us!
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
79 I Insights into Field Training with Nicole Gutierrez
Join us as we interview Nicole Gutierrez, a seasoned territory manager in the Bay Area cardiac monitoring industry. With 7 years of sales expertise and a background in training and education, Nicole offers invaluable insights into building impactful programs for field representatives. Discover her unique perspective on the intersection of education, learning, and customer interaction in this conversation and learn how to build a program that builds buy-in from reps and keeps teams engaged.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
78 I Q&A: Failure is Not an Option... Or is it?
"What if someone fails my exam?" In this week's episode, Liz & Rachel discuss what do when someone fails and how that's different than a failure. Listen in to hear more about how you handle this situation is a big part of setting your company culture.
Related Resources:
Send us your questions to training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
77 I Case Study: Data-Driven Evaluation Optimizes Training Program
In this week's Case Study podcast, Liz and Rachel emphasize the importance of using data-driven evaluation processes to evolve training programs. By continually evaluating the training process, companies can identify areas for improvement and optimize their programs to quickly onboard new hires. Tune in to learn more.
Related Resources:
Discover other Cumby Consulting case studies by following us on LinkedIn or visiting cumbyconsulting.com/services.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
76 I Executive Insights: Questions for Evaluating Effectiveness
In this month's Executive Insights, Liz and Rachel discuss the questions executives need to be asking to evaluate their training programs' effectiveness. They'll discuss questions to ask for evaluating the overall rep and physician training strategies, as well as questions to ask after every training class or major meeting (i.e., sales meetings, congresses, etc.)
Related Resources:
Need help refreshing your training program? Contact us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
75 I Designing Course Evaluations with Naomi Soffa
As Naomi Soffa discusses in this interview, designing course evaluations is an art. Naomi is a full-time trainer and industry veteran with many years of training experience, as well as several years in sales, marketing, and commercial operations. Additionally, she discusses how to create a supportive learning environment that caters to a range of learner types. Join us as we discuss the complexity of competency exams and how to remain objective during an assessment. Related Resources:
Sign up for the TrainSmart Instructional Design Fundamentals Course to learn more about the different levels of evaluation we can use to analyze the effectiveness of our training programs.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
Naomi Soffa
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
74 I Q&A: 6 weeks? I don't have time for that!
You've heard us say that a needs assessment is a four to six week process, but what if you don't have time for that? Today, Liz & Rachel discuss a common question from our listeners: "What can I do if I don't have four to six weeks to dedicate to a proper needs assessment?"
Related Resources:
Want help conducting a needs assessment at your organization? Sign up for our OnDemand course or contact us at training@cumbyconsulting.com.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
73 I Case Study: An Unexpected Need
Recently a client came to us with a makeshift training plan for reps and physicians with a desire to make a strategic and scalable solution for growth. Listen in to this case study as Liz and Rachel discuss how they conducted a needs assessment at the company to understand the true training need... which was quite different than what was expected!
Related Resources:
Want help conducting a needs assessment at your organization? Contact us at training@cumbyconsulting.com.
Discover other Cumby Consulting case studies by following us on LinkedIn or visiting cumbyconsulting.com/services.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
72 I TrainSmart Tip: Acing that Needs Assessment Interview
Liz and Rachel share their top 4 tips for acing the interview during the needs assessment process. Learn great questions you can ask and ways you can draw the information out of your interviewees. Get the most out of your time by following these great tips!
Related Resources:
Want more help preparing for your needs assessment interviews? Sign up for the TrainSmart Needs Assessment and Strategy Development course for an in-depth look at the interview process.
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
71 I Executive Insights: Invest in an Unbiased Ear
In this week's Executive Insight, Liz and Rachel explore the importance of bringing in an outside perspective and what can be gained from this fresh point of view. Listen in to why this investment in an unbiased ear truly is worth it.
Related Resources:
Do you need an unbiased ear to complete your needs assessment? Reach out to us at training@cumbyconsulting.com
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
70 I Making the Case for Needs Assessments with Michelle Lynch
Michelle Lynch joins Liz in this month's interview episode to discuss the importance of conducting a Needs Assessment before making changes to a company's training program. With experience as both a pharma and med device in-house trainer, and as an outside consultant, Michelle is able to provide valuable insight into how to perform an assessment and then effectively deliver recommendations.
Related Resources:
The TrainSmart Needs Assessment and Strategy Development course will provide you with interview guides for interviewing all of your key stakeholders. Sign up today!
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
Michelle Lynch
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.
69 I Q&A: Graphic Design & Instructional Design: What's the difference?
What's the difference between graphic design and instructional design? Do I need to know both? This month's Q&A dives into the differences between graphic design and instructional design and how they can work together to deliver engaging training programs that increase the retention of your product knowledge.
Related Resources:
Sign up for one of our OnDemand learning courses to learn more about instructional design and graphic design as you continue to add to your skills!
Connect with us on LinkedIn:
Cumby Consulting
Rachel Medeiros
Liz Cumby
About Cumby Consulting:
Cumby Consulting’s team of professionals deliver innovative MedTech training services for physicians, sales representatives, teaching faculty, key opinion leaders and clinical development teams. Whether you need a complete training system developed to deliver revenue sooner or a discrete training program for a specific meeting, Cumby Consulting will deliver highly strategic, efficient programs with uncompromising standards of quality.