# Preventing the Death of Medical Device Sales

- Show: [Global Medical Device Podcast](https://hardwarepodcasts.com/podcast/global-medical-device-podcast)
- Published: 2022-07-13
- Length: 48m
- Episode: 271
- Page: https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales
- Listen: https://podcast.greenlight.guru/episode/preventing-the-death-of-medical-device-sales

## Summary

Omar Khateeb, founder of Khateeb and Co., argues that the traditional medical device sales model is dying because it relies on intrusive, permissionless hospital visits that no longer work. He advocates for a new strategy using LinkedIn and social media to build thought leadership and engage physicians where they already have deep clinical conversations. Khateeb emphasizes that companies must define a specific niche and unique value proposition, such as 'eating healthy fast food' for Subway, to resonate with early adopters on the technology adoption curve. He provides specific tactics for sales teams, including using LinkedIn for intelligence gathering and posting content that references physician publications to generate interest and meetings.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=0) Introduction: Omar Khateeb and the Death of Medical Sales
- [2:18](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=138) The Old Way vs. The New Way: Social Media and Physician Engagement
- [7:17](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=437) Costs, Access, and the Problem with Traditional Sales Teams
- [12:23](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=743) Why the Industry is Slow to Change and Regulatory Hurdles
- [16:52](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=1012) Defining Your Niche: The Formula for Unique Value Propositions
- [23:37](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=1417) Crossing the Chasm: Targeting Innovators and Early Adopters
- [28:26](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=1706) Pitfalls of DIY Social Media: The Value of Buying Time
- [35:11](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=2111) Specific LinkedIn Tactics: Intelligence Gathering and Content Strategy
- [44:26](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales#t=2666) Conclusion: The Regret of Wasting Time and Career Growth

## Topics

- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)

## Most relevant to

early-stage companies

## Mentioned

- Khateeb and Co. (company)
- Missouri Robotics (company)
- Pretoro Medical (company)
- Restoration Robotics (company)
- SI bone (company)
- Pfizer (company)
- Green Light Guru (company)
- LinkedIn (other)
- Subway (product)
- Greenlight Guru (company)

## Related episodes from other shows

- [019 - "Carrying The Bag" with Omar M Khateeb](https://hardwarepodcasts.com/podcast/lets-combinate/2022-02-09-019-carrying-the-bag-with-omar-m-khateeb) (Let's Combinate)
- [016 - "Be More Specific" with Joe Hage](https://hardwarepodcasts.com/podcast/lets-combinate/2022-01-19-016-be-more-specific-with-joe-hage) (Let's Combinate)
- [S2E40 Voice of the Customer, Using Questions, and the Technology Adoption Life Cycle Curve | Ted Newill](https://hardwarepodcasts.com/podcast/being-an-engineer/2021-09-17-s2e40-voice-of-the-customer-using-questions-and-the-technology-adoption-life-cyc) (Being an Engineer)
- [Thinking like a Marketer: Reframing the Sales Mindset w/ Chris Luecke](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-02-23-thinking-like-a-marketer-reframing-the-sales-mindset-w-chris-luecke) (The Manufacturing Executive)
- [103: How to Get a New Product’s First B2B Sales](https://hardwarepodcasts.com/podcast/product-startup/2021-11-24-103-how-to-get-a-new-products-first-b2b-sales) (Product Startup)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-07-13-preventing-the-death-of-medical-device-sales. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to Global Medical Device Podcast.