Johnathan Newman

Want to catch the WinsDay replay? Matt Calhoun and I chatted about... ➡ Pre-Sales Strategies ➡ Demand Gen: Avoiding Failure When Outsourcing ➡ First Go-to-Market: Pivoting Your Startup  ➡ SDR Success: Leaders' Role in Prospecting Some themes popped up.... ☑ being data driven ☑ getting your ICP right ☑ documenting your processes ☑ what does good like ☑ what clues does customer success tell us ☑ culture ☑ people first leadership ☑ know your worth (mindset) ☑ trust and candid conversations .....and so much more Check out the comments to catch the replay! #sales

24

13 Comments

Learn how Yale New Haven Hospital, among others, has effectively utilized EMR data and HIMSS digital maturity frameworks to achieve notable enhancements in operations, reduce expenses, and enhance patient contentment. 💡 🔗 Access the complete article here: https://gag.gl/Lkosrv #HealthcareInnovation #EMR #EMRAM #HIMSS #Data

3

$8.1M in pipeline for a Series A healthtech co. in 6wks Here's how we did it with 1 BDR and systems. The client said they were struggling with leads What they were actually struggling with: • Competitors could easily put their name on messaging. • They were automating outreach like everyone else. • They were struggling with inconsistent positioning. • They glossed over their GTM motion. We took a different approach: • Human intelligence over automation. • Revenue operations fundamentals. • Revenue marketing strategy. • Scaled down tech stack. • Precise segmentation. The problem? • They treated all "providers" the same. • Generic messaging missed crucial nuances. • Engagement and conversion rates sucked. Our approach: • Redefined the "provider" category. • Segment by specialty and sub-specialty. • Develop tailored messaging for each group. • Taught social selling basics. • Cut off mass automation. We dug deep: • Sifted through industry benchmarks. • Gathered data on practice-specific KPIs. • Built business cases for each sub-specialty. • Addressed operational and financial outcomes. Our secret weapons? Perplexity and Telescope • Used these for persona-specific research. • Empathy maps + customer journey for EVERY persona. • Built out persona specific account approaches. • Opened the whole buying committee. • Uploaded directly to CRM for BDR reference. We systemized everything: • Lean tech stack focused on revenue ops. • Integrated call transcripts and outreach data. • Analyzed and refined strategies in real-time. Copywriting got a makeover: • Crafted messages based on empathy maps. • Uploaded scripts and FAQs to JustCall. • Enabled real-time conversation adaptation.    The tech stack was slim: • Lavender 💜  for optimized email crafting. • Close CRM and JustCall integration for consistency. • Clay insights available at every touchpoint. The results? • $8.1M in pipeline. • Higher engagement rates. • Increased conversions. Our edge? • Healthcare expertise. • Precise segmentation and messaging. • Systemized, quality-over-volume approach. Tools that made it happen: • HUMANS (not robots) leading campaigns. • Perplexity for up-to-date healthcare trends. • Telescope for refined prospect lists. • The Org to unlock buying committees • MillionVerifier for email validation • Clay for persona enrichment • CloseCRM as our central data hub. • JustCall for personalized cold calls • Lavender for crispy copywriting. The takeaway? • Generic approaches don't cut it. • Tailored strategies drive real results. • Human touch + smart tech = winning combo. Want to unlock revenue today? Then you need to work with experts. Shoot me a connection and a DM if you want to see the flow.

19

6 Comments

TigerConnect’s latest product updates are live! These enhancements empower clinicians and healthcare teams to deliver more efficient, safe, and patient-centered care by tackling everyday challenges like cognitive load and data access. Some of the new features include Patient Context Messaging for quick, data-driven conversations, emoji reactions to streamline communication without extra alerts, and dark mode to reduce eye strain during late shifts. Proud to be part of a team making meaningful changes in healthcare communication and efficiency. Learn more about these updates in the blog: https://buff.ly/4f0OTBn #TigerConnect #HealthcareTechnology #PatientCare

1

TigerConnect’s latest product updates are live! These enhancements empower clinicians and healthcare teams to deliver more efficient, safe, and patient-centered care by tackling everyday challenges like cognitive load and data access. Some of the new features include Patient Context Messaging for quick, data-driven conversations, emoji reactions to streamline communication without extra alerts, and dark mode to reduce eye strain during late shifts. Proud to be part of a team making meaningful changes in healthcare communication and efficiency. Learn more about these updates in the blog: https://buff.ly/4f0OTBn #TigerConnect #HealthcareTechnology #PatientCare

3

🔍 Exploring MultiPlan's Healthcare Billing Practices: A Critical Analysis 🔍 In a recent investigation, concerns have been raised about MultiPlan's billing practices within the healthcare industry. MultiPlan, known for its preferred provider organization (PPO) network product and related services, has come under scrutiny for potentially violating the No Surprises Act. MultiPlan's PPO product offers health plans the flexibility to utilize their networks as primary or complementary options. However, recent revelations suggest that clients may bypass agreed-upon rates, leaving providers and patients in the dark until after services are rendered. The No Surprises Act, implemented earlier this year, aims to protect patients from unexpected medical bills by requiring providers and health plans to disclose specific cost breakdowns before services are provided. This raises questions about MultiPlan's practices and whether they comply with these regulations. While MultiPlan has issued statements defending its mission of affordability and fairness, questions linger about the extent of their responsibility and transparency in decision-making. Expert analysis from Jack Hoadley of Georgetown University's McCourt School of Public Policy sheds light on how the No Surprises Act addresses these issues, particularly through advance explanation of benefits (AEOBs) to provide patients with financial transparency before services are rendered. As discussions around healthcare billing transparency continue, it's crucial for stakeholders to understand the implications of these practices on patients, providers, and insurers alike. Read more about the investigation and expert insights in the full article. Let's ensure transparency and fairness in healthcare billing practices for the benefit of all involved. #HealthcareBilling #Transparency #NoSurprisesAct

12

1 Comment

For #medtech reps, emailing doctors can be a great way to get your foot in the door, but you have to be strategic about it. Random emails with no value, or just spamming physicians will get you blocked instantly. Learn how to do it the right way here

9

I've seen companies buy a "turnkey" RPM solution only to realize it can't sync data with their EHR system or runs on outdated tech the engineers hate. Then you're stuck doing expensive overhauls or ripping and replacing. But even there, I avoided turnkey offerings. Why? Because they're often bloated with features my team didn't need, and custom workflows were difficult to build. Instead, I chose to build our RPM devices and billing software from the ground up. It took way more time and money upfront, but it let us mold the tech to our audience’s exact clinical and operational needs with zero shoehorning. Was it a harder road? Yes. But now I'm not stuck paying heavy fees to customize a turnkey system. That's my philosophy - unless it's a dead simple commodity, forget turnkey. In healthcare, the upfront savings are rarely worth the debt. Build it custom or be prepared for a gut rehab down the line. As a founder, what’s your take on the turnkey model? ♻️Repost to gather more insights. #founder #turnkeymodel #tips #healthcare

13

12 Comments

I was an BDR for 20 months, and now I've been a CSM for 35 months. Some skills that helped me hit and surpass targets as an BDR are still driving my success as a CSM. Here is what I carried over and continue to use: - Understanding customers' needs and goals and being able to speak about them clearly. - Account mapping effectively, but not getting stuck in the process. - Implementing strategies quickly, and refining them with ongoing feedback and testing. - Focusing on quality over quantity. - Following up with value and keeping communications easy to digest. - Setting daily personal activity targets to help stay on track. - Consistency is key — one-time efforts won’t sustain success over time. Skill development is like climbing a staircase — many skills or steps build on the last. That's why it's important for me to put my best effort into each new step as skipping steps now will make it harder to reach higher later on.

7

🔍Is your behavioral health treatment strategy reactive or proactive? Starting May 7th, providers and patients can proactively measure treatment and gain insights into symptom severity with our new Behavioral Vital Signs™ report. As a provider, you'll get a comprehensive PDF report via secure message or right in your EHR. This includes trends for clinically validated surveys, actionable self-report data, and even intelligent passive sensing insights for the last 30 days. As a patient you will receive the same report in the Health Rhythms app, where you can share it with your wider care team and securely review them month over month. It's time to improve our mental health measurement capabilities to enhance treatment strategies and improve outcomes. #DigitalHealth #MentalHealthCare #HealthcareInnovation #PatientCare #healthrhythms #bvs #behavioralvitalsigns

33

3 Comments

Benchmarking purchased services in your healthcare system is possible with Valify's software! 📊 Our platform provides a complete view of purchased services spend, categorizes your spend data, and then aligns opportunities with our contract portfolio. This allows you to benchmark across multiple KPIs and unlock cost-saving opportunities. 🔓💸 I'm happy to discuss your organization's savings goals! DM me to set up a 1:1 meeting. 📅

8

Legacy credentialing technology and outdated processes are crippling the onboarding and retention of physicians, which in turn has a MASSIVE impact on revenue at Hospitals and Health Systems. Would you rather use a DOS program or game-changing software to manage this critical function? Reach out and let us show you the future of the Privileging & Payer Enrollment space, and we will reveal to you how to reduce labor costs, improve critical revenue streams, and turn the Med Staff office from a cost center into a profit generator.

3

2🔑-- Alignment + Customer Obsessed The full SalesIntel.io podcast drops tomorrow but here's a sneak preview.... 🗝 Alignment You must get aligned on your metrics. If you're not all working toward the same goal, how can you expect success. 🗝 Customer Obsessed There are a lot of companies who talk about being customer-centric but do your action speak louder than your words. Can your customers articulate how you've delighted or exceeded their expectations? This will lead to referrals and help with partnerships! What is your favorite tip to unlock growth? #randispeaks #sales #GTM

32

18 Comments

🖼️ Picture this: A health system uses Talkdesk to run its patient contact center and spots a pattern with AI-powered analytics—patients who take over 5 minutes to reschedule appointments are more likely to no-show. 🛠️ To fix it, they lean on Talkdesk’s Epic integration. Proactive notifications remind patients ahead of time, cutting down inbound calls. For those who do call, agents get pre-filled patient details and smarter workflows, speeding things up. 😍 The results? ✔️ 20% boost in containment rate (fewer calls, happier agents) ✔️ 15% faster resolutions ✔️ 10% drop in no-shows thanks to faster, proactive scheduling ✔️ Better agent performance insights to keep teams crushing it 🏁 Bottom line: fewer headaches, better patient outcomes, and revenue stays intact. (numbers for example purposes)

14

1 Comment

In healthcare—with patient lives at stake—the debate seems particularly momentous. In an industry battling staffing shortages, burnout, and increasing costs, health system leaders need to consider all possible solutions, including AI. To truly understand the extent to which AI can help in healthcare and how to implement it effectively, it is important to hear directly from those entrusted with caring for patients: nurses. A research collaboration between the American Nurses Foundation and McKinsey McKinsey and the American Nurses Foundation jointly deployed a national survey to evaluate nurses’ perceptions of AI, as well as their familiarity and experience with it. The survey also sought to understand perceived risks and opportunities from various AI applications. It garnered responses from 7,200 nurses. The survey findings suggest optimism and excitement about AI-powered tools that are tempered by a desire to ensure that quality of care is not sacrificed. To safeguard this balance, nurse respondents also expressed a keenness to better understand how AI works and the need for more opportunities to provide input on how best to use the technology in the clinical environment. #nurses #healthcare #ai https://lnkd.in/gzSABXQd

15

2 Comments

Hope to see everyone there! Ambient listening should fit into your workflows and make documentation easier, not put you into a box with new, constrained processes. That means, pre-charting, zero-copy/paste, unlimited sections, use your templates, use your smartphrases, all form factors, all settings...

19

The secret weapon of successful med tech sales reps isn’t a generic email or another cold call. There’s too much focus on: • Sales pitches • Targeting • Product demos And not enough on: • Personalized videos • Authentic connections • Delivering value from the start Here’s the truth: A compelling, personalized video cuts through the noise like nothing else. Investing in personalized videos isn’t a gimmick. It’s a way to stand out, build trust, and engage decision-makers on their terms. So ask yourself: How many more prospects would respond if your outreach felt human? Join Virtual Sales Rx and learn the step-by-step insights on using personalized videos to amplify trust, increase engagement, and scale sales. Virtual Sales Rx isn’t about more cold tactics — it’s about strategies that resonate. Bonus: We’ve trained top 2 Billion Dollar Med Tech companies, we can train your sales team, regardless of size. Schedule 15 minutes w/me to discuss at https://lnkd.in/enG5VQB

30

3 Comments

📣 If you’re #opentowork or looking for your next #enablement role the latest episode of #TroubleshootingEnablement where it's at – I sat down with enablement leader Phil Putnam, who who didn't hold back with his honest job search advice "The best advice I have for #enablement professionals who are looking for jobs is don't look in SaaS tech right now." So, where should you be focusing your job search? 🤔 According to Phil, it's time to think outside the box! 📦 Industries like automotive, finance, healthcare, and legal are finally leaning into the immense value of enablement Don't miss out on Phil's game-changing insights on #layoffs, mental health, and forging the path to your next opportunity! 🎧 Tune in to this week's episode: https://lnkd.in/g-f_Mbz4 #troubleshootingenablement #revenueenablement #opentowork #jobsearch The State of Sales Enablement Podcast

29

11 Comments

To remain relevant in the next 3-5 years #verified #outcomes #data is required. ERPHealth is the #marketleader in #behavioralhealth #technologies and the trusted partner of hundreds of facilities nationwide. Why wait? Start a conversation with your Data Optimization Consultant, Christian Sellu to protect the future of your organization and optimize your results today!

14