pert

Dieses mal wieder mit einer groooooooooßen gemeinsamen Runde und einem XXXXXL-Journal-Club.. Wir sind gespannt auf eure Kommentare und freuen uns sehr darüber, dass auch wir uns endlich mal wieder sehen. Und ein kleines Schmankerl Gibt es noch oben drauf: Wir berichten über unseren PERT-Kurs (Prehospital and Emergency Department Resuscitative Thoracotomy). Viel Spaß und hört rein! Und denkt an unser cooles […]

Der Beitrag Podcastfolge 57 – Oktober 2023 erschien zuerst auf pin-up-docs - don't panic.

There are many things that go into building a successful business. But one of the most important ones is a well-developed business plan. This is a working document that lays the groundwork for success. Building a successful business is not an overnight process. It takes hard work, dedication, and a lot of time and effort. However, if you are passionate about what you do and you have the right people on your team, anything is possible.

In today’s episode, Ron and Rusty are joined by Jill Blankenship, CEO at Frontline Group. They will talk about what it takes to build a successful business, how Jill has become successful in a male-dominated industry, and what led her to trust others with running her company.

Jill Blankenship embodies the entrepreneurial spirit by constantly honing her curiosity and sense of innovation into concrete business plans. She is an entrepreneur who develops solutions to provide excellent customer care for companies where customer retention matters. Jill’s success speaks for itself by the accolades she has received since founding Frontline in 2005 including her recognition in Forbes, who referred to her as a “serial entrepreneur.”

Frontline Group is the leading professional contact solutions center for remote support staffing, which showcases and supports your every need through Frontline Services, Frontline Call Center, and Ternio. Frontline Group understands the importance of the customer partnership and can deliver solutions to address the customer's needs to fit the mold and scope of any project.

Enjoy!

In This Episode

00:58 - How Rusty and Jill built their professional relationship

06:04 - What it takes to build a successful business

08:26 - How Jill started her entrepreneurial journey

10:38 - The importance of a business plan

15:55 - How Jill has become successful in a male-dominated industry

17:36 - Does being a woman present challenges in the technology field?

25:56 - What led Jill to trust others with running her company

30:19 - How mentoring, coaching, and empowering employees are critical to delegating tasks

31:40 - What Ron has to say about Jill

Favorite Quotes

04:16 - "One of the most exciting things that I get to do in business is the collaboration, to work with leaders and really share, combine, and to work together to execute what we want to accomplish in the end." - Jill Blankenship

06:24 - "It's critical to put together a business plan, and the business plan is a working document. When you come up with a concept of a business, it's exciting, you're seeing the big picture, you're seeing the highlights, and you're seeing the end result. But you don't always see the little steps that are going to get you there. So by writing the business plan, that really becomes your playbook." - Jill Blankenship

17:36 - "Being a woman in technology, does that change the game a little bit? I'm a firm believer that as long as you know the rules and how to play the game, gender doesn't matter. The problem is a lot of people don't take the time to learn the rules of how to play the game." - Ron Halbert and Jill Blankenship

28:58 - "It's been nice to bring in leaders, empower the leaders, pay that forward, give them something they love doing, which is being a president of one of the companies, that achieves their goals. And they're now happy and proud. I'm proud, it's a win-win situation." -  Jill Blankenship

30:22 - "You don't just throw it over the fence and hope someone grabs it and runs with it. And that's where that mentoring, that coaching, and that empowerment really comes into play. It is preparing that person for success. You don't want to set somebody up for failure or frustration or even disappointment. You want to set them up to be the best that they can be." - Jill Blankenship

Engage with Jill Blankenship
LinkedIn
Frontline Group
OurDivorce

Connect with our Hosts
Rusty Jensen on LinkedIn
Ron Halbert on LinkedIn
The Sales Prescription on LinkedIn
Conga Website

Listen to more episodes of the Sales Prescription Podcast
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Businesses that succeed in the marketplace do more than create a great product or offer a fantastic service. They also take the time to understand their target market. Knowing who your ideal customer is, what they want, and where to find them is the key to creating effective marketing messages and strategies. In today's digital world, how can marketers win the digital market?

In today’s episode, Rusty and Ron are joined by Randy Littleson. They will talk about the different marketing models that marketing leaders employ, how marketing organizations identify and target the right people, and what it takes to win the digital market.

Randy Littleson is the Chief Marketing Officer of Conga, the global leader in revenue operations transformation, delivering the most scalable revenue lifecycle management solution to help companies crush operational complexity.

Randy is a Senior Executive with progressive track record of accomplishments in both public and privately held companies. He has held executive management positions in marketing, business/corporate development, software development, professional services, and product management. At Conga, Randy is responsible for driving market leadership as a strategic catalyst for growth.

Enjoy!

In This Episode

02:06 - Randy's perspective on the most important thing in marketing

03:12 - How marketing organizations identify and target the right people

06:29 - Tips and tricks for finding good contact targets

09:28 - Different marketing models that marketing leaders employ

15:04 - How to create awareness to people who are or aren't in the market

21:04 - How Randy spent his 6 years as a c-level marketing executive at inContact

23:09 - What it takes to win the digital market

27:38 - What does it take to be a marketing executive?

Favorite Quotes

09:16 - "So you wanna be generating awareness broadly in the market. you wanna be really focusing on where you're generating demand, as we've talked about, and intent is the best way to actually target where you're going to be putting your energies today." - Randy Littleson

02:22 - "If you think about marketing today, it is a blend of art and science. It always has been, especially today. You do need a good message. You do need good creative. But at the end of the day, I think targeting is the most important." - Randy Littleson

05:51- "You can have the best sequence, the best cadence with the best messaging. But if you're sending it to the wrong people, it's a waste of time at the end of the day. " - Ron Halbert

07:14 - "More is not always better. Having a smaller, more targeted list sometimes can be way more efficient." - Randy Littleson

19:41 - "There's a lot of groundwork that's going on ahead of time that lays the foundation and sets it up for you to be successful." - Rusty Jensen

Engage with Randy Littleson

LinkedIn

Connect with our Hosts

Rusty Jensen on LinkedIn

Ron Halbert on LinkedIn

The Sales Prescription on LinkedIn

Conga Website

Listen to more episodes of the Sales Prescription Podcast

Spotify

iTunes

Google Podcast

hen it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It’s the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged?

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about cold calling and the perfect pitch. They will speak about what makes a cold calling pitch different from a classic sales pitch, Rusty’s thought process for creating the perfect sales pitch, and how salespeople can be very good at delivering pitches.

Steps to writing the perfect sales pitch:

• Acknowledge the interruption.
• Validate the prospect’s role.
• Do a quick introduction about your company.
• State your intention.
• Go right into questions.

Enjoy!

In This Episode

01:46 - What makes a cold calling pitch different from a classic sales pitch

03:59 - Ron's first experience with sales and doing a pitch

07:39 - To script or not to script when selling

10:12 - Rusty's thought process for creating the perfect sales pitch

24:13 - How to get prospects to show up after setting up an appointment

27:33 - How salespeople can be very good at delivering sales pitches

Favorite Quotes

32:26 - "Don't become a clone. Don't become your boss. Don't become the top rep on the team. Be you, but be prepared on what you should say and follow these principles. Make sure you master the principles we put down. The principles stay, your personality comes in and it's applied to this framework." - Ron Halbert and Rusty Jensen

08:31 - "The reason that salespeople are in the top earners at most companies is that it requires more. It requires human connection, the ability to connect with other people." - Ron Halbert

15:59 - "One of the things that'll beat down a salesperson is having a lot of negative interactions with people where people are aggressive and mean to you. And if you don't acknowledge that you interrupt them and you don't go right to validate their role, you're at risk." - Rusty Jensen

29:01 - "If your company is not facilitating a situation where you can embarrass yourself and do role plays, facilitate them yourself. Find ways. Get with people on your team, schedule meetings, do pitches in front of them, and allow them to correct you. Take it with a grain of salt and just make yourself better." - Ron Halbert

31:40 - "You've heard us talk about authenticity. You've heard us talk about character. You've heard us talk about communication. All of this is designed to humanize who you are. All of it is designed for you to be yourself. That's why we want diversity in our sales organization because we know that different people are going to connect with different types of people." - Ron Halbert

Connect with our Hosts

Rusty Jensen on LinkedIn

Ron Halbert on LinkedIn

The Sales Prescription on LinkedIn

Conga Website

Listen to more episodes of the Sales Prescription Podcast

Spotify

iTunes

Google Podcast

Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation.

In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk about how Jai developed a sense of reading people, why being authentic matters in sales, and how trust affects a salesperson's ability to sell or enter into a sales process.

Jairus Oliver  is the Director of Sales Enablement at Replicant, a company that develops AI-powered technology and provides always-on support to resolve customer issues quickly and naturally over the phone using Voice AI. He created the company-wide sales enablement strategy from scratch along with supporting stakeholders across Sales, Pre-Sales, Product, and Services.

Enjoy!

In This Episode

01:25 - How Jai developed a sense of reading people

03:50 -The Lightsaber scale: What it is and how it can be used to measure people

07:43 - How Jai defines the word authentic

11:38 - Why being authentic matters in sales

16:16 - How trust affects a salesperson's ability to sell or enter into a sales process

23:11 - Why diversity is beneficial for a sales team

24:07 -A real-life example of Jai applying the principles of mirroring and paraverbal communication

34:26 - The key to trust

35:14 - Jai's perspective on using curse words in the workplace

Favorite Quotes

22:32 - "You have to accept this fact, if you are authentic, if you are you, there will be people that do not like you, plain and simple. If you're comfortable with that, then you're comfortable with everything. That's the key, the secret sauce." - Ron Halbert and Jairus Oliver

07:53 - "Authenticity to me is being who you are, but you're never afraid to be who you are." - Jairus Oliver

12:51 - "Trust is the main factor in sales. Because if you can get someone to trust you early in the sales cycle or early anywhere, people are buying the messenger not the message." - Jairus Oliver

13:41 - "The definition of trust is where character and competence combine. If I believe that you are competent, if I believe that you know what you're talking about, then I'm willing to listen to you." - Ron Halbert

34:26 - "The key to trust is to be trustworthy. Just be a good person. Don't try to screw people over. Just try to be decent to people. You can still make millions of dollars and be very, very successful in this world and be a decent person at the same time. You do not have to choose one or the other." - Ron Halbert

42:04 - "Try to be you because people can tell when you're trying to be someone else. It forces them to see you as an entity. It doesn't allow them to see you as a person. So, take some time intrinsically. Think about who you are when you're with your friends, when you're with your spouse, when you're with your family and try to let that come out as you communicate with others." - Ron Halbert

Engage with Jairus Oliver

LinkedIn

Connect with our Hosts

Rusty Jensen on LinkedIn

Ron Halbert on LinkedIn

The Sales Prescription on LinkedIn

Conga Website

Listen to more episodes of the Sales Prescription Podcast

Spotify

iTunes

Google Podcast

Theme: 
Pulmonary Embolism.

Participants: 
Dr Jimmy Chien (senior respiratory physician), Dr Kevin Lai (senior emergency physician), Dr Arwen Morath (emergency physician), Dr Pramod Chandru, Harry Hong, Kit Rowe, and Caroline Tyers.  

 
Discussion:
The Use of PE Response Teams (PERT) in the Care of High-Risk Pulmonary Embolism  

• This is a discussion with senior respiratory physician Dr Jimmy Chien who helped to develop the PERT system at Westmead Hospital. 
• Within this segment, “Venoarterial Extracorporeal Membrane Oxygenation in Massive Pulmonary Embolism-Related Cardiac Arrest: A Systematic Review” by Scott et al, is also discussed. 
• The graphs included in this study are examined closely, so we would recommend reviewing this article while listening to this segment.  

Summary:

• The first place to establish a PE response team was in Massachusetts.  
• It took 2 years to form the PE response team at Westmead Hospital (involving a respiratory physician, an ED physician, an intensivist, an interventional radiologist, a vascular surgeon, and a haematologist). 
• We call a PERT call for patients who have high or intermediate-risk PE.  
• High-risk PE entails a patient with haemodynamic instability (in whom mortality lies between 25-50%). 
• Within the intermediate group, there are two subdivisions: intermediate high-risk (with radiological signs of RV strain with an increase in troponin or pro-BNP) and intermediate low-risk (with either evidence of RV strain OR a troponin rise, or a PE-severity index score class III-IV).  
• When looking within the high-risk PE group, the age group with the worst outcomes (both in PE and with thrombolysis) was those aged > 65 years.  
• The study exploring VA-ECMO in patients with high-risk PE and cardiac arrest (detailed above) also demonstrated that survival rates below the age of 65 years were relatively high, while those over the age of 65 years had a significantly higher mortality rate. 
• The Westmead PERT team has data on 52 patients thus far; of whom 21% were high-risk, 58% were intermediate high-risk and 21% were intermediate low-risk. 
• The most recent analysis of mortality for the Westmead PERT team high-risk PE patients demonstrated a mortality rate of only 10% (compared with the previously stated 25-50%).  

Take-Home Points:

• In addition, the length of stay for these patients managed by the PERT team has been reduced from 13 days pre-PERT to around 8.5 days.  
• The PERT team facilitates high-level nuanced conversations dependent on the clinical judgment, experience, and knowledge of the specialists involved. 
• The development of this PERT team has resulted in improved outcomes for PE patients, and more streamlined care for these patients while in the emergency department and on the ward.  

References: 

• Scott, J., Gordon, M., Vender, R., Pettigrew, S., Desai, P., Marchetti, N., Mamary, A., Panaro, J., Cohen, G., Bashir, R., Lakhter, V., Roth, S., Zhao, H., Toyoda, Y., Criner, G., Moores, L. and Rali, P., 2021. Venoarterial Extracorporeal Membrane Oxygenation in Massive Pulmonary Embolism-Related Cardiac Arrest: A Systematic Review*. Critical Care Medicine, 49(5), pp.760-769. 
• Piazza, G., Hohlfelder, B., Jaff, M., Ouriel, K., Engelhardt, T., Sterling, K., Jones, N., Gurley, J., Bhatheja, R., Kennedy, R., Goswami, N., Natarajan, K., Rundback, J., Sadiq, I., Liu, S., Bhalla, N., Raja, M., Weinstock, B., Cynamon, J., Elmasri, F., Garcia, M., Kumar, M., Ayerdi, J., Soukas, P., Kuo, W., Liu, P. and Goldhaber, S., 2015. A Prospective, Single-Arm, Multicenter Trial of Ultrasound-Facilitated, Catheter-Directed, Low-Dose Fibrinolysis for Acute Massive and Submassive Pulmonary Embolism. JACC: Cardiovascular Interventions, 8(10), pp.1382-1392. 
• Herzallah, K., Saleh, Y., Elkinany, S., Abdelkarim, O., Abdelnabi, M. and Almaghraby, A., 2020. Saddle pulmonary embolism successfully managed by thrombus aspiration followed by ultrasound-enhanced catheter-directed thrombolysis. Journal of the American College of Cardiology, 75(11), p.2445. 

Credits:
This episode was produced by the ­­­­Emergency Medicine Training Network 5 with the assistance of Dr Kavita Varshney and, Deepa Dasgupta. 

Music/Sound Effects

• Be Myself by Nettson | https://soundcloud.com/nettson, Music promoted by https://www.free-stock-music.com, Creative Commons Attribution 3.0 Unported License, https://creativecommons.org/licenses/by/3.0/deed.en_US.
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• Sound effects from https://www.free-stock-music.com.

Thank you for listening!

Please send us an email to let us know what you thought.
You can contact us at westmeadedjournalclub@gmail.com.

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See you next time,
Caroline, Kit, Pramod, Samoda, and Shreyas.

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