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Selling to Health Systems 101
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Things You'll Get From This Course
Ready-to-Deploy Tools
One-on-One Feedback
Guest Speakers
Community
Meet Your Instructors, Neelesh and Matt
Neelesh Mittal
Neelesh has been in the medical device industry since 2010 working across sales, marketing, product management, regulatory affairs, and medical affairs. He has successfully sold to non-profit health systems, for-profit health systems, the VA Healthcare System, and private medical practices.
His company Bayside Operations Technology deploys service robots to healthcare systems and national senior living organizations, and previously sold startup medical devices and supplies into VA hospitals. During the pandemic, he built an end-to-end vetted PPE supply chain which responsibly provided PPE to state hospitals and governments.
He lives on the immediate left side of the Hudson River (a.k.a. New Jersey) with his wife and baby, and estimates that Coke Zero is at least 10% of his bloodstream.
Matt Papagno
Matt has been working in medical device commercialization since 2008. Matt started his career at Zimmer where he became the youngest Director of Sales. In 2018, Matt started a sales consulting firm with the goal of helping European medical device startups enter the US-market.
Today, Matt serves as the CEO of Clozex Medical, a medical device company in the wound space. Matt resides in Massachusetts with his wife and young children. In his spare time, he focuses on family activities and loves making his own wine!
Course Syllabus & Schedule
Module 1
Day 1
Identifying and Navigating Every Buying Influence for Your Sale
(2/3, 530 - 7 PM EST)
Module 2
Day 2
Getting your First Meetings as a Startup
(2/6, 530 - 7 PM EST)
Module 3
Day 3
Building and Executing an Amazing First Sales Meeting
(2/10, 530 - 7 PM ET)
Module 4
Day 4
Contracting and Closing
(2/13, 530 - 7 PM ET)
Module 5
Day 5
Module 6
Day 6
Module 7
Day 7
Module 8
Day 8
Module 9
Day 9
Module 10
Day 10
Frequently Asked Questions
Who is this course for?
You are:
- A non-healthcare B2B sales professional and want to learn if healthcare sales is the right transition for you.
- New to a healthcare sales role and need to quickly ramp up so you can achieve quota sooner than later.
- A US-based or outside-US founder looking to build your knowledgebase of American health systems so you are ready to sell once you receive regulatory approval.
- A product, engineering, marketing, customer success, or operations professional wanting to level up your career by learning how to better serve your customer and support your company’s revenue targets.
- Starting to think about a career in B2B sales and are interested in exploring healthcare sales
Who is this course NOT for?
- Someone who has been selling to health systems for a few years and have a few wins under your belt.
- Primarily interested in selling to small individual medical practices.
- Are very far off from PMF.
How much is it?
$1,500. For corporate discounts, contact neelesh@outofpocket.health.
Do I have to attend every session? How long are they?
Each session is 1.5 hours, twice a week.
Sessions will be recorded - however you'll be missing out on the interactive parts and chances to ask questions. Plus be honest with yourself, are you really going to go back and listen attentively?
Will I be a health systems sales expert after taking this course?
No. Of course not. You can only be an expert if you’ve consistently closed many deals over a period of many years. Our first cohort even had students that were selling to health systems for 5+ years.
But you will go from knowing absolutely nothing about how to sell to health systems to having a ready-to-execute playbook and the inside baseball to start confidently knocking on doors and navigating the maze that is a health system.
Is there a lot of work?
You'll get as much as you put into it. There are meaty homework assignments and supplementary materials.
The whole point of this course is for you to leave with a ready-to-deploy Sales Playbook so you can confidently knock on hospital doors and sell. That means you need to do the homework, ask questions, and attend office hours.
If you don’t think you will be able to be an active participant in this course, then we recommend that you not enroll.