Shaun Michael Parsons, MBA

Interesting updates from across the #medicalimaging space, right at your finger tips 💡 Following SuperSonic Imagine's recent buy back from Hologic, Inc. after the 2019 acquisition of a 46% stake. Hologic, Inc. mammography system maker now puts in a huge $310M bid to acquire rival breast care company Endomag. Remember this is the second major acquisition in the breast care space following Lunit Global's proposed acquisition of Volpara Health at the end of 2023. Spotify to Neko Health, Daniel Ek's health business raised €60m for international expansion in July last year and now set to arrive in London, UK this summer. Their full-body scanning procedure takes 10-15 minutes and will set you back €250, but can you put a price on health? Neko Health has 20,000 patients on it's waiting list in Sweden. Staying in Sweden, Sectra's digital pathology solution together with Leica Biosystems Aperio GT 450 DX have received a 510(k) clearance by the FDA. This is the first time an FDA clearance within digital pathology allows the use of DICOM images for pathology diagnostics, marking a significant step to standardisation in the field. #Radiology #Pathology #Mammography #FullBodyScan

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We’ve all been waiting for Stryker to dive into the M&A deep end. Does the Inari Medical deal qualify? I say yes. The #peripheralvascular space is BOOMING! 💣 And Stryker's WIN BIG attitude will be a jetpack strapped on the Inari sales team. News of the deal brought me back to my great conversation with Andy Pierce, group president of the Stryker business that made the deal. I interviewed him at DeviceTalks West. Of course, I asked a lot about Stryker M&A. Just prior to DeviceTalks West, Pierce’s Neurovascular and MedSurg business had just bought five companies over the previous four months, but everyone was still waiting for the big one. Here's what I learned from Pierce. (This comes up around the 30 minute mark but you're nuts if you don’t listen to the entire interview. A few pull outs - direct quotes are in quotes 🚀 Stryker typically will take YEARS building a relationship with a company it acquires -  "Each business is responsible for maintaining their roster of potential deals that they can do and working closely with management in those companies over time." 🚀 Stryker buys performance - "We're looking for milestones. We very rarely buy companies that are pre-market. Usually we want to see some commercial traction in those businesses. So we look for milestones in that. And then we're more than willing to pay a little bit more to have a de-risked technology or company that we acquire. 🚀 Stryker isn't afraid to bid - "A lot of our deals, you can see are public and we, I think, are known as a disciplined but fair buyer in the marketplace." 🚀 Stryker's leaders take time to know M&A targets. "I'll personally get involved, my counterpart, Spencer Stiles, will get involved with many of these deals and building relationships with management over time. We think that being able to look across the table and when it actually comes down to having a negotiation, that a relationship matters." 🚀 Relationships are critical - "We do a lot of work to make sure that we have the right partner, they have the right partner, and that we have the trust. It doesn't mean we don't get into fierce negotiations. Of course, we almost always do. But we typically have a very high comfort level with one another before that happens." 🚀 Internal R&D is critical - Stryker commits 7% of sales to internal R&D - but the company asks engineers to look past `Not Invented Here' syndrome - "We [bring] along our R&D teams as well as to why we may actually pursue something outside the company and why that might be a better use of time or investment to go ahead and do that. But if you look at our growth trajectory ... and the percentage of revenue that comes from newer technologies that we bring to market that are Stryker inventions or that we've acquired. The growth that we drive year-over-year is about 50-50 between companies that have been brought into the company and their technologies and our own organic innovations that we bring to market."

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Outstanding to know more #heartfailure patients in #California will have #Barostim as an option. #cardiology #vascularsurgery #electrophysiology #cardiothoracicsurgery #neuromodulation #innovationinhealthcare #healthcareinnovation #meddevice #medtech #medicaldevices

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How do you develop a niche practice in the highly competitive world of Orthopedic Surgery. This weeks episode of The Ortho Show is an outstanding example of a strategic plan for a specialty surgeon in the incredibly busy Los Angeles Market. We feature Brett Shore a comprehensive hip specialist in Marina Del Ray. Dr. Shore purposefully trained in some of the most sought after programs in the US. Medical School at Columbia University followed by residency at the Harvard program, followed by a sports medicine fellowship at Andrews Sports Medicine & Orthopaedic Center. Then 11 years at the amazing orthopedic breeding ground of Kaiser Permanente. He has now jettisoned the mother ship and is in private practice for 10 months. His carefully crafted education is now being put to the challenge in private practice. He is expertly developing his brand to separate himself from the sea of sameness. You are what you say you are ... what your colleagues say you are... and what google says you are. Sound familiar Matthew Ray Scott. Physician Brand Rx coming soon. This is a great episode for all physicians of all ages that are looking to step out of the status quo of traditional analog practice development. We have some serious shoutouts: William Levine, MD, Ronald A. Navarro, M.D., Daniel Acevedo, M.D., Nima Mehran, Lyle Micheli, Social Climb, Kevin Raskin, Andrew Jawa, jesse jupiter, #followthefro

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Tell Your California State Legislators to Support the Medi-Cal MCO Tax! Each year, providers of O&P devices are faced with the tough decision of whether or not they will be able to provide devices to Medi-Cal beneficiaries. The reimbursement by the Medi-Cal program for O&P devices averages 49% of current Medicare reimbursement which is the lowest of any state in the country. As more providers decide that they can’t accept the extremely low reimbursement, Medi-Cal beneficiaries have fewer places to receive O&P care. Fewer options for care mean that they are driving further to access care that will help their mobility, comfort, and independence.  COPA has submitted a budget proposal for CA legislators to consider. The proposal asks that Medi-Cal rates be increased to no less than 80% of current Medicare rates. Our proposal will provide reasonable reimbursement for O&P devices and encourage all providers to accept Medi-Cal benefits for O&P devices. Research shows that when patients receive O&P devices, their overall healthcare spend is decreased which creates savings for the healthcare system. Mobility saves! COPA needs your help to ensure that their proposal is incorporated into the state budget. Please take a moment to fill out a short form at the link below to send a letter to your legislators asking for their support. Send a Letter to your legislator link: https://conta.cc/3y9aIOF

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Reduce your patients length of stay and postoperative pain scores. Experience the difference AirSeal makes in your OR #advanced #insufflation #pneumoperitoneum #precision #postop #pain #airseal

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Most Med Device Sales Reps NEVER do this... And VACs want it EVERY TIME. A Pro Forma. A basic economic analysis of the costs and reimbursements and ROI on YOUR New Product Request. Trust me, it's really simple. That's why Accountants and Finance people call it a "Pro Forma". So they sound really cool. So as part of our Value Analysis "Summer School" Series, we will do a 30-minute Webinar teaching you the basics. Wednesday, July 17th at 4PM EST. 1PM PST. Nothing complicated. Just high-level ways to do a Pro Forma. So you are more likely to get your product approved. Sign up here: https://lnkd.in/eaq8VcWS Value Analysis selling is different. You can do it. I will help. 🏀 🏀 🏀 🏀 🏀 For more Value Analysis Understanding and strategy: 1. Follow me. 2. Ring the 🔔 3. Soak in the fun. https://lnkd.in/eaq8VcWS #sales #medicaldevices

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💡 Med Device Sales isn’t all sunshine and rainbows 💡 Let’s be real: this career takes hard work, knowledge, and dedication. There are ups and downs, tough days, and constant challenges. But with every obstacle, you get stronger. 💪 Here’s the thing – while it’s not easy, it’s the most rewarding sales career out there. I’ve experienced the highs and the lows, and I wouldn’t trade it for anything. The thrill of knowing your product is changing lives? There’s nothing like it. But here’s the catch – it’s getting tougher to break into med device sales. The competition is fierce, and you’ve got to be strategic about your next move. It’s not just about applying… it’s about positioning yourself correctly. How do you separate yourself? How do you win the job? ✅ Be prepared ✅ Be relentless ✅ Invest in yourself Want to chat about how to make your mark in med device sales? DM me – let's get you on the path to success! 🚀 #MedicalDeviceSales #BreakIntoMedSales #BreakIntoMedDevice #MedSalesCoaching

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Success doesn't happen alone... If you're already in medical device sales—or thinking about breaking in—you’ve got a strong foundation. But to truly reach your full potential, you must keep investing in yourself. Think about it... 🧠 The top achievers in any industry didn’t get there alone. They had guidance, support, and mentorship to help them level up. That's what makes the difference between good and great. If you're not satisfied with where you are, you need to double down on YOU: 🔑 New skills = new opportunities 🏆 Mentorship accelerates success 📈 Investing in yourself is the best ROI No one gets to the top alone. What small nugget can you share that helped you along the way? People want to know… 👉 DM me and let's talk about how you can make your move into medical device sales! #MedicalDeviceSales #BreakIntoMedSales #BreakIntoMedDevice #MedSalesCoaching

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New med device reps... Do you want to PUSH toward year-end or do you want to take your foot off the pedal and prepare more for 2025? 🤷‍♂️ I think the correct answer needs to come from your customers. If your focus is on being of service and taking care of their needs over your own then the question will take care of itself in the final couple weeks of the year. Your push at the end of the year could come across as desperation...and that could go 1 of 2 ways. Your best customers and relationships may in fact throw you a bone... others may be completely turned off by it.  Desperate reps may do and say things that some may find regrettable...and opportunities could be lost. It could just be the device business that I'm a part of, but I've always found the last couple weeks of the year to be no different than the rest. Yes, customers just might be trying to spend the last of their budgets...but the decision to purchase from me was made long before now.... So if an order is going to happen...it's going to happen even if I don't bug the crap out of someone. However, I will touch base one final time as a reminder that my opportunity exists just in case it got lost in the shuffle... because that's been known to happen amidst the chaos. If you think I know what I'm talking about, then I would largely go about your day-to-day as you have for the entirety of the year, be ready to jump on a random opportunity that may pop up, and understand what you're early '25 is going to look like. So PUSH and take your foot off the pedal at the same time is the correct answer! 😁 😎

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Training departments in top Medtech companies are completely screwing their salespeople. Let’s face it, it’s product training not sales training. I can tell you who gets it… Medtronic, DePuy Synthes, and Pristine Surgical They believe Virtual Sales RX sales enablement training has dramatically helped their sales forces. Just ask them…… If you would like to learn more please connect with me in the comments.

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Training departments in top Medtech companies are completely screwing their salespeople. Let’s face it, it’s product training not sales training. I can tell you who gets it… Medtronic, DePuy Synthes, and Pristine Surgical They believe Virtual Sales RX sales enablement training has dramatically helped their sales forces. Just ask them…… If you would like to learn more please connect with me in the comments.

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The Med Device career leap you’ve been waiting for… A med device sales career isn’t just a job—it’s life-changing. It’s the chance to represent products that save lives, advance financially, and grow professionally in ways you’ve only dreamed of. Take bite-sized steps to make it happen for yourself: 👉 Tailor Your Resume: Highlight transferable skills and showcase results that align with med device sales. 👉 Interview guidance and practice the right way: If you know exactly what hiring managers are looking for, you will win! 👉 Invest in Yourself: Gain the guidance and knowledge to stand out in this competitive field. The rewards? A fulfilling career, greater income, and the pride of making an impact every day. Take the leap—it’s worth it. Those of us who took the leap have never looked back! #MedSalesCoaching #MedicalDeviceSales #BreakIntoMedSales #BreakIntoMedDevice 

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Shaping the Future of Surgery: Digital Collaboration Takes Center Stage KARL STORZ has acquired the medical business of T1V, a leader in digital collaboration software, to enhance surgical workflows. T1V's innovative CollaboratOR platform integrates real-time data sharing, clinical imaging, and collaboration tools into operating rooms. This acquisition positions KARL STORZ as a pioneer in combining hardware and software solutions to improve surgical outcomes, streamline processes, and enable seamless teamwork in complex medical environments. It highlights the growing trend of digitizing surgical procedures to elevate patient care and operational efficiency. Business Impact: - Strengthens KARL STORZ’s portfolio with cutting-edge digital solutions. - Creates a competitive edge by addressing the need for smarter, integrated operating rooms. - Sets a precedent for combining surgical hardware with advanced collaboration software. Impact on Patient Outcomes: Improved Safety: Real-time data access reduces errors and enhances surgical precision. Enhanced Recovery: Streamlined procedures can lead to shorter operation times and improved patient recovery rates. Currently R&D teams are focused on creating isolated surgical tools and devices with limited connectivity, leading to fragmented workflows. Integrated ecosystems like CollaboratOR will become the norm, enabling seamless collaboration between surgeons, anesthesiologists, and other stakeholders during procedures. This acquisition marks a pivotal shift toward digitized surgical care. For healthcare and life sciences companies, the path forward lies in embracing collaboration-driven innovation to meet the demand for smarter, more efficient healthcare delivery. #karlstorz #medical #digitalsurgery #robotics #medicaldevices views are personal src: https://buff.ly/40bk7Q2

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Non-Negotiables Checklist for Medical Sales Success In 30+ years of medical sales leadership, the following are the non-negotiables I have seen in the elite top performing salespeople who win the awards and hit their objectives year after year. What Does “Great Look Like” for an Elite Medical Salesperson?    Strong Communication Skills Adaptability and Resilience Strategic Planning and Organization In-Depth Product and Industry Knowledge Commitment   Continuous Improvement Persistence and Perseverance Honesty and Integrity Passionate Self-Motivated Competitive Creative Confidence Goal Oriented Customer Focused Ask Great High-Gain Questions Accountable Good Story Tellers Sense of Urgency Positive Attitude Strong Work Ethic Students of Selling Strong Territory and Time Management Follow the 80/20 Rule Value Based Selling Approach  Understand executive priorities and business drivers Align solutions with strategic imperatives Get involved early in the decision-making process Come prepared with insights that go beyond your product/service Customers look at them as a resource They have fun and so do others who are around them They are willing to help others (but know when to be “selfish” with their time and say “no” professionally) They follow a plan and process They do the right things every day They challenge appropriately (internally and externally) They understand what “Great Looks Like” They gain customer commitments and advance the ball on each call They are really good at pre-call planning and preparing to win Strong follow-up skills They understand the importance of momentum They help the customer take “mental ownership” They ask for and drive business through referrals They use their support systems (at work and home) (I left off paranoid and high maintenance. We know who we are.) Selling is a Life Skill. Being Elite at anything is not for everyone. What are the key attributes for the top performers on your sales teams? What stories are you using about them to drive success?  Every team should go through the “What Does Great Look Like” exercise.  Follow Rob Bahna for more.

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Maintain a good visual field during challenging Colorectal procedures with Airseal insufflation #advanced #insufflation #colorectal #smoke #evacuation #airseal

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#Tesla AutoPilot is all cool and stuff, but … don’t be on auto pilot heading into 2025. Maintaining accounts isn’t enough—it’s called sales for a reason. Ask yourself: How much time do you spend selling? Can you show clear prospecting and appointments for the next 30, 60 or 90 days? If you are falling behind. Time to take the wheels. Take action now. Communicate with your mamager. Ask for help, adjust, and focus on growth. For 2025: prospect more, ask for business, and close deals. Your future depends on it. #medicaldevicesales #tesla #growthmindset #noNegativity #sales

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10 SALES trends in orthopedics. The orthopedic sales industry is changing rapidly, presenting both challenges and opportunities. Here’s a quick look at 10 key trends every sales professional should know: 1️⃣ Lower Average Sales Pay Direct sales models are reducing commissions, creating a wave of lower-paid reps and squeezing independent distributors. 2️⃣ Sales Are Becoming More Local National strategies are giving way to hyper-local expertise to meet the unique needs of surgeons and facilities. 3️⃣ Slower New Sales Process Due to VAC Hurdles Value Analysis Committees are delaying product approvals, demanding more data and ROI proof. Read 4-10 here - https://lnkd.in/eVSGCqD3

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