Posts by workweek
Assessing Opportunity: Turnaround Job
One of the toughest jobs in SaaS sales is what I call a Turnaround Job. In simple terms, it is when you walk into an underperforming team and your role is to redirect the team towards excellence. This is typically the job that no-one else wants, because you are inheriting an existing team and therefore…
Read MoreDo Weight-management Startups Have a Future?
A version of this story was published first on MedPage Today The effectiveness of GLP-1 agonists—e.g., semaglutide (Wegovy)—in reducing weight has caught nationwide attention, causing a frenzy among celebrities and the wealthy to get their hands on the drug. It has also prompted startups to launch new weight management programs. The weight-management space is the next “big” space. In my opinion,…
Read MoreThriving through an uncertain economy.
The Current State. Inflation is rising, global market growth is slowing down and buyer sensitivity is at an all-time high. For our sales teams, this poses a major hurdle to overcome regarding how we engage with our customers. The main trends I am seeing in the market are longer sales cycles and heightened scrutiny on…
Read MoreFrom Fitness to Vital Signs: A Deep Dive into Wearable Tech
Wearable technology will soon become widespread and as regularly used as putting on shoes before leaving the house. Heck, I’m writing this newsletter with my Garmin watch on my left wrist and my WHOOP band on my right bicep. All I need is a wearable to measure my electrolytes. Then I’m set. I’m not the…
Read MoreLooking Back, Looking Ahead: Mark Cuban’s Cost Plus Drugs Company
A version of this story was published first on MedPage Today Just over a year since its launch, Mark Cuban’s Cost Plus Drug Company (Cost Plus Drugs) has appeared to reap nothing but success. I’m not at all surprised. As soon as I clicked “publish” on the first article I wrote about Cost Plus Drugs in January 2022, I knew…
Read MoreThe End of the Billion-Dollar Drug
AbbVie’s Humira, the most financially successful drug in history, will be saying goodbye to its 20-year throne of U.S. market exclusivity. That’s 20 years of zero competition in the U.S. Following years of lawsuits and AbbVie’s patent tactics, several Humira biosimilars will hit the market throughout the year, with the first one by Amgen hitting the market…
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