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Kiinetics

Revenue. Faster.

I help health tech and B2B companies grow revenue and win customers through sales strategy and execution.

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Featured Post

How Health Tech Deals Actually Get Done (Hint: It's Not the Pitch)

Hi Reader, How Health Tech Deals Actually Get Done (Hint: It's Not the Pitch) That's not how health tech solutions get adopted. When you're selling into a health plan or a hospital system, you're not selling to a person. You're trying to move a group… and you can’t move a group with a presentation. They move because the political cost of not moving has gotten higher than the cost of saying yes. That's the whole game. Everything else is tactics. I was on a call recently with a rep selling a...

about 1 month ago • 3 min read

Hi Reader, Your champion will be selling for you. Are they prepared? Last week I laid out the four things your solution needs to clear to get a deal done in today's environment. Here's the one thing that can still kill it even when you've cleared all four. If nobody inside your customer's organization is effectively making the case when you're not in the room, your deal stalls — not from lack of merit, but from lack of attention. A common scenario You've got a qualified opportunity. The...

about 2 months ago • 2 min read

Hi Reader, This week, we’re diving into a key topic shaping the future of health and technology: Must-Have or Might-Do: There’s No Middle GroundThere’s a thing I’ve been paying particular attention to, and it’s becoming a sales challenge health tech people in particular need to be aware of, anticipate, and address. Solutions, proposals, deals get enthusiasm, acknowledgement, and even tacit acceptance... and then go nowhere. I’m hearing too many stories about health tech founders building...

about 2 months ago • 5 min read

Hi Reader, Welcome back! This week, we’re diving into a key topic shaping the future of health and technology: Most of your buyers are on LinkedIn right now. The CMO you've been trying to reach. The VP of Revenue Cycle. The compliance officer who signs off on new vendors. The medical director at the health plan. They're all there. The big question is this: How do you get their attention? I recently had the chance to interview Lia Bliss for an upcoming episode of Let's Chat Health Tech. Lia is...

2 months ago • 4 min read

Hi Reader, It's been a while. A long while. Life got busy... in the best way. I've spent the past year-plus working on some cool stuff: mentoring founders in the Techstars health tech/AI community, running my own accelerator program, and working with a handful of health tech companies that kept me learning as much as I was teaching. Worth it. But I missed doing this. What’s Ahead Going forward, the Health Tech Sales Briefing sits at the intersection of three things I care about: healthcare,...

2 months ago • 2 min read