Nobody Cares About Better, Cheaper, Faster with Jim Surek
About this episode
Jim Surek discusses effective sales strategies and the pitfalls of traditional value propositions in medtech.
In this episode of the Crux of Neuro podcast, Liz Moyles sits down with Jim Surek, a 33-year medtech veteran with seven M&A exits to his name, including Advanced Bionics' $3 billion acquisition by Boston Scientific. Jim shares the commercial playbook he's used to build and scale teams across spine, neuromodulation, and urology, from selling medical supplies out of a catalogue to leading the commercial strategy behind some of the biggest exits in the industry. He explains why "better, cheaper, faster" is a dead pitch, why he hires reps with zero medtech experience, and how founders should really think about selling to today's multi-headed customer. Key Topics: Why "better, cheaper, faster" fails as a value proposition in modern medtech Selling to the multi-headed customer: clinicians, purchasing, CFOs, and value analysis committees Hiring non-medtech sales reps and why conventional experience can be a liability Building program-based commercial strategies that go beyond the physician champion Navigating M&A as a CEO: what founders get wrong about acquisition interest Leading a distressed asset: Jim's playbook for turning Valencia Technologies around…
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