You Sold the Hospital! Now the Real Work Begins. One of my favorite memories from my time as a clinical specialist went something like this. My phone would ring. "Hey Rob, good news. We sold a robot." "Awesome. Where?" "Hospital X." "Nice. When do they want to launch?" "Tomorrow." "...Tomorrow?" "Yep." My facial expression after I get the news of an urgent launch so the capital rep can recognize revenue before the end of the quarter. That was usually the extent of the handoff

Stop Calling Every Hospital a Prospect. They're Not. One of the fastest ways to waste a year after FDA clearance is convincing yourself every hospital is a prospect. They're not. Some hospitals move quickly. Some move slowly. Some have physician champions who can push a new technology through procurement in a matter of months. Others have enough internal politics to turn a simple pilot into a multi-quarter project. And yet one of the most common mistakes I see in early-stage