"The sales reps are doing the work that should have been done before the product was launched. I call it rolling a boulder uphill versus rolling a pebble uphill." — Craig T. Ingram

Karl talks with healthcare commercialization strategist Craig Ingram about the single most common — and most expensive — mistake venture-backed MedTech and health tech startups make right after they close a round: hiring a sales team before anyone outside the building has heard of them. Craig breaks down why revenue is a lagging indicator, why "just increase activity" is bad advice, and the five-point framework he uses to turn a sales team's job from pushing a boulder into rolling a pebble.

Craig T. Ingram is a healthcare business strategist and commercialization advisor, and Co-Founder of Int'l Commercialization Growth Partners. He was named MedT ...