BoneChat #2 - Scaling sales into the early majority - Marc Viscogliosi

Yeah, I, I talk to a lot of startups and they're great at the technology side and the regulatory approval, and they get their first few surgeons and then they hit the wall where they've, how do I, how do I sell across the country? They don't know how much money and time it takes to build a sales force for an entire country. And, and the second thing is they try to compete against the big guys in the same game. So they have to think about the sales side. Think the distribution and sales differently, but they don't.

Look, to me, the hardest thing in the world is to get beyond your initial core customer base of early adopters, early innovators, that kind of thing, and get to the early majority. Are you aligned with the practice pattern of the day-to-day customer? And that looks at everything. That looks at If you can't make that simple, you will always struggle. That's the real art of great sales teams.