Dylan Slattery

I spent over $1000 in 3 months to sign just 2 clients using ‘traditional’ lead-gen methods for medical billing: - Cold emailing - Cold calling - Paid ads - Networking events The issue? I was spreading my time too thin.  ↳ I couldn’t master any of them for effective results. It felt like my efforts weren’t being rewarded with quality leads. Now, I spend just 2 hours per week on LinkedIn: - Posting daily - Sending 25 targeted DMs per week - Booking 5 sales calls per week And I sign 1-2 new clients every week (on average). My LinkedIn profile acts as a powerful lead-gen system for MD Revenue Group: 1. I use Sales Navigator to connect with ideal practice owners. 2. They engage with my content and find it valuable. 3. We start a conversation through DMs. 4. They share their challenges with medical billing. 5. I offer tailored solutions to address their issues. With an average reach of 10,000 people per week, I can connect with a LOT of ideal leads… LinkedIn transforms lead generation when you focus on valuable, consistent content.

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From Pitchbook... * We estimate that PE-backed healthcare providers account for just 3.3% of the US provider ecosystem, with a cumulative $118b in annual revenue compared with around $3.5T total care provision spend nationally. For perspective, Optum Health's 2023 revenue was around $95 billion. * Although the "inventory" of PE-backed companies has grown from 350 companies in 2017 to 648 currently, the annual rate of growth in that inventory has slowed over the same period, from around 25% to less than 1%. PE investment in healthcare providers has declined as a proportion of overall PE deal activity since 2018. * Steward Healthcare headlines notwithstanding, current deal activity in US hospitals and skilled nursing facilities is virtually zero. Hospital and SNF deals account for <1% of PE healthcare services deals since 2022.

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Med tech sales 1994 to present. 1994 med tech sales: -“make more calls” -hospital bully cap pricing -stalk doctor at scrub sink -“wine and dine” w/manager -face to face access w/doctor -become technically proficient -exceed someone else’s quota -exceed quota and have your territory reduced -get promoted, take a pay cut, and teach your team how you sold 2024 med tech sales: -“make more calls” -hospital bully cap pricing -stalk doctor at scrub sink -“wine and dine” w/manager -face to face access w/doctor -become technically proficient -exceed someone else’s quota -exceed quota and have your territory reduced -get promoted, take a pay cut, and teach your team how you sold I was so naive in 1994 when I entered medical sales. And in 2020-2024 when we tested how to scale sales in modern hospital marketplace. We created a program called Virtual Sales Rx to coach med tech sales reps how to increase engagement with busy doctors, 3x increase meetings, and become face to face at scale. I conceded in 2024 that med tech sales reps are indifferent to what we’re teaching. It’s probably us or the concept of using personalized videos. 93% of med sales not picking up what we’re laying down. Eric I Anderson (co-developer/virtual sales rx) and I pondered at beginning of 2024, who is our market? Our market are: -physicians -med tech sales enablement teams (new concept in med tech) -those leaving med tech to become lifestyle design entrepreneurs My entrepreneurial lesson: 1)no pain, no market. The vast majority of sales reps want to grow sales - as long as it fits within the standard protocol. 2)fit-in, don’t stand out. If you’re a med tech sales rep, be careful about adopting the compliant + creative approach we’ve used to exponentially grow sales with surgeons from Covid to present. Oh well, at least you get to keep your job.

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As part of our #M3P solution in JUDI®, the report dashboard gives Medicare Part D #plansponsors insights into payment activity. With all this data at your fingertips, available to slice and dice as you see fit, you can easily visualize and keep track of payment trends. Want to see Ryan Kelly (Chief Technology Officer) run through a live demo of our M3P solution? Check out the replay of our webinar here: https://okt.to/9ZTsSW

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POST-ACUTE CARE SALES LEADERS. Are your sales reps struggling to gain trust and rapport with top referrals in your market? Did you know agency metrics and data can help. By utilizing high-quality market data and insights – your team can present fact-based evidence on how your organization can provide better patient outcomes than your competitors. Is your team providing compelling metrics referral sources need to trust your agency as a partner? If not, it’s essential to regularly evaluate communication strategies with your reps to ensure they provide the most up-to-date metrics and insights that physicians need to make informed decisions. By showing top physicians that you genuinely care about the success and care of their patients, your reps can build trust and rapport with them. For example, your reps can add a talk track such as “I want to help take care of your patients and ensure they receive the quality care they deserve.” This type of communication can go a long way in establishing your organization as a top referral partner that invests in the physician’s and their patient’s success. Want to learn more about how to use agency metrics to build trust and rapport? Check out our blog "How to Leverage Agency Metrics to Gain Trust and Rapport with Referral Partners" here. 👉 https://buff.ly/4dBWBjZ #marketdata #insights #successin2024 #postacutecare #homehealth #hospice

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Why is the "3X pipeline coverage" rule an issue in sales? Glad you asked. Here's my take: 1. It's too simple and doesn't consider how your sales process really works. 2. Even with 3-4X coverage, many teams still don't hit their targets. 3. It makes you focus on getting more leads instead of closing more deals. There are two types of sales teams: Type 1: Wins by "volume." Close rates hover ~20%, leadership always pushes for more pipeline. Type 2: Wins by "rate." They break down their process stage by stage, focusing on areas with the biggest leakage. Let's look at a healthtech company example: Company built $1M quarterly pipeline vs. $250K target. Sounds good, right? But revenue was stuck between Stages 3 & 4. (the demo stage) 40% Stage 3 → 4 rate cut overall win rate to 21%. Result? Only $215K closed from $1M pipeline. Ouch. The solution? Shift to a "Type 2" team: 1. Enable reps to build a sharp point-of-view. 2. Tie exit criteria to revenue ops validation. 3. Craft messaging that taps into priorities. 4. Build a system with scorecards. Result? Win rates jumped to 28% overall. I'm not a math guy but I think thats higher than 20% Less pipe, more revenue. What type of engine are you building? And more importantly, what are you doing about it going into next week?

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