Episode 06: Interview with a Customer: Meet Kenny Brown, Biomedical Manager
In this episode, we talk to Kenny Brown, who is the Biomedical Engineering Manager at a large hospital in the Mid-West. Kenny has been in this field for a long time, and has seen lots of great sales reps come through, and lots of…not so great reps too. Kenny takes us into his world, where he is involved in lots of capital purchases, and we discuss the following topics:
How salespeople can and should cover all decision makers within the hospital and why that’s important
His pet peeves during cold-calling
How hospitals have changed since COVID began
The buying process from his perspective and how salespeople can make sure they are involved
What he’s looking for in a sales rep
What really gets under his skin
How salespeople can get creative and thrive during COVID
His overall advice to sales reps
Why you shouldn’t bad-mouth your competition (and for more information on this, see my podcast on Customer Pet Peeves)
How a new sales rep can succeed with him
