#11 Service as the Tangible Representation of Value

ABOUT THE GUEST - NED ARICK, VP of GROWTH at HALOS SYSTEMS 

Ned is currently the VP of Growth at HALOS Systems, a healthcare analytics firm focused on furthering AI adoption in healthcare. Ned's career has spanned multiple industries and even more disciplines, from operations to product management to sales and marketing. Having worked in early stage start ups his entire career he's worn many hats but where he hangs his hat is on go to market strategy and building the initial team. Ned has been a part of two major acquisitions both in healthcare and fitness technology where he built and scaled the initial teams, marketing, sales and eventually, growth teams. He lives in Sarasota, FL with his wife, daughter and way too many animals (2 dogs and a cat).

Find Ned on LinkedIn: 
https://www.linkedin.com/in/nedarick/
 
Ned's Bootstrapped Growth Podcast: 
https://podcasts.apple.com/us/podcast/bootstrapped-growth/id1514487507
 
Find Ned on Twitter: 
https://twitter.com/Ned_Arick
 

ABOUT THE EPISODE:  

Ned is just a few months into a VP role at a startup in the healthcare industry - in fact - he’s the only person in sales or marketing right now, which means he has a lot of work to do and a lot of great perspectives to share.  

In this episode, Ned talks about what he’s doing and where he’s focusing to get Halos Systems off on the right foot from the sales and marketing perspective. He also shares some great advice and lessons learned over a diverse and heavily service-oriented sales career.  

0:45 - Ned’s best piece of sales advice - a counter-intuitive idea - give it all away!  

2:33 - How the salesperson should be an important part of a purchase decision and how to set that up proactively from the outset with prospects  

4:30 - Why “overcome objections” is the worst piece of sales advice that Ned has ever heard  

7:01 - The difference between handling or overcoming an objection and diffusing an objection  

11:52 - Ned talks about his new role at Halos Systems and what it’s like to be the first person in the sales and marketing organization  

15:34 - How is Ned approaching first steps as the first person in the sales and marketing organization of a new enterprise designed for growth  

18:48 - How is Ned conceptualizing the growth path for the company moving forward, and why it makes so much sense that customer success is the first place to focus  

23:06 - Ned talks about why he doesn’t like the way the word “value” is used in sales  

27:00 - Where can you find Ned, learn more about him and find his great content