This week, we catch up with Kyle Miko, co-founder and Chief Marketing Officer of VirtuOx Cardio Sleep, a leader in at-home respiratory, sleep, and cardiac diagnostics.

Kyle shares how VirtuOx is making a difference by focusing on sleep health and patient well-being, guided by the company's mission to "restore the breath of life." He delves into VirtuOx's go-to-market strategy, centered on educating physicians about sleep and cardiac diagnostics, and offers insights into how his team uses data and technology to optimize their sales process.

Kyle also explains how VirtuOx integrates technology into their workflow to better analyze data, identify target physicians, and streamline territory management. Throughout the conversation, Kyle emphasizes the importance of servant leadership, having a clear purpose, and leveraging healthcare CRM solutions to drive success in field sales.

Key Moments:

• The impact of sleep health on overall well-being and VirtuOx's mission to address it.
• VirtuOx's approach to educating physicians and fostering strong relationships.
• Strategies for effective territory management and how data informs decision-making.
• The role of technology, including Map My Customers, in improving sales efficiency.
• Insights on servant leadership and the value of having a clear 'why' in your business.

Tune in to this insightful episode and discover how you can harness data and leadership to drive growth in your own organization.

About Our Guest
Kyle Miko is the Chief Marketing Officer and co-founder of VirtuOx Cardio Sleep, the world's largest provider of at-home respiratory, sleep, and cardiac diagnostics. With over two decades of experience, Kyle is known for his leadership approach—combining data-driven strategy with a deep commitment to improving patient outcomes. Kyle's leadership at VirtuOx reflects a dedication to servant leadership and a clear sense of purpose, which has been key in guiding the company’s growth and impact in the field of medical diagnostics. Connect with Kyle on Linkedin!

Listen to The Field Sales Leadership Guide anywhere you find podcasts, or at mapmycustomers.com/podcast

Level-up your field sales strategy at mapmycustomers.com

In this episode, JT reconnects with Joe McDonald, VP of Sales at Jasper Engines, to explore the role of data in driving sales success. Joe shares how Jasper Engines transformed their approach to territory management, optimized customer interactions, and implemented data-driven decision-making. They discuss practical strategies for managing retiring sales reps, maximizing market penetration, and fostering a culture of accountability within the sales team. Tune in for actionable insights on leveraging data to build winning sales teams.

Highlights:

• The Role of Data in Driving Leadership Decisions at Jasper Engines
• Strategic Market Penetration and Territory Management
• Managing Retiring Reps with Innovative Pilot Programs
• Defining and Tracking Sales Presentations for Maximum Impact
• Advice for Sales Leaders on Data-Driven Sales Processes

About our guest:

As VP of Sales at Jasper Engines, Joe McDonald has led his team through significant growth, using data-driven insights and forward-thinking leadership to drive sales success. With decades of experience, Joe has a deep understanding of the challenges sales leaders face and how to overcome them. Don’t miss his expert advice in this episode. Connect with Joe on Linkedin!

And learn more at mapmycustomers.com/podcast

Level-up your field sales strategy at mapmycustomers.com

We are joined by Todd Caponi, a sales leader and the mind behind The Transparency Sale and The Transparent Sales Leader. Todd dives deep into his unique strategies for building successful sales teams through transparent methodologies and data-driven strategy.

Discover the power of embracing losses as learning opportunities, leveraging structured frameworks to maximize revenue, and the importance of understanding customer behaviors. Todd also highlights the need for effective CRM tools and a data-driven approach to ensure long-term success in sales leadership.

Episode Highlights:

• 00:21 Meet Todd Caponi
• 01:37 The Power of Transparency in Sales
• 02:46 Implementing a Sales Framework
• 04:25 Understanding and Leveraging Reviews
• 09:40 Qualifying Opportunities and Pipeline Management
• 20:52 The Five F's of Maximizing Revenue
• 24:18 Building a Predictable Sales Culture
• 25:00 The Importance of CRM in Sales
• 28:34 Overcoming CRM Challenges
• 43:15 Leveraging Customer Insights
  
  

About our guest:

Todd Caponi is a celebrated sales leader, speaker, and author of the award-winning bestseller The Transparency Sale. His latest book, The Transparent Sales Leader, delves into how transparency and decision science can enhance sales performance. Having led two companies to successful exits, Todd now leads Sales Melon LLC, where he teaches revenue organizations how to maximize capacity. Additionally, he hosts "The Sales History Podcast," where he shares insights on the evolution of the sales profession.

Connect with Todd on LinkedIn and visit toddcaponi.com for more!

Level-up your field sales strategy at mapmycustomers.com