Want 2026 to be the best sales year of your career? Don't wait for it to be handed to you. In this episode, Stuart and Bethany break down exactly how to perform a professional reset for the new year.

We cover the "sales math" needed to reverse-engineer your new quota, how to conduct deep-dive account research before you make a call, and the essential "Sales Kickoff (SKO) Survival Guide" to ensure you network effectively without becoming the topic of conversation the next morning.

Whether you are an Account Executive or a Sales Leader, this practical guide will help you build the systems and processes to crush your number this year.

In this episode, we discuss:

1. The Professional Reset: How to analyze your CRM data to find last year's wins and losses.
2. Path to Quota: Using the 3:1 pipeline ratio to calculate exactly what you need to close.
3. Account Intelligence: Why you need to read the bulletin boards and track LinkedIn activity.
4. SKO Rules: How to network with legal teams and why "nothing good happens after midnight."
5. Managing Up: Aligning your sales plan with your manager's P&L pressures.

Resources & Links:

1. Connect with Stuart on LinkedIn: [Insert Link]
2. Connect with Bethany on LinkedIn: [Insert Link]
3. Haverin About Store (SKO Mugs): [Insert Link]

In this episode of Haverin About, Stuart and Bethany sit down with Brian Whitehill, Founder and CEO of AccuSource Group, to unpack what’s really happening in the healthcare technology job market — and why so many talented people are struggling to get hired.

With more than 20 years of experience building go-to-market teams across health tech, Brian brings a refreshingly honest perspective on recruiting, hiring, and career survival. From the myth of the “Rolodex hire” to why LinkedIn’s Easy Apply has actually made job searching harder, this conversation pulls back the curtain on how hiring decisions truly get made.

Together, they explore:

1. Why applying to hundreds of jobs often leads nowhere
2. How applicant tracking systems quietly screen out great candidates
3. The behavioral traits hiring managers say they want vs. what they actually hire for
4. Why “always be recruiting” applies to candidates, not just recruiters
5. Common mistakes companies make when hiring sales leaders
6. The difference between “nice-to-have” and “must-have” health tech solutions
7. How to stand out in an overcrowded, noisy job market

This episode is a must-listen for anyone in healthcare technology — especially sales, leadership, and go-to-market professionals — seeking a realistic, practical roadmap to navigate their career in 2026 and beyond.

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00:00 Introduction to Healthcare Technology Recruiting

01:54 Brian Whitehill's Journey in Healthcare Recruiting

03:05 Challenges in Recruiting Top Talent

07:00 Navigating the Job Market: Tips for Job Seekers

12:22 The Importance of Behavioral Qualities in Hiring

18:03 Hiring Sales Leaders: Common Mistakes and Insights

23:23 The Importance of Psychological Assessment in Hiring

25:35 Navigating Leadership Transitions in Growing Companies

28:08 Understanding the Founder’s Curse and Scaling Challenges

31:03 The Reality of Job Security in Sales

34:44 The Value of Networking and Always Being Prepared

36:37 Debunking the Rolodex Myth in Sales

39:44 The Shift from Nice-to-Have to Must-Have Solutions

42:00 Preparing for 2026: Key Considerations for Job Seekers

50:57 Three Golden Rules for Candidates in the Job Market

What sales tools actually help you sell in Health IT — and which ones are just noise?

In this episode of Haverin About, Bethany and Stuart unpack the real-world tools, resources, and habits that successful healthcare sales professionals rely on today. From trusted industry news sources like HISTalk and Becker’s, to research platforms like KLAS and Black Book, to AI transcription tools and old-school notebooks — this episode blends practical advice with hard-earned experience.

You’ll hear candid takes on:

• Where to get accurate Health IT news and insight
• Why LinkedIn has become 80% AI slop (and where the value still is)
• Prospecting tools like Definitive Healthcare and RocketReach — and the etiquette mistakes to avoid
• Using AI tools like PLAUD for meeting notes and conference leads
• How to stay organized as a modern seller (OneNote, Notion, visual thinking)
• Why human connection is still the most powerful sales advantage

This episode is ideal for Health IT sales professionals, BDRs, AEs, founders, and healthcare tech leaders looking to sell smarter in a noisy, AI-heavy world.

00:00 – Tools vs people in sales

04:10 – Best Health IT news & industry resources

10:20 – Substack, opinion writing & AI content overload

17:10 – LinkedIn: what’s worth your time

24:30 – Prospecting & contact intelligence tools

34:00 – Research platforms that influence buying decisions

37:40 – AI note-taking, meetings & conference workflows

54:20 – Why your peer network matters more than any tool