In this episode, we sit down with David Remedios, National Sales Digital Pathology Specialist at Leica Biosystems, to explore the rapidly evolving landscape of digital pathology and the intersection of science and technology in modern healthcare.

From the halls of the innovative Cortellucci Vaughan Hospital to remote diagnosis in Newfoundland, David shares his insights on how automation and digitization are solving critical labor shortages and changing the way doctors work. We also dive into his personal journey from a UofT neurobiology major to a leader in clinical sales.

In this video, we discuss:

• The Digital Shift: How hospitals are moving from glass slides on snowmobiles to instant remote sign-outs [02:10].
• AI vs. Pathologists: Will algorithms replace doctors, or are they simply the ultimate pattern-recognition tool? [04:15].
• Regulatory Hurdles: The differences between Health Canada and FDA approval processes [05:42].
• Career Advice: Why you don’t always need an MBA to reach leadership roles in the life sciences [14:22].
• Sales Strategy: The importance of "discovery" and in-person connections in a complex, 2–4 year sales cycle [26:05].
• Funding Innovation: How hospitals navigate capital projects using foundation funds and "Dragon's Den" style pitches [27:35].

Whether you are a pathology professional, a science student, or interested in the business of medical devices, this conversation provides a deep dive into the future of Canadian healthcare.

For the audio version of the podcast: https://linktr.ee/northstarsci

In this episode of North Star Scientific, we explore the unconventional journey of Rob, who transitioned from a high school history teacher to a 15-year veteran in the life sciences sales industry.

Rob shares his unique philosophy on being a "Chief Happiness Officer"—focusing on empathy, transparency, and helping customers succeed rather than just closing a deal. We also dive into how technology and AI are transforming the way sales professionals interact with scientists and what the future of lab demos might look like in a virtual world.

In this video, we discuss:

The Career Pivot: How a history degree builds the research skills needed for technical sales [03:14].

The Evolution of the "Cold Call": Why walking hospital halls is a thing of the past and how AI enables "warm calling" [13:09].

Chief Happiness Officer: Why focusing on customer happiness leads to long-term success and loyalty [10:00].

AI vs. Personal Relationships: Will AI ever replace the face-to-face connection in high-stakes biotech sales? [23:47].

The Future of Lab Demos: Could VR goggles and "digital twins" replace shipping heavy equipment for trials? [27:13].

Sales Frameworks: A breakdown of Spin, Challenger, and EPIC selling methodologies [31:32].

The "Nice Guy" Myth: Why compassion and empathy are actually competitive advantages in business [35:17].

Whether you're looking to break into the life science industry or you're a seasoned pro wanting to refine your consultative approach, this conversation offers a masterclass in modern relationship-based selling.

In this episode, we explore the entrepreneurial journey of David Nathan, a founder with a deep-rooted passion for the life sciences, stemming from his childhood experiences in labs at Princeton and New England Bio Labs. David details his path from working various roles in science and sales, to founding scaler, a life science-focused agency. He highlights key moments, including his transformative experience with Amway, practical strategies for scaling his business, and the challenges of maintaining a positive mindset amidst financial and operational hurdles. The conversation also delves into the impact of AI on SEO, and concludes with insights into David's role in the sales and marketing organization, SAMS. Throughout, the importance of perseverance, adaptability, and community support is emphasized as critical elements for entrepreneurial success.

00:00 Introduction and LinkedIn Activity
01:36 Early Life and Scientific Background
03:34 Career Journey and Defining Moments
06:18 Starting Scaler and Entrepreneurial Challenges
08:56 Overcoming Doubts and Finding Success
13:17 Support Systems and Motivation
15:03 Persistence and Business Growth
17:51 The Entrepreneurial Mindset
19:17 Building and Scaling a Team
23:55 Navigating SEO in the Age of AI
30:45 The Role of Sams in Science Marketing
34:03 Final Thoughts and Future Conversations