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Ready to rock your sales game? Welcome to ‘Resilience Rocks Sales’, the ultimate podcast for sales professionals wanting to outperform their competitors without sacrificing their health or relationships. Hosted by Stacey Copas, each episode features practical tips, interviews and inspiring stories from experts who have succeeded over their setbacks. This isn’t just another sales podcast, it’s a path to discovering your peak potential. Join us as we dive deep into the power of resilience and ...
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American Healthcare Entrepreneurs and Execs you might want to know. Talking. Relentless Health Value is a weekly interview podcast hosted by Stacey Richter, a healthcare entrepreneur celebrating fifteen years in the business side of healthcare. This show is for leaders in pharma, devices, payers, providers, patient advocacy and healthcare business. It's for health industry innovators, entrepreneurs or wantrepreneurs or intrapreneurs. Relentless Healthcare Value is the show for you if you wan ...
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The intent of this podcast is for you to be inspired by people just like you that have effectively discovered and used digital tools to create the life they want. They don’t just use digital tools through obligation (e.g. I have to have a website, I have to be online....). They have discovered the real power of digital, they see it clearly for what it is intended, to make their lives and those that are connected with them, better. Each podcast is an interview with someone doing great things ...
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Intelligent Selling in Professional Services with Regan Barker | Resilience Rocks Sales Ep.26
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In this episode of Resilience Rocks Sales, Stacey is joined by Regan Barker, Head of Revenue Operations at Grant Thornton. The two discuss Regan's career journey from marketing in professional services to her current role, where she extends sales capabilities and integration between sales, marketing, and revenue profitability. Regan shares how she …
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The Euphemism That Has Become Value-Based Care, With Elizabeth Mitchell—Summer Shorts 9
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In this Summer Short Episode of Relentlessly Seeking Value, host Stacey Richter discusses the hidden costs and inefficiencies of value-based care with Elizabeth Mitchell, President and CEO of the Purchaser Business Group on Health (PBGH). To read the full article and show notes which include mentioned links, visit the episode page. If you enjoy thi…
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Encore! EP413: The Intersection of Healthcare Waste, Value-Based Care, and the Potential Rising Power of PCPs, With Will Shrank, MD
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My conversation today is with Will Shrank, MD. Dr. Shrank led the evaluation group at CMMI (Center for Medicare and Medicaid Innovation). He has spent time in the private sector, first at CVS Health and UPMC (University of Pittsburgh Medical Center) as chief medical officer of the health plan in Pittsburgh, and then as the chief medical officer for…
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Encore! EP402: What Physicians Trying to Clinically Integrate Care in the Real World Need to Know, With Amy Scanlan, MD
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This encore episode is with Amy Scanlan, MD. It was, in fact, one of our most popular episodes of the past year. It is still just as relevant today in a slightly different way. It’s interesting how things which were said maybe a year ago have shades of meaning which become evident as time goes on. So, I liked this show a lot in the second listen wi…
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How to Lead Through Tough Times with Maranda Dziekonski | Resilience Rocks Sales Ep.25
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In this episode of Resilience Rocks Sales, we get to know the inspiring journey of Maranda Dziekonski. Maranda, a remarkable leader in the customer success space, shares her story of overcoming extreme poverty, and other adversities from her childhood in rural Michigan. Her path is a testament to resilience, having navigated through significant lif…
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EP447: Why an “EHR Strategy” Isn’t Enough, With Ashleigh Gunter
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28:44
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In Episode 447, Stacey Richter interviews Ashleigh Gunter, president of Translucent Healthcare Consulting, to discuss the indispensable role of change management in healthcare transformation. They emphasize that creating an effective change strategy involves great leadership, a clear case for change, influential change champions, over-communication…
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EP446: Hey, Let’s Not Talk About EHRs, With Spencer Dorn, MD, MPH, MHA
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In Episode 446, "Hey, Let's Not Talk About EHRs," host Stacey Richter engages Dr. Spencer Dorn, vice chair and professor of medicine at the University of North Carolina, in a comprehensive discussion about the implications of healthcare technology, specifically electronic health records (EHRs). Visit the Episode Page to read the show notes with men…
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EP445: Can a Primary-Care-Only Practice Survive in 2024? With Tom X. Lee, MD
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I wanted to talk with Dr. Lee because so many RHV (Relentless Health Value) listeners are trying to figure out how to sustain primary care as a stand-alone entity when the most obvious and most common way to make enough money in primary care is to drive and maximize the dollars from downstream volume of high-priced service lines, which, if you thin…
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Personal Branding for Sales Success with Samantha J Brunskill | Resilience Rocks Sales Ep. 24
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In this episode of Resilience Rocks Sales, we meet Samantha J Brunskill, an expert in personal branding and luxury brand creation. She introduces us to the concept of choosing the right buyer and designing your sales process around presupposing people are empowered and self-led. Samantha shares insights from her journey, including her success with …
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Encore! EP397: The Minefield That Is a PBM Contract and Also Some Advice for EBCs Who Are Taking Money Under the Table, With Paul Holmes
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In this encore episode of 'Relentlessly Seeking Value,' host Stacey Richter revisits a critically important conversation with ERISA attorney Paul Holmes about the complexities and hidden pitfalls in Pharmacy Benefit Manager (PBM) contracts. Aimed at CFOs and employer plan sponsors, Holmes highlights how poorly reviewed PBM contracts can lead to com…
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EP444: Two State Healthcare Laws Often Don’t Go as Planned: CON and COPA, With Ann Kempski
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In Episode 444 of Relentless Health Value, Stacey Richter speaks with healthcare consultant Ann Kempski about two state healthcare laws with unintended consequences: the Certificate of Need (CON) and the Certificate of Public Advantage (COPA) laws. They delve into the original intentions behind these laws, the ways in which they have often failed, …
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EP443: Let Us Never Pay the First Bill in Honor of Marshall Allen
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To read the full show notes with links mentioned, be sure to visit our episode page and consider signing up for our free weekly newsletter. Episode 443 of Relentless Health Value pays tribute to the late Marshall Allen, an investigative journalist dedicated to exposing injustices within the American healthcare system. Hosted by Stacey Richter, the …
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Chasing Stars in Sales with James Michael | Resilience Rocks Sales Ep. 23
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In this episode, Stacey chats with James Michael from Justified Talent about his unique journey from the military to becoming a small business sales recruiter. James shares his insights on resilience, the psychology of performance, and his innovative approach to recruitment that ditches the traditional resume for behavioural analytics. Highlights: …
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EP442: A Short Rumination on Saving Money, Except Not Saving Money. Oncology Side Effect Management as a Case Study, With Andreas Mang
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In Episode 442 of 'Relentless Health Value,' host Stacey Richter shares an intriguing outtake from a previous episode featuring Andreas Mang, senior managing director at Blackstone, discussing the critical issue of cost management in oncology side effect treatment. The conversation delves into the inefficiencies and patient harms caused by inadequa…
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EP441: Tables Get Turned. This Is Me Interviewed by Abby Burns From Radio Advisory About What Is Value
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To read the full article with show notes, mentioned links and a full transcript, visit relentlesshealthvalue.com In this episode, Abby Burns from Radio Advisory interviews Stacey Richter, host of the Relentless Health Value podcast, during the Raising the Bar Value Summit. They discuss the complexities of defining and creating value in healthcare, …
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EP440: What Is the Optimal Size for a Medical Practice? With David Muhlestein, PhD, JD
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In Episode 440 of 'Relentless Health Value,' host Stacey Richter engages with David Muhlestein to explore the optimal size for a medical practice, concluding that 10 to 20 physicians supported by a capable team provide the best balance of economies of scale and community integration. The conversation transitions into the challenges large healthcare…
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EP439: Fixing the Generic Drug Pricing Problem, Where Patients Pay More When They Use Their Insurance, With Luke Slindee, PharmD
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In Episode 439 of 'Relentlessly Seeking Value,' host Stacey Richter discusses the convoluted issues surrounding generic drug pricing with pharmacy consultant Luke Slindee. To read the full article and show notes with links mentioned as well as a full transcript, click here. They delve into the ways traditional Pharmacy Benefit Managers (PBMs) explo…
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Adapting to the AI Revolution with Ben Angel | Resilience Rocks Sales Ep.22
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In this episode of Resilience Rock Sales, Ben Angel, author of The Wolf is at The Door - How to Survive & Thrive in an AI-Driven World, discusses the impact of artificial intelligence on businesses, particularly in sales. Ben shares his journey, insights on AI's fast-evolving landscape, and gives practical advice on leveraging AI tools while being …
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EP438: Recognizing Cognitive Dissonance and Thinking About How to Overcome It When in the Belly of the Beast, With John Lee, MD
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In this episode of Relentless Health Value we dive into the concept of Cognitive Dissonance in the healthcare industry with Dr. John Lee, an ER physician and chief medical information officer. We explore how healthcare professionals navigate the conflict between their beliefs and actions, especially in large healthcare organizations. Dr. Lee shares…
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Curiosity Driven Sales with Denise Murtha Bachmann | Resilience Rocks Sales Ep.21
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In this episode of Resilience Rocks Sales, host Stacey Copas is joined by Denise Murtha Bachmann to explore the transformative power of curiosity in sales. Denise shares her 30-year journey from door-to-door sales to becoming a leading voice in AI and machine learning within the sales industry. Together, they discuss how curiosity can enhance clien…
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EP437: The Most Powerful Committee No One Ever Heard of and Their Role in Primary Care and Mental Health Struggles, With Brian Klepper, PhD
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15:34
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The Unseen Influence of the RUC on Healthcare This episode of 'Relentless Health Value' features a discussion with Brian Klepper, a healthcare analyst and former CEO of the National Business Coalition on Health, about the powerful yet obscure RUC (RBRVS Update Committee) and its significant impact on the economics of primary care and the broader he…
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EP436: Let’s Talk About TPA and Health Plan Inertia Instead of Jumbo Employer Inertia, With Elizabeth Mitchell
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In this episode of Relentless Health Value we follow up on the topic of employer inertia discussed with Lauren Vela in episode 406, turning our focus to third-party administrators (TPAs), administrative services only (ASOs), and health plans. Elizabeth Mitchell from the Purchaser Business Group on Health (PBGH) joins us to discuss the roles of TPAs…
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The Power of Evangelism in Sales with Leslie Greenwood | Resilience Rocks Sales Ep.20
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In this episode of Resilience Rocks Sales, we meet Leslie Greenwood, a dynamic force in the world of sales, leadership, and community building. Leslie shares her journey from being a 'stay-at-home mom' to becoming a successful sales leader and the co-founder of Wednesday Women, a platform dedicated to highlighting executive women throughout the yea…
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Encore! EP363: How to Cut Healthcare Admin Burden in Half, With David Scheinker, PhD
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33:59
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For a full transcript of this episode, click here. I’m gonna encore this episode with David Scheinker, PhD, for several reasons; but here’s a big one: Why are we as an industry not doing what David Scheinker suggests in this episode? Why are we not doing, I don’t know, kinds of logical things to reduce admin burden in this country when everyone agr…
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EP435: Optimized Pharmacy Benefits Are Required if You Want to Do or Buy Value-Based Care, With Dan Mendelson
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Optimizing Pharmacy Benefits in Value-Based Care: A Conversation with Dan Mendelson In Episode 435 of 'Relentless Health Value,' Stacey Richter hosts Dan Mendelson from Morgan Health to discuss the importance of integrating pharmacy benefits into the broader context of value-based care. The conversation stems from a LinkedIn post by Mendelson outli…
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Making the Magic Word 'Yes' Happen More Often with Todd Hartley | Resilience Rocks Sales Ep.19
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In this episode, I had the opportunity to sit down with Todd Hartley, the powerhouse behind Wirebuzz, to find out the secrets of securing a 'yes' more often. Todd shares his journey from a struggling sales novice who accidentally found the best way to sell his agency services, to becoming a sought-after sales trainer on the world's biggest stages. …
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EP434: 5 Surprises About Bundled Payments, With Benjamin Schwartz, MD, MBA
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Five Surprising Facts About Bundled Payments in Healthcare In Episode 434 of 'Relentless Health Value,' host Stacey Richter interviews Dr. Ben Schwartz, an orthopedic surgeon and prolific writer, about bundled payments in the healthcare industry. The discussion focuses on four key surprises related to bundled payments: the all-encompassing nature o…
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EP433: The Mystery of the Weekly Claims Wire: What Are Plan Sponsors Actually Paying For Each Week? With Justin Leader
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Unveiling Hidden Fees in Weekly Claims: What Plan Sponsors Need to Know Episode 433 of Relentless Health Value dives into the complexities of weekly claims wires that self-funded employers receive. Host Stacey Richter speaks with Justin Leader about the hidden fees embedded in these claims, including shared savings fees, prior authorization fees, p…
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Generating High Converting Leads with Ben Jones | Resilience Rocks Sales Ep. 18
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In this episode of Resilience Rocks Sales, Stacey is joined by Ben Jones, a seasoned expert in generating high-converting leads and developing young entrepreneurs. Ben shares his journey from selling vegetables on the roadside to becoming a successful figure in the sales landscape. He discusses the importance of resilience in sales, the transformat…
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Encore! EP391: A Case Study for Anyone Trying to Level Up Primary Care That I’m Gonna Call “How Margin Shoves Mission Off the Bus,” With Scott Conard, MD
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36:53
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Mission vs. Margin: Dr. Scott Conard's Journey in Transforming Primary Care In this encore episode, Stacey Richter discusses the challenges and opportunities in primary care transformation with Dr. Scott Conard. The conversation explores the conflict between mission-driven healthcare and profitability, drawing from Dr. Conard's personal and profess…
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