Ryan Carpentier, Chief Commercial Officer at NAMSA, shares how he's rethinking Medtech sales, unlocking growth within existing accounts, and building a more strategic commercial model.
⏱️ Timestamps:
00:00 – Why Medtech needs a new go to market strategy
01:51 – When OEMs start buying innovation instead of building it
03:57 – Organizing sales around how customers buy, not geography
07:08 – The untapped growth opportunity inside existing accounts
08:50 – Why B2B sellers should act like orchestra conductors
10:44 – From individual services to value based selling
13:16 – Making a complex commercial organization easier to buy from
15:45 – Ryan's 3 skills every B2B seller needs today
What you’ll hear about
• Why NAMSA is moving beyond a traditional territory based model and toward a GTM structure built around customer buying behavior
• How existing accounts can reveal cross selling opportunities that sellers may be overlooking
• Why technical expertise alone is not enough to grow a strategic account
• How bundling services and multi year contracts can create longer term value without relying on discounting
About Ryan Carpentier
Ryan Carpentier is Chief Commercial Officer at NAMSA and a global sales and operations executive focused on scaling high growth companies, transforming commercial strategy, and building high performing teams. He has led revenue growth from $10M to $350M+ across life sciences, compliance, and education.
Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryan-carpentier-25b820/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
🎧 Prefer audio?
👉 Apple Podcast:
https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify:
https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25
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