🎙️ Building Sales Momentum in Regulated IndustriesWhy Small Wins Beat Big Whales in Healthcare, Fintech & InsurtechHost: Dan Griffith – Greater Gain Group & GrowDGtal Guest: Robert Plush – Health Biotech PartnersIf you’ve ever said:“We’ve been talking to [Big Health System] for 8 months…” “If we land [Enterprise Client], we’re set…” “Once [Big Bank] signs, it changes everything…”This episode is for you.In regulated industries—where sales cycles are long, risk is high, and approvals are complex—chasing enterprise whales can quietly kill your revenue momentum.In this LinkedIn Live replay, Dan Griffith sits down with healthcare tech veteran Robert Plush to unpack how founders and GTM teams can shift focus from “whale hunting” to “win stacking”—and build predictable growth in 90 days.🧠 What You'll Learn:🚫 The Whale-Chasing Trap: Big-deal obsession leads to:Feast-or-famine pipelinesOvercommitted resourcesDelayed learning cyclesLost team focusFragile forecasts✅ The Small Wins Advantage: Focusing on fast-moving, high-intent prospects gives you:Faster feedback loopsRevenue you can count onRepeatable sales processesMarket validation & proof pointsEnergized, focused teamsCase studies that attract bigger clients🧪 Real Case Study: MAKO SurgicalRobert shares how his team grew from 91 to 1,170 surgical implant cases by:Targeting regional hospitals, not national whalesBuilding local KOL (Key Opinion Leader) supportCreating demo sites to drive visibilityLeveraging success stories to fuel scaleResult? Consistent revenue growth, not luck or waiting.⚙️ Your 90-Day Sales Momentum Plan:Days 1–30:Identify fast-moving prospectsQualify using 5 key questionsTarget those with urgency, authority, and budgetDays 31–60:Launch focused outreach campaignsPrioritize speed over sizeLeverage case studies and early adopter winsDays 61–90:Close deals and document learningsTurn early clients into referral enginesBuild toward repeatable motion🎯 Goal: 3–5 new customers, proof of product-market fit, team momentum.🛠️ Qualification Questions That Matter:“Who else needs to approve this decision?”“What’s your implementation timeline?”“Is budget already allocated?”“What happens if this doesn’t get solved?”“Would you be open to being a case study?”If they can’t answer clearly—they’re not a fast mover.🌐 Using KOLs to Accelerate Trust:Start with local, accessible thought leadersDeliver value first—don’t pitchCo-create proof points: webinars, content, pilot dataBuild a KOL referral network over timeUse their credibility to scale influence systematically⚠️ Mistakes to Avoid:Putting all hope in one “game-changing” dealCustomizing heavily before a contractDelaying momentum for a maybeIgnoring faster-moving, lower-profile buyersLetting verbal commitments drive pipeline forecasts📈 What to Measure (Beyond Logo Size):Sales cycle lengthSegment-specific conversion ratesCustomer acquisition cost (CAC)Time to first valueCase study developmentReferral generation from early adoptersRemember: Big logos don’t always mean scalable growth.🔁 The Momentum Effect:WheLinkedIn | WEBSITE

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