Healthcare commercial strategy. Discussed.

Michael Colling-Tuck

The headline number gets quoted. What rarely gets discussed is what it means operationally — for training, for budgets, for the way a rep's week is structured. Michael goes through the data and what commercial teams should be doing differently.

Guest Episode

When a single-market launch plan gets stretched across Europe without adaptation, things break in predictable ways. This episode covers what adapting the 3 E's framework looks like in practice for multi-territory launches.

Michael Colling-Tuck

Most companies use the strictest market's rules as a blanket policy across all of EMEA. It's not compliance — it's risk avoidance masquerading as compliance. Michael breaks down the actual regulatory landscape.

Guest Episode

Badge scans, 'promising conversations', and post-event reports that everyone agrees with and no-one acts on. The pre-event and post-event machinery that actually converts congress presence into pipeline.

Michael Colling-Tuck

Capture what your best rep knows. The methodology, the objection handling, the stories that land. Then make it transferable. Most sales enablement fails because it's content without context.

Guest Episode

You're not unknown because your product is weak. Trust is earned, not broadcast. The episode covers the three things companies that crack new markets do that everyone else skips.