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Have an interview plan. What is the purpose of the interview? Don't be wishy-washy. Your two questions today could have used a lot more detail. I do many of these (and am an expert guest) on my blog at http://www.salestactics.org. Here's an example of several: http://www.salestactics.org/sales-e...

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The struggle is REAL! MDs used to get paid by Pharma labs to get their attention (real life exemple: $30-80 just to fill a tiny online form). To my experience (consulting & entrepreneurship in healthcare/medtech), I would say that most MDs do not like emails, social media or cold calls. The best ...

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Hi, I have done this numerous times at both concept/pre-product stage but also once a product is built and trying to figure out "the problem it solves" (this generally happens after someone has tried to take it to market and no one is buying). Do you understand how your future users "solve" th...

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Most podcasts like you're describing start by using the audiences of their guests. This makes it tricky, because you're effectively asking someone to come on your show to leverage their audience for your growth. That's still a value proposition for the guest, however, because it's back links, e...

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Ask them! If you don't have any similar interviews yet, get some done in a niche close to this one. Credibility is important, and if you show you've done some and they listen to just part of one interview, that can be what pushes them over the edge. Everyone likes to talk about themselves. So do...

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You could start with LinkedIn (Profiles and Groups). Search for Marketing Executives and join the relevant groups. For example, this group http://linkd.in/1a8zR3c

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If I understand your question correctly, you are asking about information interviews. That is the term. People are cooperative and like to show off what they know (I'm doing it right now!). So let them. This isn't hard. Nearly everyone you call will be open to at least talking with you on the p...

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First, make sure that as part of a follow-up call, a General Partner is participating. Without a GP participating, the opportunity is actually not advancing in a meaningful way. Second, highlight what's new since last you spoke. It's likely that they identified some potential promise in wha...

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Of course calls for information interviews are not illegal. Information interviews are an important part of a successful person's job hunt or any target market research. You will find far more people will be open to this than you think now. Some just want to be helpful. Others want to show off h...

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I think what Frank says is absolutely spot-on with one exception. In healthcare, you might not have as much choice as you think. Ultimately, if you are dependent on adoption of your solution by multiple stakeholders, you should engage early and equally with all stakeholders so as to understand...

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