Name: Mr. Gerald L Zion
Country: USA
Qualification: Masters Degree
Designation: Independent Trainer/Contractor MDQA Programs and Regulatory Compliance
Company: Zion Enterprises
Description:
Mr. Gerald L Zion was connected with International Fovea-z Biomedical Since Oct 2023. In a distinguished 45-year career in the healthcare and medical device industry, he has accumulated a wealth of achievements by tackling complex challenges head-on and pioneering impactful training and sales solutions. Early on, he recognized critical issues affecting sales, notably the insufficiency of the sales funnel and the low conversion rate from opportunities to completed purchase orders. A deeper analysis revealed that varying levels of product and market knowledge, combined with a predominant order-taking mindset, limited the team’s ability to effectively convey value to customers. This was further complicated by a lack of differentiation in messaging and engagement styles for various customer personas, as well as a widespread knowledge gap in understanding and applying international performance and safety standards critical to the medical device industry.
Leveraging his extensive experience as a subject matter expert, he spearheaded the development of a comprehensive product and sales training program designed to address these gaps. He meticulously crafted content and courses to support sales teams and improve their product knowledge and value-based selling techniques. He enlisted the help of colleagues to create engaging illustrations and videos and personally conducted interviews with diverse customer personas to gather insights that would shape targeted, effective training material. Recognizing the need for scalable, accessible training delivery, he selected a Learning Management System (LMS) to host the courses. This allowed him to create academic-style training modules, complete with exams and certifications to encourage learning, reward achievement, and track progress
Beyond traditional product knowledge, the training program included advanced elements, such as persona-specific competitive analysis and "win-fight-redirect" scenarios that provided practical, real-world examples for the sales team to adopt in diverse customer engagements. This strategic addition led to an impressive increase in engagement, with over 17,500 registered learners completing the program between its launch in June 2015 and December 2023. The ripple effect was immediate: lead generation increased, as did requests for in-person, hands-on training events across the USA, Asia, and Latin America. Requiring completion of the training program became a prerequisite within the sales team, and as a result, sales engagement reached 100%.
The robust training initiative also bolstered the team’s ability to negotiate and articulate value, which significantly improved price realization percentages. His expertise has extended globally, with recent contributions to Thailand’s Medical Device Regulatory Authority (MMRA). Responding to a request from the MMRA for guidance on ensuring medical device safety and effectiveness, he led a training event for both the Thailand MMRA and key channel partners, addressing the necessary knowledge and expertise needed to satisfy regulatory standards.
He also conducted hands-on training sessions for hospitals and universities, helping end-users improve their skills in quality assurance testing for medical devices. Following the training, Thailand MMRA and hospitals requested trial runs of test instruments and software to apply their new skills. These sessions are projected to generate further product orders across six MMRA district locations, highlighting his impact on both regulatory alignment and market expansion .His career is a testament to his dedication to advancing the healthcare and medical device industry through innovation, leadership, and an unwavering commitment to quality.
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