How Strong Partnerships Help Companies Scale Smarter with Lance Black, MD, MBID
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How Strong Partnerships Help Companies Scale Smarter with Lance Black, MD, MBID
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A proposito di questo titolo
Champions are made, not found.
In this episode of Sales Against the Odds, host Lee Brumbaugh sits down with Lance Black, MD, MBID, Senior Associate Dean of Innovation & Strategic Projects of Texas A&M Engineering Medicine’s innovation program, physician, engineer, and startup advisor. They explore what healthcare innovation can teach SMB leaders about customer development, champion building, early partnerships, and scaling without assuming one model fits every business.
Lance shares why the first meaningful partner can become the key to unlocking growth, why founders must keep listening long after the first customer conversations, and how small, nimble teams can use technology as an advantage. From refining your message through real conversations to developing champions with frequency, depth, and diverse engagement, this conversation shows how businesses can move faster, learn sooner, and build growth around actual customer needs.
Key takeaways:
- Why strong champions are developed through consistent, intentional engagement
- How customer conversations reveal the real value, timing, and fit of your solution
- Why scaling requires a custom strategy, not a copied playbook
Episode highlights:
(00:00) Introduction
(01:40) How engineering medicine connects innovation and industry
(07:50) Why the first partner can unlock growth
(10:24) What SMBs can learn from healthcare partnerships
(12:07) Why the best pitch starts with conversation
(14:16) How to develop champions with intention
(18:53) Why small teams have an AI advantage
(22:10) The founder mistake that slows growth
(25:27) Why scaling needs a custom strategy
(28:16) How real-world use reveals what customers need
Connect with the team:
Lance Black, MD, MBID on LinkedIn: https://www.linkedin.com/in/lance-black-innovation/
Explore Texas A&M School of Engineering Medicine: https://enmed.tamu.edu/
Lee Brumbaugh on LinkedIn: https://www.linkedin.com/in/lee-brumbaugh-7835512b/
Sales Xceleration on LinkedIn: https://www.linkedin.com/company/sales-xceleration/
Explore Sales Xceleration: https://salesxceleration.com/