Welcome back for Episode 42 of the Digital Health Heavyweights Podcast
Today, Norm is joined by Cody Fair, Chief Commercial Officer at Noom, who shares his sales career journey and the challenges and successes he experienced at Paychex and Springbuk. Cody discusses the differences between selling HR tech and health and benefits, emphasizing the focus on outcomes in the latter. Cody also highlights the importance of cultural fit when hiring and building a team. He then talks about his transition to Noom and the impact of the company's weight loss management platform on people's lives. Cody shares the challenges and accomplishments of building the B2B side of Noom and the inspiring customer stories that keep him motivated. Noom has changed the lives of many individuals battling obesity or pre-obesity. The program focuses on behavior change and has been successful in helping people lose weight and maintain it. Weight loss has a significant impact on various aspects of life, including life expectancy, quality of life, mental health, and musculoskeletal health. Noom differentiates itself from other weight management programs by its expertise in behavior change and its focus on supporting individuals taking GLP-1 medications. In the next five years, Noom aims to continue its growth and innovation, particularly in the employer, health plan, and health system spaces. One of Cody’s favorite customer stories is the partnership with Accolade, where a thoughtful program was developed to benefit Accolade's clients. Sales leaders in the healthcare industry face challenges such as vendor fatigue and the need to deliver clear value propositions in virtual meetings. To be successful in sales, continuous improvement is crucial, and dedicating 30 minutes a day to learning and getting better is recommended. Entrepreneurs in the healthcare industry should do thorough research, have mentors, and surround themselves with smart people. The crucial traits for founders to be successful include taking risks, believing in their ideas, and persevering through obstacles. Cody Fair, the guest speaker, practices what he preaches by prioritizing wellness, exercising, and eating healthy. He shares a quick and healthy recipe of ground turkey with peppers, onions, and various vegetables served over rice.
Takeaways
🌐 Cultural fit is crucial when hiring and building a team.
📈 Selling health and benefits requires a focus on outcomes.
🔄 Building the B2B side of a B2C company comes with its challenges.
🏋️‍♂️ Noom's weight loss management platform has had a significant impact on people's lives.
👥 Customer stories and feedback can be a powerful motivator. Noom has been successful in helping individuals battling obesity or pre-obesity to lose weight and maintain it through behavior change.
🍏 Weight loss has a significant impact on various aspects of life, including life expectancy, quality of life, mental health, and musculoskeletal health.
🧠 Noom differentiates itself by its expertise in behavior change and its focus on supporting individuals taking GLP-1 medications.
🚀 In the next five years, Noom aims to continue its growth and innovation, particularly in the employer, health plan, and health system spaces.
💼 Sales leaders in the healthcare industry face challenges such as vendor fatigue and the need to deliver clear value propositions in virtual meetings.
📚 Continuous improvement is crucial for sales success and dedicating 30 minutes a day to learning and getting better is recommended.
🔍 Entrepreneurs in the healthcare industry should do thorough research, have mentors, and surround themselves with smart people.
💪 The crucial traits for founders to be successful include taking risks, believing in their ideas, and persevering through obstacles.
🏋️‍♂️ Cody Fair practices what he preaches by prioritizing wellness, exercising, and eating healthy.
🍲 A quick and healthy recipe shared by Cody Fair is ground turkey with peppers, onions, and various vegetables served over rice.
Chapters
00:00 Introduction and Background
02:26 Transition to Springbuck and Challenges in Benefit Sales
04:49 Differences Between HR Tech and Health and Benefits Sales
06:41 Skills Needed for Sales in a Startup Environment
09:17 Importance of Cultural Fit in Hiring
12:50 Springbuck's Impact on Health Benefits Data Analytics
15:34 Successes and Proud Moments at Springbuck
20:46 Challenges and Accomplishments at Noom
23:54 Inspiring Stories of Noom's Impact
27:24 Noom's Unique Approach to Behavior Change
31:47 Challenges Faced by Sales Leaders
35:37 The Importance of Continuous Improvement
39:30 Building a Great Company Culture
45:42 Advice for Entrepreneurs
49:12 Practicing Wellness in a Busy Schedule
52:38 Outro