Zero Friction

About Zero Friction

The show highlights people, processes and/or platforms that remove barriers from revenue growth

Publisher

Terry Coutsolioutsos

Category

business

Language

en

Explicit

No

First episode

17 Mar 2026

Latest episode

15 Oct 2026

Latest episodes

43 episodes in the feed.

1. 

   15 Oct 2026

   How to Build a Sales Team: Hire the Person, Not the Rolodex | Steve Craig, Solmetex

   Steve Craig has a clear view on how to build a sales team: hire the person, not the Rolodex. Host Terry Coutsolioutsos talks with Steve, Vice President of Sales, North America at Solmetex, about hiring for mindset, building a deep bench, and why buyers now find you before you find them. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry (https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry) Steve started in office equipment sales, where he learned to hire, train and develop people, then moved into ophthalmology and dentistry, where he has worked for more than 23 years. He explains why he cares more about what gets a candidate out of bed in the morning than what keeps them up at night, and why championship teams win with strong B players. Steve shares why he treats his team as his number one customer, why motivation gets you going but discipline carries you across the finish line, and why building the bench is part of a leader's job. He also describes Solmetex's work on dental unit waterlines, where he says about 70% of U.S. practices do not test, shock or treat their water lines. Terry and Steve talk about the shift from who you know to who knows you as buyers use AI and digital channels to learn. Steve closes with his advice to his 22-year-old self: be careful who you surround yourself with, and build a personal brand early. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - How to build a sales team by hiring the person, not the Rolodex - What Steve looks for in a candidate's mindset - Why championship teams need strong B players - Treating your team as your number one customer - Building the bench and coaching each person differently - Motivation, discipline and the people around you - From who you know to who knows you: AI and digital discovery - Steve's path from office equipment to healthcare and dental sales - Dental unit waterlines and Solmetex's end-to-end approach to water - Advice to a 22-year-old self and building a personal brand Chapters 0:00 Opening highlights 1:20 How to build a sales team: meet Steve Craig and Solmetex 1:51 From office equipment to healthcare and dental sales 4:35 Solmetex and end-to-end water solutions 5:28 Hiring for mindset and building championship teams 11:13 Dental water-line care: Steve's perspective 16:34 Water in dental procedures 17:35 From who you know to who knows you 21:56 Digital marketing and AI discovery 24:14 Leadership, customer priorities, and the team bench 27:47 Motivation, discipline, and coaching 34:47 Advice to a 22-year-old self 36:51 LinkedIn, consistency, and personal branding Important Links and Resources Solmetex: https://solmetex.com/ (https://solmetex.com/) Steve Craig: https://www.linkedin.com/in/stevecraig20/ (https://www.linkedin.com/in/stevecraig20/) Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ (https://www.linkedin.com/in/terry-coutsolioutsos/) RevRx AI: https://revrxai.com/ (https://revrxai.com/) What do you look for first when you hire a salesperson: their mindset or the contacts they bring? If this chat helped, like the video, share it, and subscribe to RevRx AI for more Zero Friction. #SalesLeadership #SalesHiring #TeamDevelopment #ZeroFrictionPodcast

2. 

   13 Oct 2026

   Non-Invasive Pain Treatment: No Pills, Needles or Implants | Christopher Morano, Neuralace Medical

   Non-invasive pain treatment is changing how clinics help people with chronic nerve pain. Host Terry Coutsolioutsos talks with Christopher Morano, VP of Sales at Neuralace Medical, about Axon Therapy, a magnetic peripheral nerve stimulation treatment given without pills, needles or implants. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry (https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry) Christopher has spent more than 25 years in pain management. He explains why he puts the patient first, not the product, and how a medical device rep can help physicians choose the right care. He describes how a 13-minute Axon Therapy session works, what the early research shows, and the experiences patients have shared with him. He also covers care for veterans through VA community care, reimbursement hurdles and the cash-pay market. Terry and Christopher talk about letting clinics try the therapy before they buy the equipment, and why sales leaders should lean on each other. Christopher closes with his advice to his 22-year-old self. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered - What non-invasive pain treatment looks like in a clinic - Why a patient-first mindset beats a product-first pitch - How a medical device rep can help physicians choose care - How magnetic peripheral nerve stimulation works, in Christopher's words - Treating veterans without pills, needles or implants - Reimbursement hurdles and the cash-pay market - Letting clinics try a therapy before buying the equipment - Why sales leaders should lean on each other - Advice to a 22-year-old self Chapters 0:00 Opening highlights 1:25 Non-invasive pain treatment: meet Christopher Morano and Neuralace Medical 2:11 Christopher's background in pain management 5:18 The representative's role and treatment choices 9:24 Putting the patient first 12:59 Axon Therapy and non-invasive neuromodulation 15:08 Electrical and magnetic fields 17:29 The treatment experience Christopher describes 20:21 Stated indications and reimbursement 21:24 Veterans' care and access 22:54 Clinic footprint and growth 25:31 Giving clinics a path to try the therapy 29:51 Terry on healthcare market friction 32:02 Cash-pay options and communicating value 34:35 Collaboration and the next stage of growth 38:11 International interest and Mexico City 39:31 Advice to a 22-year-old self Important Links and Resources Neuralace Medical: https://neuralacemedical.com/ (https://neuralacemedical.com/) Christopher Morano: https://www.linkedin.com/in/christopher-morano-2497b727/ (https://www.linkedin.com/in/christopher-morano-2497b727/) Host Terry Coutsolioutsos: https://www.linkedin.com/in/terry-coutsolioutsos/ (https://www.linkedin.com/in/terry-coutsolioutsos/) RevRx AI: https://revrxai.com/ (https://revrxai.com/) What would make a non-invasive pain treatment easier for your clinic to try? If this chat helped, like the video, share it, and subscribe to RevRx AI for more Zero Friction. #ChronicPain #Neuromodulation #MedTechSales #ZeroFrictionPodcast

3. 

   8 Oct 2026

   You Can't Outsell a Leaky Customer Base: Speed to Lead and Retention | Jeremy Bikman, Reaction

   Jeremy Bikman, president of Reaction, joins Terry Coutsolioutsos to discuss friction across healthcare marketing, sales and customer retention. He describes combining CRM, customer experience management and marketing automation in one workflow. Revenue stuck in your MedTech or health-tech company? Book 30 minutes with Terry: https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry (https://api.revrxai.com/widget/bookings/30-minute-meeting-with-terry) The conversation explores speed to lead, completing the handoff from a campaign to sales, cleaning contact lists and coordinating customer communication. Jeremy shares examples from trade show follow-up and explains why retention needs attention after the sale. Jeremy also reflects on humility and hiring for work ethic, personal integrity, intelligence and passion. Terry and Jeremy discuss how responding to a difficult customer situation can strengthen the relationship. The Zero Friction Podcast from RevRx AI explores how founders, clinicians, and technology leaders make healthcare and business work better by removing the obstacles that slow people down. Topics Covered: ● Jeremy's background in KLAS research and consulting ● Connecting CRM, CXM and marketing automation ● Speed to lead and completing the last ten feet ● Protecting sender reputation ● A traffic cop for customer communication ● Data enrichment and list hygiene ● Trade show lead capture and follow-up ● Customer retention, service and trust ● Humility and hiring for the intangibles ⏱️ Chapters 0:00 Trailer and introduction 2:21 From KLAS research to consulting 3:18 Why Reaction started 5:13 From research to marketing campaigns 5:48 Speed to lead and automated follow-up 7:21 Finishing the last ten feet: a full CRM 7:54 Eliminating handoff friction 8:59 Seven leak points in the funnel 11:06 No blasting: protecting sender reputation 12:27 The traffic cop 15:20 Who Reaction serves 16:53 Data enrichment and the last mile 18:58 List hygiene: 6,000 bad names 21:15 Cold email and omnichannel basics 22:19 LinkedIn campaigns and Book It 24:46 Fixing trade show follow-up 27:16 The real cost of slow follow-up 30:45 Trade shows are a process problem 32:06 Idiot-proofing and the 80/20 rule 34:36 Customization within boundaries 37:41 Retention and the voice of the customer 40:13 You can't outsell a leaky customer base 44:03 Turning problems into stronger relationships 46:33 Advice to 22-year-old Jeremy 🔗 Important Links & Resources 💼 Reaction: https://reactiondata.com/ (https://reactiondata.com/) 👤 About Jeremy Bikman: https://www.linkedin.com/in/jeremybikman/ (https://www.linkedin.com/in/jeremybikman/) 🎙️ Connect with host Terry Coutsolioutsos on LinkedIn: https://www.linkedin.com/in/terry-coutsolioutsos/ (https://www.linkedin.com/in/terry-coutsolioutsos/) 🤖 Learn more about RevRx AI: https://revrxai.com/ (https://revrxai.com/) Where does your customer journey lose momentum between one team and the next? Share your thoughts in the comments. 👍 If this conversation was useful, like the video, share it, and subscribe to RevRx AI for more Zero Friction Podcast episodes on healthcare, technology, and entrepreneurship.

Who has been a guest on Zero Friction

Names identified in recent episode analyses. Showing up to five guests.

• Giovanni Lauricella
• Tim Blair
• Deepak Borole
• Larry Mager
• MK Barton

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Apple Podcasts (US)

5.0 / 5

1 ratings

Spotify

5.0 / 5

1 ratings

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Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.

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