Beyond the Buzz: Making AI Work in Real-World Medical Device Sales Training
April 21, 2026
A practitioner's framework for evaluating and deploying AI in medical device sales training from Noah Zandan's session at the 2026 TT Lifesciences Conference.
A no-hype framework built for medtech sales training leaders who are past the "should we adopt AI?" question and into the harder ones. The deck covers:
- The honest state of AI in sales training right now: What's working at scale in regulated environments, what's still being overpromised, and what's worth watching over the next 12–18 months
- Three failure modes and how to catch them early: Compliance theater, the adoption cliff, and the dashboard mirage, each with a diagnostic question you can use in any vendor evaluation
- The human-AI balance: A clear model for what AI should handle versus what humans must own, including the framing that reduces resistance from managers and reps
- The data security conversation most teams have too late: Four contractual commitments to get in writing before deployment, and the one question that gets the fastest honest answer from any vendor
- Three non-negotiables for compliant AI training: The baseline requirements for regulated selling environments, with a diagnostic question to test each one
- Five things to prioritize starting from scratch: In order of importance, the decisions that determine whether an AI training initiative succeeds or stalls
Want to watch the playback? Find it here.
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