I’ve had better traction this quarter by leading with the safety story — sterile, pre-attached kits, pressure-rated to 1200 psi, and clear lockout indicators — then connecting it to fewer line changes and more reliable hemodynamic readings during cases. For those selling into cath labs, which safety cues or validations have moved the needle most in your demos — if a prospect mentions serious symptoms or an emergency, I defer to a licensed clinician right away.
Quick example: I bring a laminated one-pager with our 510(k), ISO 80369-7 compliance, and a photo of the 1200‑psi burst test, then have the charge nurse scan the kit’s UDI to show instant traceability — @OP, that’s what consistently wins IP buy‑in. Small caveat: I still do a 30‑second baseline/flush so they see the safety story translate into cleaner waveforms and fewer re‑zeroes — does that match what you’re seeing?
I’ve had teams lean in when I run a 60‑second “touchpoint count” demo — set two kits side‑by‑side, tally every break in line, then show a sterile handoff under the drape with zero disconnects so the lockout indicator feels real. If they shrug at pressure specs, I pivot to a quick IFU‑to‑policy crosswalk and have the educator initial it, which tends to settle risk and speed the yes.