Kestra Medical Technologies · FY27 National Sales Meeting

Sell for Impact

The big ideas from the keynote, and the tools to put them to work.

A keynote by Ryan Estis · June 7, 2026

This is the moment.

This is Kestra's first year as a public company, and the story is already written in the numbers: growth near 60%, a sales force that grew from 70 territories to 131, and almost 18,000 patients now protected by ASSURE. That's not a target. That already happened.

The plan for next year calls for growth around 74%. That's a big number, but it's not a guess. It's what happens when a team that already proved it can do this decides to do it again, at a bigger scale, with more people counting on them to get it right.

The category is open, and it's Kestra's to lead. ASSURE was built with empathy at the center, designed around the people who wear it. The selling has to carry that same empathy. Growth got the team here. What comes next is leadership.

The most important minute is 8:01 tomorrow morning.

Win on value and trust.

Three ideas carried the talk. Everything else built on these.

The real competition is indecision.

Customers don't buy on price. They do nothing in the absence of value. Create enough of it, real and perceived, that staying put costs more than moving.

Make the physician the hero.

Don't just present the product. Cast a vision of the future where the physician delivers better patient care, and make them the hero of that story.

Teaching sells.

Be expert enough to deliver a knowledge transfer the customer values, then co-create the solution. Expertise earns the right to challenge the status quo.

Make the shift.

Product-centered sellingRelationship accessPreparation by chance
Value creationTrusted advisorCompetitive readiness

The numbers back it up.

76%
of weekly-coached reps hit quota, versus 47% coached quarterly or less.
32%
higher win rates from consistent coaching.
70%
more revenue from a 5% lift in the middle 60% than the same lift in the top 20%.

Success isn't static.

The best sellers earn it every day, through curiosity, preparation, and practice. Start here.

Watch

The future of sales belongs to those who master the art of creating value.

Watch

Uncertainty is constant. How you respond to it is the choice that defines the outcome.

Bring Ryan back.

Each one builds on something specific from the keynote. Go deeper where it matters most.

Ryan Estis on stage delivering a keynote

Best for: Sales managers and front-line leaders

The Growth Catalyst Workshop

A working session that turns keynote momentum into a shared coaching playbook and a 90-day execution plan, so managers develop their people and turn middle-of-the-pack potential into top-tier production.

Ryan Estis on stage

Best for: Managers running one-on-ones and deal reviews

Human-Centered Coaching Lab

A skills-based workshop teaching a repeatable, behavior-based coaching framework for the conversations that actually change performance, aligning the team on one method and one voice.

Ryan Estis presenting on stage

Best for: Commercial teams adopting AI

Authentic Intelligence Workshop

A hands-on session on using AI as an accelerant for pre-call planning and preparation, without outsourcing the human judgment and expertise that build trust through the decision cycle.

Ryan Estis

Best for: The CEO, CCO, and senior leadership team

Advisory & Growth Partnership

An ongoing, high-access partnership with Ryan: executive advisory, strategic planning input, content co-creation, and growth counsel as the organization scales toward category leadership.

The Playbook Behind the Keynote

Prepare for Impact — 30 steps to sales success and 9 tactics for human-centered leadership. A #1 Amazon bestseller in Sales & Marketing, co-authored with Chad Estis (Dallas Cowboys). Available wherever books are sold.

Prepare for Impact book cover

Let's keep this going.

Questions about any of this, or ready to talk about next steps? Reach out directly.

Email 1-800-480-0455