School for Startups Radio

January 25, 2023 - AI Saving Lifes Navid Alipour and Above Quota Sales Steve Weinberg

Navid Alipour - CEO of AI Med Global 
Modern medicine is going to advance more in the next 10 years then in the last 50 combined. We are using technologies like artificial intelligence to prolong and save lives, specifically with cancer and heart disease.
Navid Alipour is the Chief Executive Officer at AI Med Global, a company focused on Artificial Intelligence Technology that improves healthcare and helps save lives. AI Med Global is a roll-up of two companies Navid cofounded, CureMetrix and CureMatch. He is also a founder of AI focused VC fund, Analytics Ventures. Through the founding of multiple Artificial Intelligence (AI) companies, Navid is a long-time entrepreneur in the AI space with an emphasis on the convergence of AI and the life sciences, which is also called Wellness Science. He seeks to identify scientists and domain experts in their respective fields to that are solving massive pain problems to take to market, by building companies from inception. While he is a VC and part of the founding of Analytics Ventures, he considers himself an entrepreneur at heart.Steve Weinberg - Sales Guru and Author of Above Quota Performance: Tips and Techniques to Becoming a Master Sales Pro
I welcome objections during the sales process. In fact, I seek out objections. If you are not hearing them, ask for them. The objections give me the information that I need to close the sale.
Steve Weinberg has spent most of his life selling and helping others sell better, sell faster, and sell more. He is an expert at building, guiding, and sustaining high performing sales teams, and creating exemplary standards in account management. He has over three decades of leadership experience in sales, including Vice Presidencies at Dun & Bradstreet Software, AC Nielsen, Solcorp (then part of EDS, now HP), McCormack & Dodge, Deloitte and Touche, and most recently as Director of Sales at Accuity (now Lexis Nexis Risk Solutions.) Steve was also the President of Cyborg Systems, which was acquired by Hewitt Associates (now Aon) in 2003. In his last assignment Steve had the difficult role of managing a team of salespeople as well as carrying his own quota. While in this role Steve led the salesforce in sales achievement and closed the largest sale in the company's history. Steve earned a B.A. in Economics / Business Administration from North Park University, and an MBA from Loyola University of Chicago. He is also a CPA and has experience in accounting, consulting, and as a graduate-level Economics instructor. He is married and has two adult children. Steve Weinberg has spent his life selling and helping others sell better, more, and faster. He recently led the Accuity sales team to new sales accomplishments for twelve years. Accuity is a British-Dutch technology company that is now part of Lexis Nexis Risk Systems and is a RELX subsidiary. It provides anti-money laundering and electronic payment solutions to financial institutions and corporations. While at Accuity as a salesperson and simultaneously as a manager of a team of salespeople, Steve closed the largest sale in the company’s history. Steve sold Accuity’s products to Apple, Microsoft, Amazon, eBay, PayPal, Google, Facebook, Costco, Silicon Valley Bank, Intel, Prudential, Wyndham Worldwide, all of which were not previously customers. Steve has closed over $500 million in new business throughout his career. Steve has over three decades of leadership experience in sales, including Vice Presidencies at Dun & Bradstreet Software, AC Nielsen, Solcorp and as a Senior Manager at Deloitte and Touche. He is an expert at building, guiding, and sustaining high caliber sales, and creating exemplary standards in account management. Steve currently serves on the Board of the Mental Health Association of Greater Chicago and previously was a public library Trustee and Treasurer for ten years.

JANUARY 24, 2023 – BETTER AC JOE NATOLI AND FUTURE OF REMOTE WORK MCKENNA SWEAZEY

Joe Natoli - Founder of Looft                       
We learned about your comfort. While you use the device and app, we learn your patterns, preferences and habits and using AI, create a comfort profile for you.
Joe Natoli, founder of Looft, the world’s first climate control comfort service company, has had many titles throughout his career: game designer, teacher and entrepreneur. The latter is the most common of his titles. Joe is the ultimate startup guy, having built, founded or co-founded 12 startup businesses. He has worked in the Tim Draper universe (famous VC) and has worked in a robotic food company.McKenna Sweazey  - Marketer and Author of How to Win Friends and Manage Remotely
There are a number of people that need in the office and there are a number of people who feel that they don't need to be. If you can't manage for that group, you are going to miss out on certain groups of talent.
McKenna Sweazey is a remote and hybrid management author and coach, having spent years working in global organizations, managing remote teams around the world. As an accomplished executive, both in corporates and start-ups, Ms. Sweazey has had more time to hone her interpersonal relationship skills over Skype, Google Hangouts, Slack, good old fashioned phone lines, and now Zoom, than she’d care to remember. She’s also an extremely empathetic person, with both a natural inclination to focus on what others are saying and thinking, as well as a focus on developing this over the course of her career. Her career has spanned successful start-ups, like Taboola where she spent five years, and which IPO’d in 2021 and to the venerated Financial Times, where she served as head of global marketing. This has given her insight into how different types of companies function, and how those nuances affect people doing their best work remotely. She has managed various-sized teams, from 3 to 25, and these years she has spent refining her management skills to be as effective in person as from 6,000 miles away she uses to inform her writing and coaching. Her passion is helping people harness empathy to better connect with their colleagues to drive success. She also holds an MBA from INSEAD and currently resides in Silicon Valley. McKenna Sweazey is a remote and hybrid management author and coach, having spent years working in global organizations, managing remote teams around the world. As an accomplished executive, both in corporates and start-ups, Ms. Sweazey has had more time to hone her interpersonal relationship skills over Skype, Google Hangouts, Slack, good old fashioned phone lines, and now Zoom, than she’d care to remember. She’s also an extremely empathetic person, with both a natural inclination to focus on what others are saying and thinking, as well as a focus on developing this over the course of her career. Her career has spanned successful start-ups, like Taboola where she spent five years, and which IPO’d in 2021 and to the venerated Financial Times, where she served as head of global marketing. This has given her insight into how different types of companies function, and how those nuances affect people doing their best work remotely. She has managed various-sized teams, from 3 to 25, and these years she has spent refining her management skills to be as effective in person as from 6,000 miles away she uses to inform her writing and coaching. Her passion is helping people harness empathy to better connect with their colleagues to drive success. She also holds an MBA from INSEAD and currently resides in Silicon Valley.

January 23, 2023 – Thriving in the Storm Bill Murphy and Prototype Master Scott Witthoft

Bill Murphy - Mortgage Industry Star and Author of Thriving in the Storm: Nine Principles to Help You Overcome Any Adversity
When people have adversity, the easiest way to transitionthat thought process from negativity to positivity is togive thanks, to be grateful.
Bill Murphy is a nationally recognized mortgage originator who has been a top producer for over 25 years. Since 2017, he has served as a business coach for the Fairway Ignite program. From 1993 to 1998, he worked as a juvenile counselor for the Worcester Department of Youth Services. He is a marathoner, ultramarathoner, and Ironman finisher and has a second-degree black belt in Krav Maga. He has raised over $500,000 for the Make-A-Wish-Foundation, and actively supports several charities, including Fairway Cares, The American Warrior Initiative, and the Dana Farber Cancer Institute. He is the founder of the nonprofit Thrive Foundation. Murphy has a Bachelor’s Degree in Psychology from Worcester State University and a Master’s Degree in Counseling Psychology from Framingham State University.Scott Witthoft - Designer and Author of This Is A Prototype? The Curious Craft of Exploring New Ideas
Instead of what I make having to be the solution, why don'tI try something to learn about what I could do next?
Scott Witthoft works as an educator, designer, and author. (see longer bio below) His work has been featured in The Design Museum and publications such as Fast Company, Architecture and Urbanism, and Metropolis. In his latest book This Is A Prototype? The Curious Craft of Exploring New Ideas (via Stanford University's d.school and Ten Speed Press), Scott translates the wisdom of product design and its nuanced process into a layered guide that would be invaluable for launching anything from a new service, business model, or office environment to an art studio, recipe, or creative endeavor. He is also the co-author of Make Space, a tool for creating collaborative environments. His work has been featured in The Design Museum and publications such as Fast Company, Architecture and Urbanism, and Metropolis. The Hasso Plattner Institute of Design, known as the d.school, was founded at Stanford University in 2005. Each year, students from all disciplines attend classes and programs to learn how the thinking behind design can enrich their own work and creativity.

January 20, 2023 - Tech Elevator Anthony Hughes and Charlotte Burgess-Auburn

Anthony Hughes  -  CEO and co-founder of Tech Elevator  
I kept seeing this pattern of people celebrating a fundraise as opposed to celebrating the customer or the revenue. That's not the end goal!
Between 2011 and 2014, Anthony was deeply involved in economic development with Jumpstart—a non-profit supporting entrepreneurs and startups. At JumpStart, in partnership with MIT, Anthony founded the Burton D Morgan Entrepreneurial Mentoring Program, which matched serially successful entrepreneurs and executives with budding technology entrepreneurs in mentoring relationships. In his work supporting startups and growing tech companies, he saw firsthand the desperate shortages of tech talent we faced in Cleveland and more broadly throughout the country. This led him to his next role as President of the Software Craftsmanship Guild starting in 2014. He helped facilitate the sale of the Guild to the Learning House. But, he didn’t stop there. With a mission to elevate people, companies and communities, Anthony co-founded Tech Elevator in July 2015. Cohort [0] in Cleveland started with just six students. Today, Tech Elevator has graduated 3,000+ students with a 95% graduation rate and a 90% job placement rate. What’s more, the average salary increase as a result of the 14 week training program is $24k. At the core of Anthony’s leadership style is compassion; he cares about people and community. Tech Elevator is at its core a people-business: our product is great people, molded by great people, connected to opportunity. He is passionate about what he does and the people he impacts. Over the years, Anthony has been a recipient of the Ernst and Young Entrepreneur of the Year Award Finalist 2020 (and 2021), Inc 5000 Fastest Growing Companies, Crain's Forty under 40 and Crain's 2022 Notables in Technology.Charlotte Burgess-Auburn - Director of D.School, Designer, Artist, and Author You Need a Manifesto: How to Craft Your Convictions and Put Them to Work 
Spend a little time in your life looking for manifestos that already exist, like collection, of short statements, small writings, things that are really inspirational to you.
Charlotte Burgess-Auburn, designer, artist, and author of You Need A Manifesto: How to Craft Your Convictions and Put Them to Work (via Stanford d.school and Ten Speed Press) , has been the Director of Community at Stanford d.school since 2005. The d.school teaches design strategies to solve problems in any industry. It is a designation for graduate students who wish to change or forge new directions in their career trajectories. Charlotte began the manifesto project as a response to their students facing unexpected, unwanted and unpleasant transitions while they struggled to define their unique and often fluctuating career paths. Very few job seekers, leaders or entrepreneurs reflect on their values and whether or not their daily efforts are aligned with them. Yet it is crucial to define them in order to stand out and experience job satisfaction. The book is a self-reflection guide for the inevitable moments we face at any age during willing and not-so-willing times of transitions.

January 19, 2023 - Dropout Millionaire Brian Will and Ongoing Wealth Steve Kidd

Brian Will - Serial Entrepreneur and Wall Street Journal and USA Today Bestselling Author of The Dropout Multi-Millionaire: 37 Business Lessons on How to Succeed in Business With No Money, No Education and No Clue
I kept getting fired from construction, restaurants and I finally decided that I was unemployable and that my only real option was to go into my own business. I started my first landscaping business at 21.
Brian Will is a serial entrepreneur who has created or co-created seven very successful companies in four different industries over the last thirty-five years. These companies were worth over a half a billion dollars at their peak. His first business was a 10-year stint in the landscaping industry that he started when he was twenty years old. This was followed by three online internet start-up companies during the dot.com boom of the late nineties and early 2000s. Today, Brian owns a growing chain of restaurants in the Atlanta area as well as an Insurance and Technology company based on Denver and a residential and commercial Real Estate business in Georgia and Florida. He also serves on city council in his hometown of Alpharetta, Georgia. Brian is an industry leading Business and Sales Management Consultant to companies from startups to fortune 500. During the course of this career Brian has done multiple turn around projects and helpedthose organizations drive billions of dollars in sales. He now owns a growing chain of restaurants in the Atlanta area, an Insurance and Technology company in Denver and a residential and commercial Real Estate business in Georgia and Florida.Steve Kidd - The Ongoing Wealth Guide Guy
Go to OngoingWealthGuide.com to get a list of the five things you can do to continuously generate wealth in your life.
Steve Kidd is a popular author, entrepreneur, business coach, and radio show host. As the author of over twenty books, Steve knows first-hand that a book authorship opens doors, creates opportunities, and ultimately generates wealth. The marketing power of a bestseller will take you from a best-kept secret to the go-to expert. His online radio show Thriving Entrepreneur has been broadcasting for over seven years. Steve’s mission in life is to spotlight amazing heart-centered individuals and help them be their most successful selves.

January 17, 2023 - Netflix Star Jim Campbell and Pango Book App Grant Singleton

Jim Campbell  - Author of Madoff Talks: Uncovering the Untold Story Behind the Most Notorious Ponzi Scheme in History   
70% of the transactions on the dark web are criminally related and most of those transactions are done in Bitcoin. There is a lot of dirty economics going on.
Jim Campbell is the host of the nationally syndicated radio show Business Talk with Jim Campbell and his crime show Forensic Talk with Jim Campbell. He is known for his hard-hitting interviews of leading figures from the worlds of business, politics and sports. Known for "firsts," Campbell snagged the first extensive interview with former New York Governor Eliot Spitzer after his resignation; the first interview with former Tyco CEO Denis Kozlowski after his release from prison; and the first broadcast interview with former stock analyst Roomy Kahn, a government informant in one of the biggest insider trading busts in American history. Campbell's extensive corporate, consulting and entrepreneurial business background includes roles at KPMG Consulting, Dean Witter Financial Services (now Morgan Stanley) and IBM. He is founder and president at JC Ventures, Inc., a management consulting business. He is the author of Madoff Talks.Grant Singleton - Founder and CEO at PangoBooks
You can typically get an initial investment by being a dynamic, charismatic founder with a vision.
Grant Singleton is a U.S. Navy veteran and the founder and CEO of PangoBooks. After identifying a lack of innovation in the physical book industry, Grant decided to build a platform for everyone who loves to learn and read. PangoBooks is a peer-to-peer marketplace for books, with an emphasis on the individual readers that make up the platform. Grant lives in Nashville with his wife and four young children.

January 16, 2023 - How To Succeed Mac Attram and Channel Control Merchants Chris Homewood

Mac Attram - Founder & CEO of MindSpace and the Author of How To Succeed: The Inspired Warrior's Code
How you think about money and how you manage money is everything. The way you treat money will come back in bucket loads in a positive way or a negative way.
Mac Attram is the Founder & CEO of MindSpace  Business Growth, which grew out of the desire to help business owners achieve their financial and lifestyle goals, just as he has and continues to do. Mac is a leading business growth expert, widely regarded as the most sought-after business coach and trainer for entrepreneurs and business owners. He is famous for helping business owners rapidly increase their sales revenues by 20% – 200% in only a few months, implement better processes and build high-performing teams so they can have more time off to enjoy their lives. Mac experienced years of business challenges and failures before discovering what actually works. His tenacity and 30+ years of martial arts practice helped him stay focused and disciplined, traits he incorporates into all areas of his life, including business. Mac is a black belt and former national champion in Taekwondo. Mac is an entrepreneur, having built and sold several profitable companies. He is an award-winning business coach and author and has been featured as an expert advisor on TV, in newspapers and magazines. In 2013, he was named “Executive Coach of the Year” in the UK at the annual APCTC Awards, and in 2015 was a “Business Mentor of the Year” and “Trainer of the Year” finalist. He is the author of Face It & Fix It, The Inspired Warrior's Code and The Power of Masterminding. The principles Mac learned in business and now teaches to others have helped him earn millions for himself and his clients. Mac has trained and coached tens of thousands of business owners from around the world in over 15 countries, and has shared the stage with some of the world’s premier thought leaders, entrepreneurs and speakers, including Robert Kiyosaki, T.Harv Eker, Blair Singer, Les Brown, Keith Cunningham, James Caan and Duncan Bannatyne. Mac has been featured in Forbes, The Guardian, Real Business and The Huffington Post.
Chris Homewood - Chief Executive Officer at Channel Control Merchants
Returns represent $800 billion a year, so there's a lot of it! Weget an assortment of whatever the customers return, working with17 of the top retailers, and sell it direct to consumers.
Chris joined CCM in June of 2021 as the Chief Executive Officer of Channel Control Merchants and in the last year has focused on energizing CCM’s Sustainability Mission and Purpose as well as invigorating the Culture with the great people we have on our teams and in our communities. He graduated from the University of San Diego on a Reserve Officer Training Corps (ROTC) Scholarship with a degree in English Literature. Chris was a Varsity Athlete and upon graduation, was commissioned a Second Lieutenant in the Marines. He served as an Artillery Officer, Platoon Commander, and Company Commander in various units all over the world and was recognized for his technical proficiency and leadership aptitude. He finished his tenure as a Captain in 2000 at the Marine Corps Recruit Depot, San Diego and was promoted to Major in the reserves in 2002. Chris transitioned into a career in retail where he worked for Circuit City, Target, and Ross Dress for Less in field roles in high density, high complexity markets at the Store, District and Regional leadership levels. Additionally, he successfully led teams and businesses in Loss Prevention, Supply Chain and Store Operations at the executive level. Channel Control is partnered with the biggest retailers in the US and Canada—and has been growing its relationships very quickly due to their unique approach. Last year, they (CCM) kept over 80 million products out of landfills by taking excess returns or inventory and selling it directly to consumers through their chain of physical stores. Their end-to-end solution is fully transparent, and retailers use them to maximize recovery while tracking their inventory through each purchase to quantify sustainability metrics of what was kept out of landfills.On January 16th, Chris Homewood, Channel Control Merchants (CCM) CEO will be available to share how retailers can sustainably handle their returns, what it means to shop for second chance items and how it can have a positive impact on the environment while also saving Americans a ton of money. His insight and experience is unique and comes from relationships with the biggest names in retail.

January 13, 2023 - Content Marketing John Egan and ReM Score Alex Castro

John Egan -  Author of The Stripped-Down Guide to Content Marketing: Success Secrets for Beginners
Try not to burn your bridges because you never know who's going to be on the other side of the river you are trying to cross.
John Egan is a content creator and marketing strategist who believes the world needs more high-quality writing. He began his writing career in newspaper journalism, rising through several editorial positions before entering the content marketing business in 2010 as editor in chief at Bankrate Insurance. Later, John served as editor in chief at two Austin start-ups—SpareFoot (now part of Storable) and LawnStarter. He has in-house experience developing content marketing programs for all three companies. John, founder of Jawhawk Media, has been a content marketing entrepreneur since 2017. His clients include Forbes Advisor, Experian, Bankrate, and The Balance. John has also consulted on content marketing strategies for the launch of two personal finance websites. Numerous media outlets have interviewed or quoted him, including The New York Times, The Wall Street Journal, USA Today, NPR, Reuters, and Fox Business. John has received writing awards from the Texas Press Association, Missouri Press Association, Society for Advancing Business Editing and Writing (SABEW), National Association of Real Estate Editors (NAREE), and Ragan’s PR Daily.  A world traveler who has visited six continents, John holds dual citizenship in the United States and Ireland. He is a native of Kansas and currently lives in Austin, Texas. 
Alex Castro - Execution Alignment Expert, Creator Of The ReM Score and Author Of The Amazon Best Seller Measure, Execute, Win: Avoiding Strategic Initiative Debacles and Knowing What Your Business Can and Can’t Do Well
Most companies struggle with technology because 80 to 90%of their technical budgets go to supporting legacy environments.They are so sunken in those cost that they can't move theirown agenda forward.
Alex Castro is an aligner of execution to strategy for digital transformation & innovation, best-selling author and creator/founder of ReM Score™ Alex believes that the gap between ideas (strategy) and execution is a persistent problem that is sidelining too many high potential digital transformation and innovation growth opportunities. What will set companies apart in these uncertain economic times are those that reduce the falloff rate of good ideas during execution, seeing more of them create value, resulting in ultimately thriving in the ‘next normal’. Aligning execution to your ideas for digital transformation and innovation is rooted in removing the biases that have us repeating the same errors in estimating our capabilities to execute. There is a way to calculate your execution capability for each idea you have, so more of them come to life, and you and your company win more. Alex is a charismatic, intelligent and knowledgeable guest, with plenty of wisdom to share.

JANUARY 11, 2023 – GAMING FOR BUSINESS LUCY CHOW AND COACHING FOR COACHES KAMIN SAMUEL, PHD

Lucy Chow – Dubai based Gaming Thought Leader and Author of Changing the Game: Discover How Esports and Gaming Are Redefining Business, Careers, Education, and the Future: Industry Insights and Perspectives From 38 Global Experts
You can get scholarships to universityif you are a very good gamer.
Lucy Chow
Lucy Chow is focused on the innovation space, both in terms of supporting founders and as an investor. She is the secretary general of the World Business Angels Investment Forum (WBAF) Global Women Leaders Committee and an Investment Committee Director for the WBAF Angel Investment Fund. She is also an investor with NextWave Impact Fund and The Founder Institute and is a limited partner with numerous funds globally. She has a video series targeted at entrepreneurs titled Down to Business. Lucy has garnered a strong reputation as someone who has helped build the entrepreneurial ecosystem of the UAE. She was named one of #LinkedInTopVoices 2020 for MENA, was one of CEO Middle East’s Influential Women in the Arab World 2020, and is Titanium Magazine’s Top 50 Global Inspirational Women to Look Out for in 2022. Lucy contributes regularly to entrepreneurship, corporate innovation, and investor events and forums as a speaker, moderator, and judge. She sits on the Board of Trustees for the American School of Dubai, as well as the Solidarity Circle, UNHCR. She has been a contributing author for Life on the Move, an anthology of stories about expat life, and The Possibilities Project: A Young Person’s Guide to Career Success. She is pleased to be an Ambassador for Women in Games (WIGJ) and sits on the Steering Committee of #2022FemaleAngels. She has a joint EMBA from the Kellogg Graduate School of Management at Northwestern University and the HK University of Science and Technology and a BA, International Relations, from the University of British Columbia. She is a future-focused thought leader, and Changing the Game is her first book.
 
Kamin Samuel, PhD – Coach and Author of Wealth Creation for Coaches: A Workbook to Create a Prosperous Coaching Practice One Small Step at a Time
We are not talking about dollars for hours. We are not talkingabout one session. It is about transformation over time. And itis what someone can believe for.
Kamin Samuel, PhD
Dr. Kamin Samuel, PhD began her career as the Navy’s first female African American helicopter pilot. She is now a wealth coach who is passionate about assisting her clients in identifying and clearing their inner blocks to achieving greater success in all areas of their lives. She holds a PhD in Positive Neuropsychology, a Masters of Science in Information Systems, a Masters of Arts in Spiritual Psychology, and a Masters of Science in Spiritual Science. Kamin is the author of multiple bestselling books, including The Conscious Luck Workbook, co-written with New York Times Bestselling authors, Gay Hendricks and Carol Kline.  Her newest book is the Amazon bestseller  “Wealth Creation for Coaches.” Co-written with Steve Chandler, this  extraordinary new workbook for coaches is a TOOL for immediate action steps… the only one of its kind in the world of coaching.

January 10, 2023 – Serverless Cloud Shruthi Rao and Scrubs Direct Alicia Tulsee

Shruthi Rao - Co-founder of Vendia 
I would recommend every single woman and every single personof color to take a step back. We stand in our own way sometimes.I acknowledge that there are lots of barriers out there, but we canget out of our own way.
Shruthi Rao is the Co-Founder & CBO at Vendia, a serverless, multi-cloud platform inspired by the tenets of blockchains, that enables IT firms to manage distributed data and code. Vendia is a serverless, multi-cloud distributed platform helps IT organizations address the challenges of working with distributed data and code that span companies, cloud providers, and technology stacks. Rao has spent most of her professional life scaling businesses, investing, and as an advisor for projects in technology and crypto. Before Vendia, she led the business development for AWS, as well as high-profile deals for enterprises such as Bank of America and AT&T.
Alicia Tulsee - Founder & CEO of Moxie Scrubs
Prior to our entry, 80% of the market was purchased throughbrick-and-mortar retail channels. A nurse on her day off had togo to a uniform store to find her size and style. And then had togo back to work and work these crazy hours!
Alicia Tulsee comes from the marketing world and is Founder of Moxie Scrubs. Moxie Scrubs is disrupting the medical apparel market as the first direct-to-consumer brand for nurses. Born out of Harvard’s Innovation Lab, Boston based Moxie Scrubs was founded by Alicia Tulsee, a native New Yorker and Harvard alum. In awe of all of the amazing nurses who cared for her loved ones, Alicia felt a calling to do something meaningful for the nursing profession. Moxie Scrubs is disrupting the $86B global medical apparel market as the first lifestyle consumer goods brand for nurses.