Medical Sales Accelerator: Recent Episodes
Zed Williamson and Clark Wiederhold
The Medical Sales Accelerator Podcast brings you insider tips and secrets to help you drive your sales. Featuring interviews with top-performing medical sales reps, president’s club winners, and leaders in the medical device and MedTech industries. Hosted weekly by Zed Williamson and Clark Wiederhold. Listen online, or find us on YouTube or the web!
In this episode of Medical Sales Accelerator, Zed Williamson sits down with Tamara Loehr, co-founder of EGS Enterprise Growth Systems and Concertina, to tackle one of the most expensive dysfunctions in medical sales: the ongoing war between sales and marketing.
Tamara brings more than two decades of experience building, scaling, and exiting businesses to break down why this rift exists—and why it's completely solvable. Together, they unpack how vanity metrics, unclear ownership, and missing systems keep teams stuck in finger-pointing instead of driving revenue.
You'll learn:
- Why sales and marketing must operate as one integrated system—not silos
- How an 8-step funnel creates accountability across both teams
- Why the second funnel (post-sale) matters more than new leads
- Why modern SEO, GEO, and video-first content shorten the sales cycle
This conversation is a must-listen for medical device reps, sales leaders, marketers, and executives who are tired of blame games and ready to build a scalable, measurable growth engine that actually supports the field.
Connect with Tamara: https://www.linkedin.com/in/tamaraloehr/
Enterprise Growth Systems: https://www.egrowthsystems.com/
In medical sales, innovation often collides head-on with resistance. Clinicians are busy, systems are rigid, workflows are sacred, and "no" becomes the default answer long before anyone fully understands the value you're bringing.
In this episode, Zed Williamson sits down with James Piacentino, CEO and co-founder of Thrive Genetics, whose company combines genetic and behavioral data to proactively identify addiction risk and bring true precision to pain management. He breaks down why most innovations die at the door, how to find opportunity in objections, and why the most powerful fuel for sales success might just be… a well-explained "no."
You'll learn:
- How genetic and behavioral insights are reshaping high-risk prescribing decisions
- Why clinicians often reject innovation and how to reframe the conversation
- The simple mistake startups make that shuts the door on adoption
- How James uses objections and "no's" as data, not deterrents
- The mindset shift that helps reps find the "white space" others overlook
Whether you're selling a category-defining technology or trying to elevate the way you position your current product, this conversation will sharpen your approach to overcoming resistance and championing solutions that truly change patient care.
If logic and data were all it took to win physicians over, every superior device would dominate the market. But physicians—like all humans—make decisions shaped by perception, emotion, and cognitive shortcuts.
In this episode of the Medical Sales Accelerator, Zed sits down with Howie Chan, founder of MedTech Brand Academy and host of The Legend Effect Podcast, to explore the unseen psychological drivers behind physician decision-making. They discuss why medtech teams often lead with data that doesn't change minds, and how to instead influence behavior through emotion, context, and brand strategy.
What we discuss in the episode:
- Why physicians aren't purely rational—and what truly shapes their choices
- How perception and emotion can outweigh evidence in adoption
- How medtech brands can position themselves to influence behavior at scale
MedTech Brand Academy: https://www.medtechbrandacademy.com/
Connect with Howie: https://www.linkedin.com/in/howiechaniam
Connect with Zed: https://www.linkedin.com/in/zedwilliamson
Fear doesn't just hold you back—it kills opportunity. In this episode of the Medical Sales Accelerator Podcast, Zed sits down with Gerry Savage, founder of Four Pillars Consulting Group and author of The Four Pillars of Sales, to unpack one of the most common and costly issues in medical sales: call reluctance.
Whether you're a new rep struggling to pick up the phone or a veteran who's grown too comfortable with existing accounts, this conversation will challenge the mindset that limits your growth—and show you how to replace it with confidence, consistency, and purpose.
What we discuss in this episode:
- How call reluctance silently kills sales growth
- Simple mindset shifts to turn fear into action
- Using the Four Pillars of Sales to build confidence and trust
Connect with Gerry: https://www.linkedin.com/in/gerry-savage/
Check out Four Pillars Consulting Group: https://www.fourpillarsconsultinggroup.com/
Check out Gerry's Books:
The Four Pillars of Sales - https://a.co/d/1YJkwSp
The Janitor - https://a.co/d/6EhiAAW
It wasn’t long ago that Gair Maxwell, author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, joined us to talk about how stories (not stats) propel leaders, brands, and products to legendary status.
And the conversation quickly became a listener favorite! In this encore episode, sponsored by Physician Growth Accelerator, Gair explains why storytelling is part of human nature, what makes a story compelling, and how sales professionals can harness story to cut through data overload and connect on a deeper level.
Tune in for more on:
- Why statistics alone aren’t enough to make a sale
- How to create conversations that release oxytocin
- The 3 acts every story needs
- Examples of compelling medical device stories that sell
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Big Little Legends: How Everyday Leaders Build Irresistible Brands
Social Media:
- Connect with Gair on LinkedIn
- Connect with Zed on LinkedIn
Many MedTech reps equate high income with long-term freedom, but that assumption can leave you unprepared when the unexpected happens. Lifestyle changes, taxes, and territory shakeups can quickly erode even the strongest commission checks.
In this episode, sponsored by Physician Growth Accelerator, we’re joined by David Dedman, founder of Pulse Wealth and creator of the Walkaway Wealth Plan. He specializes in helping high performers translate today’s earnings into tomorrow’s flexibility. In this conversation, we unpack two of his five pillars of Walkaway Wealth and explore how early, strategic moves can reduce lifetime taxes, protect against uncertainty, and give you the option to step back (or step away) on your own terms.
What we discuss in the episode:
- Why tax planning must be approached as a year-round strategy
- How to avoid lifestyle creep and build a meaningful cash reserve
- Reframing “exit planning” as creating options
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Get David’s Walkaway Wealth guide
- Book a no-obligation intro call
Social Media:
- Connect with David on LinkedIn
- Connect with Zed on LinkedIn
- Visit the Pulse Wealth Website
Even the most driven professionals can find themselves stuck working harder but not moving forward. The culprit? Not market conditions, not product fit, but what bestselling author and executive coach Dr. Noah St. John calls head trash.
In this episode, sponsored by Physician Growth Accelerator, Dr. St. John joins Zed Williamson to explore how subconscious limitations cap performance, even for top MedTech reps and leaders. With a track record of helping clients add over $3 billion in revenue, he reveals why traditional goal-setting isn’t enough, how to identify the “yeah buts” that sabotage progress, and how to replace time-wasting habits with high-leverage actions.
What we discuss in the episode:
- Why head trash is more than negative thinking—it’s any limitation keeping you stuck.
- The hidden cost of doing $10/hour work as a $10K/hour performer
- Why humans avoid pain more than they pursue pleasure
- Real-world case studies where removing head trash unlocked exponential growth
- How MedTech professionals can recognize and address limitations in themselves and their customers
- Why a system-driven approach to success outperforms personality-driven motivation
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Visit Dr. Noah’s Website
- Subscribe to Dr. Noah’s YouTube Channel
Social Media:
- Connect with Dr. Noah on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Breaking into the medical device market is hard enough, but what happens when patient demand for your product far exceeds what clinics can deliver? For many MedTech companies, this bottleneck quietly stalls growth, even when the device works brilliantly and patients are eager to use it.
In this week’s episode, sponsored by Physician Growth Accelerator, we talk with Sahil Diwan, co-founder and CEO of SafKan Health, the company behind OtoSet, the world’s first automated ear-cleaning headphones and the only FDA-cleared earwax removal device that works in just 30 seconds. Sahil reveals why most medical device companies don’t do enough direct-to-consumer marketing, how patient education can unlock untapped market potential, and what it takes to turn an underutilized product into a growth phenomenon.
What we discuss in the episode:
- The surprising scale of the earwax problem—and why it’s often underserved
- How OtoSet went from early clinic adopters to viral social media sensation
- The capacity constraints that limit device utilization in provider settings
- Building a certified clinic network and launching company-owned centers
- Why going direct to the patient can create a powerful growth flywheel
- Lessons for MedTech leaders on marketing, patient education, and market access
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Visit OtoSet
Social Media:
- Connect with Sahil on LinkedIn
- Connect with Zed on LinkedIn
What if the way you’ve been selling is working against you, and your customer can feel it? In an industry built on outcomes, many MedTech reps still get caught up in pitching features, checking boxes, and pushing for yeses.
In this week’s episode, sponsored by Physician Growth Accelerator, sales coach, author, and founder of Kiinetics, Brendan McAdams shares how shifting from a sales-first mindset to a fit-first mindset changes everything. From running smarter discovery and setting up collaborative problem-solving to wrapping the call with radical clarity, he explains how trust is built not through persuasion, but through partnership. Whether you're in a startup or a Fortune 500, this episode will challenge how you think about selling—and give you practical tools to do it better.
What we discuss in the episode:
- Why thinking beyond the immediate buyer leads to better customer alignment
- How to run a sales call that builds trust instead of resistance
- The power of curiosity and collaborative problem-solving in MedTech
- Why wrapping up the call with clarity is essential
- The underrated art of “killing the deal” when it’s not the right fit
- Why premature selling can backfire and how to slow down for strategic success
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Get Brendan’s Book
- Physician Growth Accelerator
Social Media:
- Connect with Brendan on LinkedIn
- Connect with Zed on LinkedIn
Credibility isn’t what you think it is — it’s not what you believe, it’s what your customers and colleagues experience. And in today’s high-stakes MedTech environment, skipping the small details or ignoring key feedback can quietly erode trust, stall deals, and block innovation.
In this episode, sponsored by Physician Growth Accelerator, we talk with Bill Facteau, President and CEO of Earlens, about how credibility shapes every level of success, from individual sales calls to boardroom pivots. Bill shares lessons from leading multiple MedTech startups, why great products still fail without the right strategy, and how Earlens’ creation of Virsono Hearing Centers offers a new model for delivering better hearing care.
What we discuss in the episode:
- Why credibility depends on how others perceive you, not how you see yourself
- The overlooked role of preparation and discipline in winning (or losing) sales trust
- How feedback loops between sales and leadership drive better pivots and strategies
- Why even world-class MedTech products fail without the right business model and market fit
- Lessons from Earlens’ creation of Virsono Hearing Centers and how they reshaped hearing care delivery
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Earlens
Social Media:
- Connect with Bill on LinkedIn
- Connect with Zed on LinkedIn
Navigating the intricate landscape of medical technology often involves overcoming substantial challenges, not just in device innovation but also in ensuring successful integration into healthcare systems. One significant hurdle is the adoption of new technologies by general practitioners, who require tools that are both effective and easy to integrate into their existing workflows without the complexities of specialist equipment.
In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by Cody Simmons, co-founder and CEO of DermaSensor. Cody discusses DermaSensor, a revolutionary device that simplifies skin cancer detection, enabling general practitioners to diagnose with the accuracy of dermatologists. We delve into the story of DermaSensor, from its initial conception to achieving FDA clearance and the challenges faced in bringing this innovative technology to market.
What we discuss in the episode:
- The development of DermaSensor and its impact on simplifying skin cancer detection for non-specialists.
- The barriers to technology adoption in healthcare, particularly issues around reimbursement and system integration.
- Strategies employed by DermaSensor to navigate regulatory hurdles and market challenges.
- Real-world benefits of the device in improving diagnostic accuracy and reducing healthcare inefficiencies.
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- DermaSensor
Social Media:
- Connect with Cody on LinkedIn
- Connect with Zed on LinkedIn
Are your sales and marketing teams aligned—or are they unintentionally sabotaging each other? The tension between market development initiatives and protective sales teams can derail even the best medical device strategies, leaving practices skeptical and patients underserved. Identifying the right approach isn't just critical—it's transformative.
In this episode, sponsored by Physician Growth Accelerator, we talk with Aryn Peled, Managing Director at TrackableMed. Aryn draws from her extensive experience in market development and sales to unpack how successful co-marketing bridges the gap between medtech companies and healthcare practices. She reveals the pitfalls of poorly executed co-marketing programs, strategies to identify ideal physician partners, and why effective onboarding can amplify patient trust and practice success.
What we discuss in the episode:
- Why your top-performing practices might actually be the worst candidates for co-marketing
- How compliance and clear goal-setting are crucial for successful marketing collaborations
- Strategies to uncover deeper insights into customer practices through co-marketing discussions
- Leveraging psychological principles like commitment bias to increase practice engagement
- Practical approaches for seamlessly integrating co-marketing into your med tech sales arsenal
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
Social Media:
- Connect with Aryn on LinkedIn
- Connect with Zed on LinkedIn
Breaking into the medical device market is more complex than just having an innovative product. The real challenge lies in understanding and navigating the intricate business landscape of healthcare. That’s why we’re diving into the crucial aspects of medical device commercialization, uncovering the common misconceptions that many innovators face, such as the idea that a great product will automatically find its market.
In this week’s episode, sponsored by Physician Growth Accelerator, we sat down with Chris Hanna, founder and CEO of Walnut Hill Medical, who brings his extensive experience in guiding medical device companies through the commercialization process in the United States. Chris sheds light on the importance of aligning product development with market needs, crafting effective business strategies, and partnering strategically with healthcare providers. We discuss the critical elements that determine whether a medical device will succeed or falter in the competitive healthcare market.
What we discuss in the episode:
- The importance of viewing healthcare as a business and understanding its financial dynamics
- Strategies for medical device companies to effectively commercialize their innovations
- The role of comprehensive business planning in securing investment and market entry
- Insights into the collaboration between engineers, healthcare professionals, and business developers to ensure product viability
- The impact of regulatory and reimbursement challenges on the commercial success of medical devices
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Walnut Hill Medical
Social Media:
- Connect with Chris on LinkedIn
- Connect with Zed on LinkedIn
Navigating the maze of compliance in medical device sales often feels like an uphill battle, with stringent regulations frequently seen as barriers to innovation and market growth. However, when compliance is strategically aligned with sales and marketing efforts, it can transform from a hurdle to a powerful enabler of success.
In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Aryn Peled, Managing Director at Trackable Med. Aryn discusses her experiences and strategies for turning compliance into a competitive advantage. She also sheds light on effective ways to collaborate with compliance teams, ensuring that both safety and business objectives are met.
What we discuss in the episode:
- Understanding compliance as a protective measure that can be aligned with business growth
- Strategies for MedTech professionals to collaborate effectively with compliance departments
- The importance of breaking down silos within organizations to enhance communication and cooperation
- Practical tips for transforming compliance challenges into opportunities for innovation
- Real-world examples of successful compliance integration that supports both patient safety and business objectives
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
Social Media:
- Connect with Aryn on LinkedIn
- Connect with Zed on LinkedIn
Have you ever thought about the ways technology could simplify the complexities of managing a medical practice? What if there was a way to streamline administrative tasks, freeing up more time for patient care? With the evolution of healthcare technology, this scenario is rapidly becoming a reality.
In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by James Gavigan from Rectangle Health. We explore how their innovative solutions are transforming mundane, time-consuming tasks into efficient processes that enhance practice operations and patient experiences. James shares insights into how tackling payment processing, HIPAA compliance, and staffing inefficiencies can profoundly affect a practice's effectiveness and profitability.
What we discuss in the episode:
- How Rectangle Health's solutions are designed to enhance operational efficiency and patient satisfaction in medical practices
- The challenges medical practices face with traditional administrative systems and how technology provides a smarter way forward
- Real-world examples of how practices have transformed their operations through the integration of advanced technological solutions
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Rectangle Health
Social Media:
- Connect with James on LinkedIn
- Connect with Zed on LinkedIn
What if the biggest obstacle to your medical sales isn't the market or the competition, but internal inefficiencies within medical practices themselves? Discover how addressing these challenges can unlock unprecedented growth in medical device sales.
In this week’s episode, sponsored by Physician Growth Accelerator, Managing Director, Erik Trattler, dives into how medical device reps can extend their influence beyond traditional sales roles by facilitating improvements in practice management. We also explore invaluable insights gained from his extensive experience in both medical device sales and as a consultant focused on operational efficiency. Join us as we explore actionable strategies that help medical practices streamline their operations, thus creating a more conducive environment for adopting new medical technologies and enhancing patient care.
What we discuss in the episode:
- Identifying and overcoming the unseen operational barriers that can stagnate medical device sales.
- The crucial role of medical device reps in consulting on practice efficiency.
- How optimizing practice operations can lead to increased adoption of new medical technologies and better patient outcomes.
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Landing New Cases: The Missing Link for Medical Device
Social Media:
- Connect with Erik on LinkedIn
- Connect with Zed on LinkedIn
What if the biggest barrier to medical device sales wasn't about the device itself, but how it's presented to the gatekeepers of healthcare facilities? Mastering the maze of hospital value analysis can mean the difference between rejection and success. This episode unveils the strategies that turn daunting hospital approval challenges into victories for medical device sales professionals.
In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Mark Copeland, known as the Value Analysis Whisperer. Mark shares his expert insights on streamlining the complex value analysis process that many in medical device sales encounter. Discover actionable strategies and innovative approaches to align medical products with the strategic needs of hospitals and ASCs, ensuring better outcomes for both providers and patients. Join us as we explore how to excel in the intricate world of healthcare systems’ value analysis.
What we discuss in the episode:
- Strategies for navigating the complex value analysis process in hospitals
- Tips for aligning medical products with the strategic needs of healthcare facilities
- Turning the value analysis process from a stumbling block into a stepping stone
- Real-life success stories from sales professionals who mastered the value analysis challenge
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Value Analysis Expert
Social Media:
- Connect with Mark on LinkedIn
- Connect with Zed on LinkedIn
Ever wondered if the fantastic lasers of sci-fi could turn into medical marvels in real life? What if lasers could actually be the key to advancing medical care and reducing reliance on invasive treatments or addictive medications? This intriguing possibility is closer to reality than you might think.
In this week’s episode, sponsored by Physician Growth Accelerator, we speak with Joseph Zapolsky III, International Sales Director at Erchonia Corporation, a pioneer in non-thermal laser technology. We discuss how these innovative lasers are revolutionizing treatment approaches across various medical fields, the science behind non-thermal lasers, their applications in treating chronic pain and facilitating post-surgical recovery, and how they're helping shift medical practices towards more sustainable and patient-friendly methods.
What we discuss in the episode:
- How Erchonia's lasers promote healing through a photochemical reaction, enhancing cellular energy and microcirculation without heat
- The significant role these lasers can play in reducing dependence on opioids by providing effective pain relief and enhancing post-surgical recovery
- How these lasers integrate into medical practices seamlessly
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Erchonia Corporation
Social Media:
- Connect with Joseph on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Imagine a world where the medical devices implanted in the body could communicate with doctors, providing vital data that could change the course of treatment and recovery. As technology advances, this scenario is becoming a reality. This breakthrough in medical technology not only promises enhanced patient outcomes but also pioneers a new approach to postoperative care, where data leads the way.
In this week’s episode, sponsored by Physician Growth Accelerator, we welcome Bill Hunter, President and CEO of Canary Medical, to discuss how his team is pioneering the transformation of medical devices into data-communicating tools. Bill shares insights on the development of smart implants that offer real-time feedback to both healthcare providers and patients, drastically altering expectations and outcomes in medical treatments. Join us as we explore the innovations driving this change and the future possibilities of implant technology.
What we discuss in the episode:
- How implantable devices are being designed to communicate health data
- The impact of real-time data feedback from implants on post-operative care
- Future directions for smart implants in medical technology
- Case studies demonstrating the effectiveness of data-driven patient care
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Canary Medical
Social Media:
- Connect with Bill on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Imagine transforming your sales effectiveness, not by learning new selling techniques, but by reshaping your mind. In the competitive world of medical device sales, where every edge counts, could the key to breakthrough success lie within our own brains?
In this week’s episode, Sponsored by Physician Growth Accelerator, Dr. Jerry Teplitz, an expert in neuroplasticity and the bestselling author of "Switched On Selling," delves into how brain performance can dramatically enhance sales effectiveness. We explore the revolutionary concept of brain re-education and revisit compelling stories and research that demonstrate how these techniques have propelled sales professionals from mediocrity to excellence without traditional sales training.
What we discuss in the episode:
- How brain re-education can significantly improve sales performance.
- The foundational principles of Dr. Teplitz’s "Switched On Selling" program and its impact on sales professionals.
- Real-life transformations in sales teams who have applied these neuroscience-based techniques.
- Practical steps to implement brain performance strategies for immediate results in sales scenarios.
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Switched on Selling
- Visit Jerry’s Website
Social Media:
- Connect with Jerry on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Is cold outreach really as daunting in medical device sales as it seems? Omar Khateeb, a seasoned expert with over a decade in the industry, shatters common misconceptions and introduces powerful strategies for turning cold calls into fruitful relationships. In this insightful episode, Omar draws parallels between effective social media engagement and traditional sales tactics to reshape how we think about connecting with new prospects.
In this week’s episode, sponsored by Physician Growth Accelerator, Omar Khateeb returns again to dive deep into the nuances of modern sales techniques. We discuss the art of transforming cold calls into warm opportunities using strategic communication and personalized engagement and provide actionable tactics for MedTech professionals.
What we discuss in the episode:
- Rethinking cold outreach: It's not just possible, but necessary for growth in medical sales.
- Effective communication: How to craft email subject lines and content that engage and convert.
- The role of perseverance and personalization in building relationships with potential clients.
- Utilizing social media as a strategic tool for brand building and lead generation in the med tech sector
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Khateeb & Co
- State of MedTech
- Episode 163 with Omar
- Episode 119 with Omar
- Episode 87 with Omar
- Episode 14 with Omar
- Episode 13 with Omar
Social Media:
- Connect with Omar on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Imagine swallowing a robotic pill that can navigate your body and diagnose health issues without the need for invasive procedures. What if this tiny device could revolutionize medical diagnostics and treatment? This isn’t a scene from a sci-fi movie—it’s a reality brought to life by groundbreaking advances in medical technology.
In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Torrey Smith, co-founder and CEO of Endiatx, the innovators behind PillBot. Starting his career as an aerospace engineer, Smith was inspired by sci-fi classics to pivot his expertise to the medical field, where he’s focused on creating less invasive diagnostic tools. We explore Torrey's fascinating journey to developing medical devices that could one day operate autonomously inside the human body. The conversation dives deep into how Endiatx is blending advanced robotics with medical science to enhance patient care and potentially extend human life spans.
Key Takeaways:
- The transformative potential of PillBot in making gastrointestinal diagnostics more accessible and less invasive
- Insights into the future of medical robotics, including the ambition to develop rice grain-sized microsurgeons for complex procedures
- The role of AI and advanced robotics in evolving the landscape of medical treatments and diagnostics
- The challenges and breakthroughs in transitioning from aerospace engineering to medical technology innovation
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Learn more about PillBot
Social Media:
- Connect with Torrey on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Back by popular demand, Brent Adamson, the mind behind The Challenger Sale and The Challenger Customer, returns to our podcast for another encore. In this episode, sponsored by Physician Growth Accelerator, Brent continues to unravel the complexities of modern sales dynamics specifically tailored to the unique challenges faced by surgeons and medical practitioners.
As physicians focus on patient care, the need for clear and concise information from sales reps becomes crucial. Brent delves into effective strategies that sales professionals can employ to not only enhance the decision-making process for surgeons but also to secure their trust and confidence in an increasingly competitive market.
Join us for more on:
- Tailoring sales approaches to meet the sophisticated needs of medical professionals
- The critical role of transparency and simplicity in medical sales
- Strategies for aligning with buying groups to streamline purchasing decisions
- Overcoming common obstacles that healthcare providers face during the buying process
- Empowering sales reps with deeper knowledge of their customers’ operations and challenges
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Brent’s Breakdown
- Customer Value Community
- Challenger Sale
- Challenger Customer
Social Media:
- Connect with Brent on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Is your tech enterprise stuck in internal battles while startups are disrupting the market? We’re bringing back one of our top episodes where Geoffrey Moore, renowned author and advisor, dives into the dynamics of startup and established tech enterprises. His insights are based on decades of consulting and are highlighted in his pivotal works, "Crossing the Chasm" and "Zone to Win."
This episode remains highly relevant and popular for its deep dive into strategic company transformations and how businesses can effectively adapt and thrive in a rapidly evolving market. Geoffrey outlines the crucial strategies for maintaining momentum and the common pitfalls that even the most iconic companies can fall into.
Revisit this insightful discussion, sponsored by Physician Growth Accelerator, and equip your enterprise with the knowledge to face both external threats and internal challenges head-on.
Join us to learn more about:
- Metrics for success in each of the 4 zones
- How to effectively move from the incubation zone to the transformation zone
- Challenges to overcome in the transformation zone
- Common mistakes iconic tech companies made before their downfall
- The role of acquisition in scaled transformation
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Crossing the Chasm
- Zone to Win
Social Media:
- Connect with Geoffrey Here
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
How frequently do you consider the underlying psychology that drives your team's dynamics and overall performance? What if you could tap into this deeper understanding to not only foresee potential issues but also to foster a more collaborative and innovative environment? Exploring these aspects of business psychology might be the key to unlocking higher efficiency and effectiveness within your team.
In this week’s episode, sponsored by the Physician Growth Accelerator, Rhiannon Gallagher, a seasoned business psychologist, delves into the intricacies of business psychology and team optimization. We discuss the critical role of communication in making team interactions more effective and how different psychological safety levels within a team can dramatically influence its success. We also explore how individual team members' primal responses to certain stimuli can affect team cohesion and productivity.
What we discuss in the episode:
- The often overlooked discipline of business psychology
- The practical application of psychological insights in medical sales scenarios
- How to engage various parts of the brain during sales pitches to maximize impact
- How to ensure messages are received as intended
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
Social Media:
- Connect with Rhiannon on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
How often does your team address a problem with an immediate yet short-lived remedy? How much time, money, and energy could be saved if you came up with a permanent solution? These proactive approaches are often overlooked, but likely the most efficient way to enhance your operation.
In this week’s episode, sponsored by Physician Growth Accelerator, we met with John and Jim Zelem from Utilization Management University to explore the critical distinction between preventative strategies and constant corrections in medical practice management. We also discuss how medical sales representatives can transcend traditional sales roles by fostering deeper, value-based relationships with their clients through sharing actionable insights and resources.
What we discuss in the episode:
- Practical tips on transforming challenges into opportunities for growth
- Systemic issues within healthcare practices
- The benefits of shifting from reactionary measures to sustainable preventative solutions
- Driving meaningful change in medical sales and healthcare practice management
- Tips on transforming challenges into opportunities for growth
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
Social Media:
- Connect with Jim on LinkedIn
- Connect with John on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Cancer left undetected can swiftly evolve from a silent threat to a devastating diagnosis. But what if cancer could be detected and treated at its inception? Sumit Rai, CEO of Cancer Check Labs, is on a mission to dramatically increase survival rates.
In this week’s episode, sponsored by Physician Growth Accelerator, Sumit shares a compelling narrative that highlights both his personal journey into cancer detection technology and the revolutionary capabilities of his company's new cancer screening test. After losing his sister to cancer shortly after his exit from a successful venture in mobile advertising, Rai channeled his grief into a fervent quest to transform cancer diagnostics. His story is not just about loss but about leveraging technology to pioneer early cancer detection methods that boast a staggering potential to change survival outcomes.
What we discuss in the episode:
- The science behind the test, which processes an unprecedented volume of blood to detect CTCs
- How Cancer Check Labs’ approach differs from liquid biopsies
- The opportunity for a new era of proactive healthcare
- Bridging the gap between current medical practice and cutting-edge technology
- How integrating comprehensive diagnostic technologies could drastically reduce cancer mortality and reshape the landscape of cancer care
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Cancer Check Labs
Social Media:
- Connect with Sumit on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Do you understand the financial complexities that challenge your medical clients every day? Unlock the secrets to mastering the obstacles your clients face and solidify your value in the competitive medical sales industry.
In this week’s episode, sponsored by Alpha Sophia, we sat down with Justin Harvey, a seasoned advisor and strategist in financial planning specifically tailored for medical professionals to talk about the nuanced world of medical sales and financial strategy. Harvey, founder of APM Wealth and host of the APM Success podcast, shares invaluable insights on becoming indispensable to clients by deeply understanding their unique financial needs and challenges. We also explore solutions that go beyond the product, focusing instead on enhancing the financial and operational health of their clients’ practices.
What we discuss in the episode:
- The complex financial landscape medical professionals navigate
- The critical need for specialty-specific financial advice
- Various strategies to optimize tax returns through loss harvesting
- How to secure a financially safe future beyond your practice
- Advice aimed at helping medical professionals manage wealth effectively
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- APM Success Podcast
Social Media:
- Connect with Justin on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Mastering the art of conversation isn’t all about talking – it’s about truly listening. So how can you train your team to prioritize meaningful dialogue over unappealing monologues? Mike Esterday and Derek Roberts, co-authors of "Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance" join us to explore the depths of sales conversations.
In this week’s episode, sponsored by Alpha Sophia, Mike & Derek share compelling insights into the necessity of asking the right questions and truly listening to understand customers’ needs. We also discuss how modern sales techniques must pivot from talking at customers to engaging with them, using strategic questions to foster genuine connections and uncover real needs.
What we discuss in the episode:
- How AI and digital tools impact the evolution of sales
- The role of sales as more than just a conveyor of information, but as a critical thinker who provides value
- The power of active listening and thoughtful questioning
- Tactics to enhance your sales approach
- The profound impact of human skills in an increasingly automated world
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Listen to Sell
- Integrity Solutions
Social Media:
- Connect with Derek on LinkedIn
- Connect with Mike on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Every relationship goes through stages, including the relationship between private practice physicians and private equity groups. So what are the red flags you should watch out for? What traits make for a good marriage? We explore the crossroads with Thomas Cunningham, Director of Business Development at Physician Growth Partners.
In this week’s episode, sponsored by Alpha Sophia, Cunningham dives deep into the pressing challenges faced by private practice physicians amidst the onslaught of inquiries from private equity groups. We explore the dilemmas physicians grapple with, such as whether to sell their practices to hospitals or private equity and how to maintain their autonomy in the increasingly complex healthcare landscape. We also discuss how the landscape of private practice has evolved to necessitate new strategies for sustainability and success.
What we discuss in the episode:
- The critical importance of a growth mindset for physicians considering partnerships
- Navigating the complexities of healthcare business dynamics
- Maintaining clinical governance while exploring financial partnerships
- Strategic responses to the changing healthcare environment
- How decisions affect patient care and physician independence
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Physician Growth Partners
Social Media:
- Connect with Thomas on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
We hear so much about seeking balance, but sometimes work or life demands more. So how do we prevent burnout and maintain high performance when balance doesn’t seem to be an option? Trevor Crunelle, a coach specializing in mindset and behavior change for driven leaders, suggests that “harmony” rather than “balance” might be the more achievable goal.
In this week’s episode, sponsored by Alpha Sophia, Trevor explains that unlike balance, which implies equal distribution, harmony involves a more fluid and intentional arrangement of work and life commitments. He emphasizes the necessity of intentionality in scheduling and prioritizing tasks to create harmony between personal and professional life, debunking the myth that longer hours always equate to greater productivity.
What we discuss in the episode:
- Practical strategies for achieving work-life harmony
- How the urgent-important matrix, or Eisenhower matrix, helps individuals prioritize tasks effectively
- Insights on how most professionals find themselves overwhelmed by a multitude of lesser, non-urgent activities that consume their time and energy
- Steps to gain clarity and focus so you can work more effectively and find time for personal pursuits to enrich your life
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
Social Media:
- Connect with Trevor on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Imagine a patient struggling with post-operative recovery, and instead of accepting defeat, they speak up and change the course of recovery forever. That patient helped inspire Shehla Rooney to create a better solution. Today she is Co-Founder and CEO of GoKnee, a company designed to aid the recovery of knee replacement patients.
In this week’s episode, sponsored by Alpha Sophia, we sat down with Shehla to learn more about her transition from an experienced physical therapist to a motivated business owner. The conversation showcases the practical challenges faced in healthcare and highlights how innovation can be driven by real-world patient interactions. We also explore how GoKnee has revolutionized post-operative care through a simple yet effective device.
What we discuss in the episode:
- The intersection of patient care, innovation, and entrepreneurial insight in the medical field
- Patient-centered solutions that streamline and enhance recovery processes
- The psychological impact of surgery on patients
- The importance of addressing individual patient needs
- The nuances of patient compliance in post-operative recovery programs
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- GoKnee
Social Media:
- Connect with Shehla on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
How often does fear prevent you from making decisions or taking action in high-stress environments? What if a deeper understanding of the brain could help your staff better navigate their roles and responsibilities within the practice? Dr. Mark McLaughlin joins us to offer a compelling framework to overcome fear and enhance performance.
In this week’s episode, sponsored by Alpha Sophia, Dr. McLaughlin discusses his recent book, "Cognitive Dominance: A Brain Surgeon's Quest to Outthink Fear," which explores the dualistic nature of the brain—comparing the instinctual 'Brain 1.0' with the more rational 'Brain 2.0'—and how professionals can harness this understanding. We also investigate real-world applications of these insights, particularly in addressing the challenges faced by medical practitioners, such as burnout and systemic inefficiencies.
What we discuss in the episode:
- A framework for overcoming fear to enhance performance
- The importance of introspection and strategic thinking to foster professional growth and improve patient care
- Proactive approaches to personal and professional hurdles
- Why it’s important to rethink how medical professionals engage with their work
- The need for continual learning and adaptation in the pursuit of excellence in healthcare
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Cognitive Dominance: A Brain Surgeon's Quest to Out-Think Fear
Social Media:
- Connect with Mark on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Imagine a world with consistently precise surgical outcomes. We see firsthand how combining tech and human skills can enhance processes and improve outcomes. So why wouldn’t we bring these capabilities to medical practices?
In this week’s episode, sponsored by Alpha Sophia, CTO and Co-Founder of Galen Robotics, Dave Saunders, pulls back the curtain on the cutting-edge world of surgical robotics. He passionately articulates how modern surgical robots are not just about the hardware but are increasingly defined by the software and algorithms that drive them, creating opportunities for more precise and safer surgeries.
What we discuss in the episode:
- The exciting potential of cooperatively controlled robots
- How robots working in tandem with surgeons can optimize surgical processes and ensure minimal invasiveness
- How the blend of human expertise and robotic precision promises significant advancements that could make complex surgeries more accessible and efficient
- Regulatory challenges and the future trajectory of robotics in medicine
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Galen Robotics
Social Media:
- Connect with Dave on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
It’s no secret that networking is a powerful tool for creating connections, building credibility, and identifying new opportunities. But with so many professionals building networks, it can be easy to get lost in the vastness of platforms like LinkedIn. So how can we find the right network with ease?
In this week’s episode, sponsored by Alpha Sophia, Kendy Elmore shares his journey from a high school science teacher to a medical sales rep, ultimately leading him to create a nationwide networking group for medical sales professionals. The Lobby Medical Sales Network aims to bridge the gaps in the industry by providing a universal platform for reps to connect, share resources, and advance their careers through in-person and virtual events.
What we discuss in the episode:
- The significance of creating a supportive community where reps can learn from each other, access educational resources, and find career opportunities
- The profound impact the network has already had on its members
- The importance of connection and mutual support in driving the industry forward
- Exploring new avenues for career growth
- Opportunities to enhance your networking experience
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Lobby Network
Social Media:
- Connect with Kendy on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
In an increasingly competitive field, medical sales leaders constantly seek tools and tactics to help them get ahead. So how can you optimize your team and elevate results? Mike Zani suggests focusing on the transformative power of behavioral science.
In this week’s episode, sponsored by Alpha Sophia, we sat down with the CEO of The Predictive Index to learn more about how understanding behavioral assessments can revolutionize interactions with customers and enhance team dynamics within medical device companies. Zani highlights the Predictive Index tool's capability to reveal behavioral styles through a psychometric assessment and discusses its application beyond mere employee selection to improving customer relationships and sales strategies. We also explore the strategic use of behavioral insights in medical sales, emphasizing the practical benefits of "decoding" interpersonal interactions for more effective communication and negotiation.
What we discuss in the episode:
- How sales teams can tailor their approaches to different customer profiles
- How the Predictive Index approach aids in initial sales as well as cultivating long-term client relationships
- The transformative power of behavioral science in medical sales
- Insights on traits like dominance, extroversion, patience, and formality
- Strategic ways to leverage behavioral insights
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
Social Media:
- Connect with Mike on LInkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
How many medical sales professionals worry more about how their presentation is received than the actual substance of their work? Why do performance aesthetics take precedence over genuine problem-solving and leadership effectiveness? Kris Krustangel, Vice President of Sales at Virtus Medical, delves into the transformative power of self-awareness and humility in medical sales.
In this week’s episode sponsored by Alpha Sophia, Kris reveals how his journey underscores the nuanced balance between confidence and ego in the realm of medical sales. His experiences illuminate the challenges and growth opportunities within the industry, particularly how personal ego can obstruct genuine progress and leadership development.
What we discuss in the episode:
- The practical application of stoic philosophy in modern business practices
- How the pressures of leadership can lead to a disconnection from core operational goals
- Why introspection and self-awareness are crucial to evolve beyond surface-level achievements
- The value of candid feedback from colleagues and how that can inspire transformation
- Prioritizing genuine problem-solving and leadership effectiveness over performance aesthetics
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Obstacle is the Way by Ryan Holiday
- Ego is the Enemy by Ryan Holiday
Social Media:
- Connect with Kris on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Dressing for success isn’t just a thing of the past. In fact, with the evolving landscape of the interview process, some tactics hold more weight than ever before. So how do you position yourself for career stability regardless of the transformations taking place around you?
In this week’s episode, sponsored by Alpha Sophia, Angie Lambrou, a seasoned career coach and author of "Master the Medical Sales Interview," sheds light on common pitfalls that even experienced medical sales executives face during the interview process. She also reveals how inadequate preparation leaves many candidates missing out on opportunities and strategic job search techniques that bypass traditional routes like job boards and recruiters.
What we discuss in the episode:
- A proactive approach to the job hunt where candidates target specific companies
- Enhancing your chances of securing a job by directly engaging with hiring managers to establish connections
- The importance of personal branding and networking to maintain readiness for unexpected opportunities
- Interview mishaps that cost top candidates jobs
- Finding clarity and motivation outside of work to propel your career forward
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Master the Medical Sales Interview
Social Media:
- Connect with Angie on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
How often do you receive medical attention only to be blindsided by a huge invoice? Why does the issue only seem to exist in the medical space? And what can we do to promote transparency in the industry?
In this week’s episode, sponsored by Alpha Sophia, Dr. Eva Imperial, CEO and founder of iHLTH, shares her motivation for starting an organization that brings transparent pricing to lab tests and allows patients to bypass the doctor's office for these services. Her story highlights a personal and professional journey towards making healthcare more accessible and affordable, challenging the status quo of opaque healthcare pricing and practices.
What we discuss in the episode:
- The negative ripple effects on patient care and the healthcare system due to high costs
- The importance of transparent pricing in healthcare
- Navigating the complexities of healthcare costs
- Solutions and innovations to make lab testing more accessible
- How professionals can advocate for patient affordability
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- iHLTH
Social Media:
- Connect with Eva on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Burnout plagues us all at some point in our professional lives, but it’s not always easy to identify, or overcome. So how can you master your profession if you’re unable to master your own feelings? It requires grit and resilience.
In this week’s episode, sponsored by Alpha Sophia, Danielle Cobo, a transformational speaker, bestselling author, and seasoned medical sales professional, shares invaluable insights on resilience, leadership, and overcoming adversity. With a career spanning 15 years in the competitive realm of medical sales, Danielle has not only excelled but also transformed her hardships into opportunities for profound personal and professional development. Through her journey, Danielle offers actionable strategies for dealing with burnout, embracing vulnerability, and setting the foundation for a fulfilling career in medical sales.
Tune in for more on:
- Strategies for overcoming burnout
- The positive impact of resilience and self-reflection on career growth and development
- Actionable tips for turning life’s challenges into stepping stones for success
- How vulnerability strengthens leadership
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Unstoppable Grit (Book)
- Unstoppable Grit (Podcast)
Social Media:
- Connect with Danielle on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
In the dynamic world of MedTech, where innovation is the lifeblood of progress, Jay Pendleton, founder of MedTech Voice, offers a compelling perspective on the power of storytelling in building trust and driving success.
In this week’s episode, sponsored by Alpha Sophia, Jay underscores the importance of authenticity and digital trust in a landscape inundated with content and information overload. We also learn about his journey from the corporate MedTech world to the realm of entrepreneurship, highlighting the pivotal role of storytelling in shaping brand identity and fostering connections.
In the episode, we also discuss:
- Bridging the gap between business and medicine through authentic narratives
- Empowering MedTech professionals to navigate the complexities of the industry with clarity and purpose
- Helping physicians humanize their brand
- Assisting MedTech companies in crafting compelling stories
- A roadmap for driving tangible outcomes in an ever-evolving MedTech ecosystem
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- MedTech Voice
- Episode 25 with Jay Pendleton
Social Media:
- Connect with Jay on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
The long and tedious patent process has become an outdated source of delay for innovators across the globe. With today’s technology, you can protect your innovations faster than ever. So when should you pursue a patent? And how can startups thrive in this rapidly evolving space?
In this week’s episode, sponsored by Alpha Sophia, Bao Tran, founder of PowerPatent Inc., joins us to explore the crucial role patents play in the medical device startup landscape. Dispelling common misconceptions, Bao emphasizes patents as assets rather than expenses, enabling startups to attract investors and safeguard their market presence. We also discuss how startups can efficiently navigate the patent process to ensure timely protection and competitive advantage by leveraging technology and strategic filing approaches.
What we discuss in the episode:
- The pivotal role of patents in driving innovation and success
- The significance of patenting seemingly straightforward innovations
- The indispensable value of strategic patent management
- Actionable insights for MedTech entrepreneurs and innovators
- Understanding the nuances of patent strategy in a rapidly evolving industry
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- PatentPC
Social Media:
- Connect with Bao on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
We all strive for financial freedom, but are we approaching it the right way? What if the traditional path is no longer the most effective path? Lane Kawaoka, author of “The Wealth Elevator” asked himself these same questions before challenging the status quo.
In this week’s episode, sponsored by Alpha Sophia, Kawaoka joins us to share his journey from the traditional path of a civil engineer to a savvy real estate investor and financial strategist. He challenges common beliefs about investments and taxes, offering eye-opening insights that defy conventional wisdom. Lane also discusses his approach, which involves leveraging alternative investments like rental real estate and syndications to create passive income streams that significantly reduce tax liabilities.
What we discuss in the episode:
- The importance of education when navigating unconventional paths to financial freedom
- The benefits of a reliable community to help guide you through unfamiliar processes
- Practical strategies for exploring new avenues of wealth accumulation
- Actionable steps towards financial freedom through alternative investments
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Wealth Elevator
- Get the Book
Social Media:
- Connect with Lane on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
All paths lead to growth… if you can stop running from yourself. But what does it really take to stop searching and start living? Mark Wigginton, certified professional coach, sales strategy advisor, and founder of Focusing on Results unlocked his full potential when he decided to change his focus.
In this week’s episode, sponsored by Alpha Sophia, Mark shares his story of transformation, from navigating career shifts to finding clarity and purpose by embracing his core values. He also touches on insights from his diverse career path, emphasizing the recurring importance of customer focus, rapport-building, and persuasive communication.
Tune in for more on:
- Actionable steps towards clarity and growth in your career and personal life
- How aligning with your core values can lead to success and fulfillment
- The significance of understanding and embodying customer-centric principles
- The power of effective communication and engagement in sales interactions
- The transformative potential of self-awareness and purpose-driven action
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Focusing on Results
- VIA UPenn
- Enlightened Leadership
- Selling to Vito
- Selling Above and Below the Line
Social Media:
- Connect with Mark on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Driven leaders strive for excellence and require the same from their teams, but is demand for results void of open communication the most effective way forward? Or is there an approach that promotes organizational success alongside personal growth?
In this episode, sponsored by Alpha Sophia, Jevon Wooden, an ICF-certified coach, business consultant, speaker, author, and army veteran, joins us to discuss the transformative power of empathy in leadership. Drawing parallels between military leadership and corporate environments, he emphasizes the need for leaders to listen, support, and create psychologically safe spaces for their teams to thrive.
What we discuss in the episode:
- The importance of empathy and collaboration in driving teams toward success
- The impact of empathetic leadership on morale, productivity, and overall team performance
- Actionable strategies for leaders to enhance empathetic skills
- Real-life examples emphasizing the value of self-awareness and continuous improvement
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Book Jevon to Speak
Social Media:
- Connect with Jevon on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sales and marketing are supposed to collaborate in the pursuit of a shared goal. But there are many tales of lacking respect in the industry. Salespeople grind daily only to have marketers change the narrative around how to close more deals. So how can MedTech companies unleash a more collaborative approach that generates more revenue?
In this week’s episode, sponsored by Alpha Sophia, Omar Khateeb returns for a third time to challenge the status quo in the MedTech industry. During the interview, we dissect the disconnect between sales and marketing and invite professionals to explore new strategies for commercialization and product adoption in the modern era. We also discuss the unique challenges of behavior change and the importance of setting realistic expectations.
Tune in for more on:
- The dynamic between sales and marketing in MedTech
- The power of dynamic and engaging content through digital channels
- The significance of qualitative wins
- Industry-wide reluctance to embrace new strategies
- How to overcome the challenges associated with behavior change
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Episode 13
- Episode 14
- Episode 87
- Episode 119
- The State of MedTech
Social Media:
- Connect with Omar on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Artificial intelligence has been around much longer than people realize. However, as early adoption meets mass adoption, why is the medical device industry still hesitant here? Perhaps the industry requires an outsider’s perspective to revolutionize how we operate.
In this week’s episode, sponsored by Alpha Sophia, cofounder and CEO of Cite Medical Solutions, Ethan Drower, joins us to share his journey from software engineering to addressing regulatory issues in the device world. We also talk about the untapped opportunities for AI in improving sales effectiveness, the industry's reluctance to embrace new technologies, and the challenges faced by both large and small medical device companies.
What we discuss in the episode:
- The tendency to resist the adoption of new tech innovation in the industry
- The need for innovation in compliance, sales, and marketing strategies
- Opportunities for AI to help improve sales effectiveness
- Effective sales strategies through practiced empathy
- Changing expectations around AI
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
Social Media:
- Connect with Ethan on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Finding highly qualified candidates with impressive experience can be exciting for a growing practice. But hiring the wrong person can be costly. So how can MedTech companies optimize hiring practices to ensure alignment and success from start to finish?
In this week’s episode, sponsored by Alpha Sophia, we met with Darwin Shurig, founder and CEO of Shurig Solutions, to learn more about the potential pitfalls of treating talent acquisition as a transactional process. We also discuss the importance of emotional intelligence, leadership qualities, and aligning personal values with the company's mission and vision, as well as the impact of strategic talent management on patient outcomes, access, and cost savings.
Listen to hear about:
- How companies can move beyond transactional approaches in the hiring process
- The importance of mission and vision alignment during interviews
- The power of emotional intelligence
- How to use AI, efficiency, and detailed assessments to identify the right candidates
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Shurig Solutions
Social Media:
- Connect with Darwin on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
What do physicians really think of medical device? We’ve discussed this very question and more with previous guest, Dr. Qasim Butt. He’s an interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health.
In this encore episode, sponsored by Alpha Sophia, Dr. Butt reveals how medical device reps should approach the changing landscape. We also cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal.
Join us for more on:
- How depth and storytelling can boost sales
- Why it’s important to identify the right person to talk to in every office
- How to utilize social media to create more opportunities
- Making the most of a ten-minute conversation
- Taking the time to learn and understand how everything works
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
Social Media:
- Connect with Dr. Qasim Butt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives. That’s where world-renowned researcher Brent Adamson, co-author of bestselling books The Challenger Sale and The Challenger Customer, comes in.
In this encore episode, sponsored by Alpha Sophia, Brent shares how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.
Join us for more on:
- How sales reps can differentiate themselves by providing more clarity
- How to provide customers with the confidence to make decisions
- Buying group alignment and how it impacts sales
- The dimensions of struggle for customers and how to overcome them
- Knowing a customer’s business better than they do
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Brent’s Breakdown
- Customer Value Community
- Challenger Sale
- Challenger Customer
Social Media:
- Connect with Brent on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. He’s also the guest on one of our most popular episodes!
In this encore episode, sponsored by Alpha Sophia, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.
In this episode, we also discuss:
- The 3 ways to revisit the status quo objection
- The Pain of Same vs The Pain of Change
- Error of Omission vs Error of Co-mission
- How FOMO tactics actually backfire in certain cases
- The two drivers of no-decision losses
- Shifting from a salesperson to a buyer’s agent
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Jolt Effect: How High Performers Overcome Customer Indecision
- The Challenger Sale
Social Media:
- Connect with Matt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
It wasn’t long ago that Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joined us to talk about customer indecision.
And the conversation remains one of the most viewed by our audience! In this encore episode, sponsored by Alpha Sophia, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.
Tune in for more on:
- Overcoming customer indecision
- Two playbooks for overcoming status quo
- How to get comfortable making recommendations
- Making customers feel like they’re not alone in the decision-making process
- Radical candor as a double-edged sword
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- The Jolt Effect
- 10-Hour Sales Course
- Free Tools From The Book
- Matt Dixon’s Episode
Social Media:
- Connect with Ted on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn” some behaviors and beliefs that got you to where you are today. About a year ago, we spoke with leadership coach and author Jeff Shannon about these very topics.
In this encore episode, sponsored by Alpha Sophia, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation.
What we discuss in the episode:
- Why the best leaders know how to reduce friction and do this regularly
- The concept of unlearning and why it’s so essential for MedTech leaders and managers
- Why you should not be treating everyone the same (it’s not what you think)
- Signs that may suggest that you may lack executive presence and what to do about it
- How to resist the urge to “fly the plane” and instead coach others, even if they fail in the process
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Visit Jeff's Website
Social Media:
- Connect with Jeff on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
One of the first interviews we ever recorded remains relevant to sales leaders everywhere. Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it.
In this episode, sponsored by Alpha Sophia, Bill joins us to discuss metric-based performance coaching and growth, strategies to supercharge your sales development, and how to understand, measure, and elevate the impact of your coaching. We also dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles.
In this episode, you’ll learn:
- About the concept of “growth rings” and how they create environments that promote or hinder growth
- The four coaching activities that always pay off and help your team reach peak performance
- How to effectively split your coaching between high and low achievers
- Why different types of MedTech sales reps and leaders should all have their own definition of a “growth mindset”
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Visit Bill’s website
- The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain
- The Behavior Change Blueprint
- The Growth-Driven Practice Series
Social Media:
- Connect with Bill on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
You don’t need a better product to close more deals. You need a better story. So how can you better craft your messaging to ignite interest in every client? CEO and founder of Oratium, Tim Pollard, emphasizes simplicity, customer-centricity, and the importance of building a message rooted in a real customer problem.
In this week’s episode, sponsored by Alpha Sophia, Tim joins us to discuss the significance of storytelling and visualization in making messages memorable and compelling. The conversation covers a practical "Jenga test" to help teams scrutinize their messages, the value of conversational agility in adapting messages to different contexts, and 7 hallmarks of effective messaging.
In this episode, we also cover:
- 3 mistakes MedTech companies make in messaging
- How to shift from product-centric to story-centric strategies
- Tools and trainings that are available to help refine messaging
- The impact of Zoom fatigue on sales in the virtual world
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Oratium
Social Media:
- Connect with Tim on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Dismissing competitor decisions is common ground for sales teams, especially when you focus on the advantages of your products. But, what if you could use the decisions of your competitors as a tool to predict their future moves and carve out a competitive advantage?
In this week’s episode, sponsored by Alpha Sophia, we sat down with John Horn. He’s the CEO and founder of Gateway Competitive Insights and author of “Inside the Competitor’s Mindset.” During the conversation, John shares a four-step framework that encourages MedTech professionals to pay attention to competitor actions. He also emphasizes the power of cognitive empathy and strategic questioning to uncover critical insights, urging professionals to step out of their own perspectives.
In this episode, we explore:
- A fresh perspective on competitive intelligence and decision-making
- Actionable insights and a roadmap for predicting competitors' moves
- The concept of "war games" or mock negotiations as a tactic for fostering a deeper understanding of competitor behaviors
- The pitfalls of presuming answers and the importance of maintaining an open mindset
- The importance of cognitive empathy and strategic questioning
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Gateway Competitive Insights
- Inside the Competitor’s Mindset
Social Media:
- Connect with John on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Success often hinges on a delicate balance between technical prowess and mental fortitude. So how can we harness the untapped potential of the human mind to propel sales teams forward? Maintaining confidence without veering into cockiness becomes an important discipline.
In this week’s episode, sponsored by Alpha Sophia, we’re joined by leadership coach, Matt Phillips to discuss the inner workings of the mind. Matt provides practical advice for sales leaders on coaching their teams through challenges, encourages a positive mindset, and offers strategies for finding solutions rather than dwelling on problems.
What we discuss in the episode:
- Valuable perspectives on the psychology of success in sales
- How RAS plays a pivotal role in filtering information and shaping our conscious focus
- How to navigate challenges with a positive mindset
- Why coaching is a two-way street that requires reciprocated effort
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Matt Phillips Coaching
- Matt Phillips Podcast
Social Media:
- Connect with Matt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact?
In this week’s episode, sponsored by Alpha Sophia, we met with John Crowder, Vice President of Healthcare for Integrity Solutions. In our conversation, John highlights the importance of coaching and leadership skills and urges leaders to adopt a consultative approach. He also shares insights on the challenges faced by the industry, including the need to adapt to changing access dynamics and the critical role of continuous learning and development for both individuals and teams.
What we discuss in the episode:
- The number one challenge faced by medical sales teams
- How to effectively understand and develop each team member individually
- The value that continuous learners bring to a sales team
- The negative impact of exclusively knowledge-based learning
- How to drive consistent improvement over time
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Integrity Solutions
Social Media:
- Connect with John on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Patients enter a black hole as soon as they leave their physician’s office. They’re expected to keep up with intense regimens and care for themselves as their doctors do. Unfortunately, this often leads to unnecessary medication errors, inaccurate data, and potentially harmful dosage increases. But what if there was a way to support patients beyond the clinic?
In this week’s episode, Charles Gellman, founder and CEO of HiDO Health joins us to discuss how AI assisted robotics is helping them reduce hospitalizations by 80%. We also discuss how this advanced technology is helping patients care for themselves, reduce medication errors, and receive extra support with ease.
Sponsored by Alpha Sophia
Tune in to hear more about:
- AI-assisted robotics
- Reducing unnecessary medication errors with patients
- Real-world success stories of patients helping themselves
- Reducing hospitalizations and increased dosages
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- HiDO Health Stories
- Visit HiDO Health
Social Media:
- Connect with Charles on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way?
Erik Sunset, VP of Marketing at DocBuddy, talks to us about how their improved documentation technology provides flexibility and efficiency. We also discuss the growing desire for better technology among physicians, the alarming truth behind burnout in the industry, and how past solutions are no longer viable options.
Listen for more on:
- The growing need for better technology in healthcare
- Addressing physician burnout and providing flexible solutions
- Using technology to streamline workflows and accelerate documentation with voice command
- How physicians are increasingly demanding their time back
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- DocBuddy
- Email Erik for More Information
Social Media:
- Connect with Erik on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there’s a tool available for medical device companies to gain valuable insights about 2.8 million healthcare practitioners?
In this episode, sponsored by TrackableMed, Founder and CEO of Alpha Sophia, Paul-Lukas Hoffschmidt, joins us to share how he’s accelerating product adoption across the industry. We discuss how to use data to create more targeted opportunities, facilitate more meaningful discussions, and separate from crowded ecosystems.
Join us to learn more about:
- The different types of data and how to get the most out of them
- Understanding the personalities you’re targeting and being able to craft marketing and sales campaigns around that information
- A tool that helps you identify high-conversion opportunities before traveling
- Helping innovators grow faster
- How client feedback can act as a community to promote success
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
Social Media:
- Connect with Paul-Lukas on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
What if you never had to worry about missing calls and losing sales, and sales STILL kept moving? It may be out of your comfort zone, but adopting inside sales tactics has been proven to accelerate growth and reduce costs. But how do you do that in an industry that is known for the power of face-to-face meetings and hands-on demonstrations?
In this week’s episode, sponsored by TrackableMed, we met with Charlie Tate, a Partner at Synchronized Sales, and learned about how he’s been able to transfer strategies from his tech background into healthcare. We explore how his inside teams can help outside sales reps keep momentum and the benefits of making phone calls that align with in-person efforts.
Listen for more on:
- Bringing inside sales to healthcare
- Maintaining full compliance with every client
- The benefits of moving sales along over the phone
- Keeping outside sales reps from being bogged down
- How working in this role can prepare you for a career in medical sales
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Charlie on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
How many tests does it take to get product approval? The world may never know. But if you’re not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight.
In this week’s episode, sponsored by TrackableMed, we met with Heidi Mehrzad, CEO and Founder of HFUX Research, a human factors consultancy specializing in medical device development. In the interview, Heidi reveals where most innovators miss the mark and how human factors could help them progress more efficiently. We also discuss the interaction between the user and the interface of the device and hear examples of how minor changes can impact the trajectory of an entire business.
We also talk about:
- The many different types of interfaces in medical device
- How the 80/20 rule can help marketing and sales teams maintain direction
- Human factors teams as the advocate for patients
- How transfer knowledge often leads to misused products
- Why it’s important to talk to everyone involved with product adoption, not just the surgeons
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- HFUX Research
Social Media:
- Connect with Heidi on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
In a world of artificial intelligence and virtual reality, why does MedTech remain 5 years behind other industries when it comes to modern solutions? Part of the problem is accessibility. Sales reps are constantly traveling cross-country to meet with surgeons they may never hear from again. But what if there was a way to meet with more surgeons without wasting so many resources?
Matt Wheeler is a visionary entrepreneur, highly skilled business associate, and proven sales leader with over 20 years of experience. As the Chief Revenue Officer at Immertec, he plays a pivotal role in driving revenue growth and guiding the organization toward success. In this episode, sponsored by TrackableMed, Matt sits down with us to talk about how Immertec’s virtual reality headset can bring 100 people to the same operating room. We discuss the value behind saving time and resources, the advantage of increased accessibility for practicing physicians, and how this distant learning experience actually leads to more in-person success.
Join us for more about:
- Improving the learning experience by taking surgeons out of the operating room instead of the other way around
- Increasing conversion rates with early-stage education
- Accelerating the number of people you can get into your early-stage funnel
- How this technology can benefit sales, marketing, R&D in addition to surgeons
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Immertec
Social Media:
- Connect with Matt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned sales teams about the importance of learning and listening.
In this week’s episode, sponsored by TrackableMed, Phil shares how he found his new role as an EndoMech Sales Specialist at Ethicon. From taking advice from guests on previous episodes of this podcast to utilizing transferrable skills developed in teaching, his story will likely inspire others to follow his lead. We also explore the impact of being driven by purpose, how data has helped guide him in his first year, and how much more there is to sales than just selling.
Tune in to hear more about:
- Aligning with purpose in everything you do
- How new challenges ignite a new learning muscle
- The value of individual and team reflections in sales
- How to effectively prepare for a career change into medical sales
- Utilizing transferrable skills to develop yourself and/or pivot
- Data-guided behavior and how this impacts your ability to focus
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Phil on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Did you know that sepsis is the leading cause of death, costs, and readmissions in hospitals nationwide? Additionally, the standard of care blood tests used to diagnose the infection in an average hospital is wrong 40% of the time. So, what’s being done to address this concerning data in the healthcare system?
We’re joined by Greg Bullington, CEO and Co-Founder of Magnolia Medical Technologies, to learn more about his mission to eliminate the misdiagnosis of sepsis. In the interview, Greg highlights the accuracy and immediacy of his team’s solution, which consistently reduces false positive sepsis tests by up to 90 percent. We also discuss how they’re moving away from gray areas of medicine, overcoming initial resistance in the market, and tactics to raise awareness and knowledge.
What we discuss in the episode:
- The 17-year journey to changing the standard of care
- Overcoming the obstacle of abstract value propositions
- The challenges that arise when relying on peer-review studies to drive demand
- The benefits of doing your customer’s homework for them
- Moving away from gray areas of medicine
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Magnolia Medical Technologies
Social Media:
- Connect with Greg on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
It’s no secret that how you sell and who you sell to is critical for company growth, but how do you navigate variables outside of your control? Healthcare is seeing an increase in consolidation across the board, leaving little room for small to mid-sized companies to operate. In this week’s episode, sponsored by TrackableMed, we put the health ecosystem under the microscope to understand more about what’s happening.
Scott Becker, Partner at McGuireWoods and Founder of Becker’s Healthcare joins us to discuss the shifting customer landscape in the health ecosystem. We also talk about why it’s such a challenge for small to mid-sized companies to gain traction in this space, the effect consolidation has on the market, and the advantage of seemingly unlimited resources in building customer awareness.
Listen to this episode for more on:
- How consolidation is erasing a portion of the customer landscape
- Why it’s difficult to replace or even compete with big companies
- The cost of getting your solution recognized in the market
- How to build credibility with larger customers
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- McGuireWoods
- Becker’s Healthcare Podcast
Social Media:
- Connect with Scott on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Salespeople spend valuable time on conversations that lead to dead ends because customers don’t feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid analysis paralysis or other forms of indecision?
Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joins us to share his expertise on the matter. In this episode, sponsored by TrackableMed, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.
Tune in for more on:
- Overcoming customer indecision
- Two playbooks for overcoming status quo
- How to get comfortable making recommendations
- Making customers feel like they’re not alone in the decision-making process
- Radical candor as a double-edged sword
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- The Jolt Effect
- 10-Hour Sales Course
- Free Tools from the Book
- Matt Dixon’s Episode
Social Media:
- Connect with Ted on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
It’s no secret, there are a few things missing from the field of medical device. But how do we bridge the gap and connect all the items that sales reps deal with on a day-to-day basis? It starts by building awareness.
Erik Trattler, Director of Business Development at TrackableMed, joins us on this week’s episode to talk about what it takes to effectively raise awareness for all parties involved. We also explore the long-term benefits of an efficient marketing effort, how to ease the frustration that many surgeons are struggling with, and what it really means to add value.
Tune in for more on:
- Why social media efforts are useless if you have the wrong message
- The many different facets that can assist surgeons to treat more patients
- Staggering statistics around ROI
- Understanding your clientele on a human level
- The extra tools you need to grow your practice
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Closing the Referral Loop
Social Media:
- Connect with Erik on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what’s best for their practice? It seems like there’s a new product or solution every day. Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives.
That’s where world-renowned researcher Brent Adamson comes in. He’s the co-author of bestselling books The Challenger Sale and The Challenger Customer, and joins us on this episode, sponsored by TrackableMed, to share how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.
Join us for more on:
- How sales reps can differentiate themselves by providing more clarity
- How to provide customers with the confidence to make decisions
- Buying group alignment and how it impacts sales
- The dimensions of struggle for customers and how to overcome them
- Knowing a customer’s business better than they do
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Brent’s Breakdown
- Customer Value Community
- Challenger Sale
- Challenger Customer
Social Media:
- Connect with Brent on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Is it possible to check all the boxes when it comes to delivering value? Patients value treatment and the overall experience, doctors value time and productivity, and office managers value organization and minimal disruptions. It can be a tall order.
Matt Ghanem, Co-Founder and CEO of National Breathe Free Sinus & Allergy Centers, joins us on this episode, sponsored by TrackableMed, to share how he transitioned from medical sales to building a platform of practices across the country. We discuss how his perspective has changed since his days in sales, lessons he’s learned along the way, and why their mission is about helping more than just the patients, but every person involved.
Tune in for more on:
- Discovering and overcoming complexities of insurance in healthcare
- Different ways of creating true value
- How to bring emotional intelligence to sales
- Grounding principles that help drive a successful organization
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Matt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Doctors dedicate their lives to the health of others, making difficult decisions, and initiating tough conversations. Still, doctors are human and mistakes can happen. But what if they had a tool to help them review more data, scans, etc, prioritize patients, and get ahead of anomalies?
In this week’s episode, sponsored by TrackableMed, Navid Alipour, Co-Founder and Managing Partner at Analytics Ventures, and Co-Founder of CureMatch and CureMetrix sits down with us to explore the rapidly growing world of Augmentative Intelligence. In the interview, Navid educates us on this unique combination of AI and other technologies and how it can be used as a tool to help doctors treat more patients, faster. We also discuss how tools like this can bring more balance to the entire industry and the importance of second opinions.
Listen for more on:
- Augmentative Intelligence as a workflow tool for doctors
- Detecting cancer up to 6 years earlier than doctors
- The law playing catch up with technology
- If technology is good or evil
- Democratizing technology to bring more care to community hospitals
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Dr. Razelle Kurzrock
- Follow CureMatch on Twitter
Social Media:
- Connect with Navid on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
What separates companies that innovate and grow, vs innovate and die? It comes down to feedback and the product lifecycle. And there are key ways you can improve the customer experience from day one that will help the dominoes fall in your direction.
In this week’s episode, sponsored by TrackableMed, we’re joined by Joseph Authement. He’s the Western area VP of Echo Health and has been a medical device commercial leader for 20 years. In the interview, Joseph revisits mistakes he witnessed early in his career and how they served as valuable lessons moving forward. We also discuss the challenges salespeople face daily, the importance of discovery and re-discovery within your sales and marketing processes, and how to make every customer feel like their experience is tailor-made just for them.
Listen for more on:
- Learning from early adopters
- Using data to tap into customer mindsets
- The power of listening to every customer’s pain points before sharing product benefits
- How to position past failures as lessons for the future
- Constantly updating your playbook to continue winning
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Barbarians to Bureaucrats
- Crossing the Chasm
- Zone to Win
- The Jolt Effect
- Challenger Sale
Social Media:
- Connect with Joseph on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Go behind the scenes of the American Urological Association Annual Meeting and discover why some physicians choose to embrace new technology and dive head first into learning despite their peers’ reluctance to change.
In this week’s episode, sponsored by TrackableMed, we revisit some of the most exciting tech booths from AUA with Dr. Garrett Pohlman, Urologist and host of the Prostate Health Podcast. Dr. Pohlman joined us in Chicago as we explored the technology and asked innovators to talk about their solutions. In the interview, we also discuss the value of direct-to-patient marketing, why it’s important to have multiple tools to help patients with, and tactics to ensure patients return for another visit regardless of previous results.
What we discuss in the episode:
- AUA 2023 Highlights & Takeaways
- If flashy booths at conferences are worth the investment
- The impact of direct-to-consumer marketing
- Why Urologists need to have more than one tool in their toolset
- Effective strategies to keep patients active in seeking treatment
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Listen to the Prostate Health Podcast
Social Media:
- Connect with Dr. Pohlman on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Why do people line up for one coffee shop when there’s an empty one three blocks away? What draws people to a product so much that they’re willing to sacrifice time out of their day to get their hands on it? How do you propel your product or service to legendary status? The answer may be more straightforward than you would have thought.
In this week’s episode, sponsored by TrackableMed, Gair Maxwell, Author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, outlines what all legends become known for: their story. We discuss what makes a compelling story, how to translate the success of the Mona Lisa into a medical device sales meeting, and why stories really sell.
Tune in to learn about:
- Why statistics alone aren’t enough to make a sale
- Creating conversations to release oxytocin
- The 3 acts every story needs
- Storytelling as a part of human nature
- Examples of what a good story in medical device might look like
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Big Little Legends: How Everyday Leaders Build Irresistible Brands
Social Media:
- Connect with Gair on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he’s back with new research and a new book sharing what the best sellers do to overcome this problem.
Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. In the interview, sponsored by TrackableMed, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.
In this episode, we also discuss:
- The 3 ways to revisit the status quo objection
- The Pain of Same vs The Pain of Change
- Error of Omission vs Error of Co-mission
- How FOMO tactics actually backfire in certain cases
- The two drivers of no-decision losses
- Shifting from a salesperson to a buyer’s agent
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- The Jolt Effect: How High Performers Overcome Customer Indecision
- The Challenger Sale
Social Media:
- Connect with Matt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Some physicians seem to avoid medical device reps at all costs. Others seem open to conversations but may be skeptical of the intention behind them. And many don’t have the power to make a final decision anyway. So, what do physicians really think of medical device?
In this week’s episode, sponsored by TrackableMed, Dr. Qasim Butt, interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health, joins us to reveal how medical device reps should approach the changing landscape. We cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal.
Join us for more on:
- How depth and storytelling can boost sales
- Why it’s important to identify the right person to talk to in every office
- How to utilize social media to create more opportunities
- Making the most of a ten-minute conversation
- Taking the time to learn and understand how everything works
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Dr. Qasim Butt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals?
In this week’s episode, sponsored by TrackableMed, David Carey, CCO at Pristine Surgical, unravels the process of creating a client-oriented mission statement to act as a north star for the entire company. He also sheds light on the importance of bringing the right people to a startup environment, how his diverse career path helped him land where he is today, and why it’s important to enter the arena as fast as you can.
Listen to this episode for more on:
- Key components for creating balance in a startup environment
- How to look at customer challenges as a source of innovation
- The one phrase that may alert you to new product opportunities
- The unexpected pain point in technology adoption
- How a diverse career sets you up for leadership roles in the future
- Why you should always be prepared to learn more
- How stepping into the arena as fast as you can leads to the data you really need
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with David on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
At times, medical device sales can feel like a never-ending treadmill – when’s the last time you stopped and looked around? Are you truly living the life you want and making the impact you dreamt of making?
In this week’s episode, sponsored by TrackableMed, Rebecca (Becca) Kinney, owner of Cypress, Inc. joins us to unravel how self-care and self-expression have helped her succeed in ways she never thought possible. We discuss how diving inward can help expand your reach, why you need to consistently ask yourself the real questions to stay motivated, and the simplicity of the checklist to being awesome (spoiler, it doesn’t exist).
Join us to hear more about:
- The value of self-awareness throughout each day
- How honest, unpolished LinkedIn posts connect you with an authentic audience
- The truth behind work-life balance
- How to identify if you’re living in a life of “have-to’s or just going through the motions (and how to avoid this!)
- The secret to being awesome and driving impact with your work as a medical device rep
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Subscribe to the Unraveled Newsletter
Social Media:
- Connect with Becca on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Many physicians lack training and understanding of how to bring products to market. Similarly, many engineers and MBAs have no idea what it’s like to be a physician. It’s no wonder medical innovation encounters roadblocks. Dr. Keith Matheny, Vanderbilt-trained Otolaryngologist in community practice in North Dallas, emphasizing Rhinology & Sleep in adults and children, lives on both sides of this equation. In his work as Founder/Chairman/CEO of US ENT Partners and CO-Founder of Sleep Vigil, Dr. Matheny has learned to embody the collaboration and feedback necessary to launch and grow medical device companies while serving as a specialty provider.
In this episode, sponsored by TrackableMed, we dissect the world of medical device from both sides. We wrestle with the balance between business and patient care, where to find the finish line after FDA approval, and why solutions get “over-engineered” (and what to do about it).
Listen to learn:
- The disconnect of perspective between engineers and physicians
- Collaboration as a solution for fragmentation
- The importance of being able to receive critical feedback without defensiveness
- Why you must be tenacious and stick around long enough to see things pay off
- The role of collaboration and collective wisdom in building a solution that works
- The different faces of the end user and how that affects adoption
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Dr. Matheny Here
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
When is the last time you participated in a dress rehearsal? Let us rephrase that. When is the last time you dressed for the role you wanted, took actionable steps to showcase your ability to perform in that role, and gathered valuable feedback from the ones calling the shots? If you’re seeking career advancement, there are tactics to help you get there.
In this week’s episode, sponsored by TrackableMed, Bret Barrie joins us with his roadmap to success, “Promoted: The Proven Path to Career Advancement.” We break down concepts from the book to offer listeners actionable advice on topics like what to do after you didn’t get the promotion you wanted, how to show that you have what it takes to lead, and what it really means to be off self and on purpose.
We also talk about:
- Specific steps you can take to get the promotion you’re looking for
- How to navigate difficult conversations with leadership
- Why it’s important to be aware of how others see you in the workplace
- The value behind proposing solutions rather than pointing out issues
- Creating a positive culture for every member of a team
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Promoted: The Proven Path to Career Advancement
- The Selling Edge: How to Reach the Top in Any Sales Industry
- bretbarrie.com
Social Media:
- Connect with Bret on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
So, you want to be a sales professional? It’s going to take a lot more than selling a product, getting paid, and calling it a day. It’s going above and beyond in every aspect of the role and facing an important fork in the road: Can you step out of your comfort zone, say no to business when it’s not the right fit, and establish leadership without stepping on anyone’s toes?
In this week’s episode, sponsored by TrackableMed, Steven Cook, Director of Sales-Southeast for Acumed, sits down with us to unravel what it really takes to make it to the big leagues of sales. He shares three keys to his formula for success in medical sales, the importance of being able to keep your composure in the face of the fire, and how to plan your path for a breakthrough by stepping out of your comfort zone.
In this episode, we also discuss:
- Motion vs action in a sales environment
- Learning how to say no to the wrong customers
- Avoiding the service trap of medical sales
- The impact of teamwork on the sales process
- How to be a true sales professional
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Weekly Activity Scorecard
- Career Opportunities with Acumed
Social Media:
- Connect with Steven on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
As a startup with disruptive tech…your enemies are on the outside. But what happens if you are an established enterprise…your battles are within. Too many enterprises end up losing momentum by running the wrong playbook at the wrong time.
In this week’s episode, sponsored by TrackableMed, we had the opportunity to speak with author, speaker, and advisor Geoffrey Moore about his experience working with startup companies and established tech enterprises. He discusses topics from two of his books, “Crossing the Chasm” and “Zone to Win,” and highlights some of the biggest mistakes companies make and where breakthroughs can occur. We also explore the importance of balance within an enterprise, how to counter existential threats against your business, and the true value of momentum.
Join us to learn more about:
- Metrics for success in each of the 4 zones
- How to effectively move from the incubation zone to the transformation zone
- Challenges to overcome in the transformation zone
- Common mistakes iconic tech companies made before their downfall
- The role of acquisition in scaled transformation
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Crossing the Chasm
- Zone to Win
Social Media:
- Connect with Geoffrey on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Change becomes possible when messages are delivered from the trenches. Widespread knowledge of issues within an industry doesn’t mean they’re going to be addressed unless the ones directly observing what’s taking place can bring awareness to the public eye. Dr. Alejandro Badia, founder of OrthoNOW and Badia Hand to Shoulder Center and orthopedic hand surgeon, is using his voice to proactively disrupt the industry.
In this week’s episode, sponsored by TrackableMed, Dr. Badia, who also hosts the Fixing Healthcare from the Trenches podcast, joins us to dive into the industry challenges he’s witnessed on the front lines. Explore the roadblocks created by health insurance that impacts patients as well as physicians. We also discuss the importance of collaboration as a vehicle for change.
Join us for more on:
- Steps healthcare professionals can take to claim control
- Social media as a tool for creating dialogue
- Taking initiative to educate patients on what’s really going on
- How to proactively address issues in healthcare
- How a little bit of time and a lot of interest can make a big difference
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- OrthoNOW
- Badia Hand to Shoulder Center
- Fixing Healthcare… From the Trenches Podcast
- Healthcare From The Trenches: An Insider Account of the Complex Barriers of U.S. Healthcare from the Providers and Patients’ Perspective
Social Media:
- Connect with Dr. Badia on LinkedIn
- Follow Dr. Badia on Instagram
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Can we bring a door-to-door approach to the modern age? Building a relationship with office staff and learning how to navigate their space is still important, but we need to take our approach to the digital world. And instead of talking to a few people in the office, you can reach an infinite audience depending on what you do for yourself online.
In this week’s episode, sponsored by TrackableMed, David Moser, VP of Growth at imaware, returns to break down why social media is a valuable tool for your set. We also examine the difference between candidates that resist change and those that are on board with it, key actions to amplify sales, and the commitment required for building an audience.
Listen for more on:
- Sales tactics beyond door-to-door
- The long game of digital sales
- Skillsets required for sales today
- How AI can be used to help you build confidence and create content
- The benefits that can come from sharing your knowledge
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- How to Use LinkedIn and Twitter to Crush Your MedTech Sales
Social Media:
- Connect with David on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
How could an industry that’s riddled with a lack of innovation possibly be ahead? There’s still a lot of room for improvement, but MedTech focuses more on value for the patient than differentiation. The focus is to provide the best possible solution for the ones that need it most. When you can consistently operate from that perspective, hitting a quota becomes secondary.
In this week’s episode, sponsored by TrackableMed, Sanjeev Loomba sits down to share insights from over 30 years of experience leading global corporations and transforming organizations. We learn about topics he discusses in his book, “The Ninth Gear,” including the two spheres people fall into during sales conversations, the difference between entrepreneurship and valuepreneurship, and why so many of us fall into the trap of doing more and achieving less.
Join us to hear more about:
- How operating in the me-sphere invites fear
- The benefits of operating from the you-sphere
- The death of differentiation in sales
- What valuepreneurship really is and how to assess it in your workplace
- Presenting products and services as a human first, then a scientist
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- The Ninth Gear by Sanjeev Loomba
- The 5 Minute Valuepreneurship Challenge
- The 4-Hour Workweek by Timothy Ferriss
Social Media:
- Connect with Sanjeev on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Outside of competitions on the Food Network, would you ever give a baker a set of recipes and expect them to make a cake out of it? Of course not! Ironically, we see physicians forced to perform their jobs based on the perspective of implant manufacturers every day. Not only does that limit the professionals who know what’s best, but it’s a huge disservice to patients needing effective care.
In this week’s episode, sponsored by TrackableMed, we met with Alyssa Huffman, CEO of ALLUMIN8, to talk more about the need for perspective in medical device. We also discuss how expanding that perspective invites us to see the benefits of innovation, giving physicians the power to create their own recipe, and the value of appreciating every step of the journey.
Join us for more on:
- Putting the patient first, no matter what
- The blood, sweat, and tears that go into sales and distribution
- The blind spots in how the economic landscape has changed
- How your true purpose will always find you
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- ALLUMIN8
Social Media:
- Connect with Alyssa on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Imagine if the entertainment industry never took a disruptive leap to completely redesign tech products. Television sets would weigh 600 pounds and you’d get maybe 20 channels. Now pivot to medical devices. Most infusion pumps in the market today were designed in the 1980s and were successful. But there’s no initiative from big organizations to take a big leap towards redesign and improvement. Innovation is dying.
In this week’s episode, sponsored by TrackableMed, Jeffrey Carlisle, CEO of Pneuma Systems, joins us to share his perspective on innovation in MedTech. We also discuss how technology contributes to the shortage of nurses, the importance of understanding the customer’s experience, and one simple step everyone can take to invite innovation into their organization.
Tune in for more on:
- Innovation killing ideas
- The necessity for disruptive leaps in the industry
- The staff shortage in hospitals and the problems connected to it
- Providing whatever the customer needs
- The complexities of medical device in our modern healthcare system
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Pneuma Systems
- We Love Innovation: So Long as It’s Nothing New
- The Goal by Eliiyahu Goldratt
Social Media:
- Connect with Jeffrey on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
The Medical Device and MedTech world is changing, and not everyone is ready to change with it. But for those who see this and want to jump on board, it can be a challenge to navigate. So how do you adopt new strategies to stay ahead of the shift? Eric Anderson believes technology, specifically social media, is a key factor.
In this week’s episode, sponsored by TrackableMed, Eric joins us to talk about the evolution of relationships in sales and how platforms like LinkedIn are not just important, but mission critical. We also discuss the power of building a personal brand, how social media really does supercharge in-person interactions, and strategies to help medical device professionals effectively change with the times.
In this episode we also talk about:
- The power of personalized content
- The changes on the service side of MedTech
- Why we’re waiting for innovation in MedTech and what to do about it
- Social media as a valuable tool for building relationships and attracting leads
- The impact talent from other industries could have
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Medical Sales RX
- Ortho Idea Podcast
Social Media:
- Connect with Eric Anderson
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
Still stalking physicians in hospital cafeterias? Does your company applaud you for being asked to leave? If so, take a step back and a glimpse forward. You’re not doing yourself any favors. Success in medical device sales needs something radically different these days.
In this week’s episode, sponsored by TrackableMed, Omar Khateeb rejoins us to take a closer look at the trends that frustrate him most in the industry. While he’s invited leaders to embrace the digital age, he’s back to remind us that the MedTech revolution is already happening whether you’re on board or not. Learn how he’s coaching reps on LinkedIn and helping them take professional development into their own hands.
>> He even gives you the first step with 75% off his LinkedIn Profile Upgrade Course if you use the code: trackablemed
Listen for more on:
- Adopting technology in medical device sales
- Macroeconomic factors at play in terms of how buyers buy
- Inspiring action through learning
- Investing in the thing you spend the most time on
- The real reason someone takes a meeting with you
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Upgrade Your LinkedIn (Use Code – trackablemed for 75% off)
- Join Omar’s Masterclass
- Episode 13 with Omar
- Episode 14 with Omar
- Episode 87 with Omar
Social Media:
- Connect with Omar on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Sponsored by TrackableMed
How do you achieve high sales rates in markets around the world? Identify the ideal distributor in each country, drive up their engagement and competency through personalized training, and teach them the ins and outs of the systems you have in place. At the end of the day, holding everyone accountable builds confidence and drives results.
In this week’s episode, sponsored by TrackableMed, we met with Zach Selch, Founder of Global Sales Mentor. In the interview, we learn more about how he’s found success selling medical device in 135 countries around the world. From the trade show lounge area to sending outsourced reps product information, Zach has mastered building an engaging community for sales professionals.
Listen to this episode for more on:
- Dissecting markets on a country-by-country basis
- Monthly engagement programs
- The importance of supporting and nurturing your salespeople
- Lessons in the universal purchasing process
- Teaching people to run into the fire
- Getting reps to remember you
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Global Sales Mentor
- Global Sales Book
- Men Against Fire by Samuel Marshall
Social Media:
- Connect with Zach Selch
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Are regulations and requirements preventing products, solutions, and treatments out of the hands of patients that really need them? Good providers want to improve patient care and try to use new products that can help, but they’re often restricted by the red tape in their own network. This, plus a culture amongst physicians that’s difficult to change, makes innovation in healthcare a massive challenge.
We sat down with Diana Hall, President and CEO of ActivArmor, to learn more about her quest to breach the walls of the healthcare industry with her 3D printed casts. The 2022 Colorado Manufacturing Woman of the Year shares what inspired her to engineer a new and improved cast, the challenges she faces in getting the product to patients, and what steps to take to launch your innovative ideas.
Listen for more on:
- Advantages of 3D printed casts
- The 3 levels of the customer funnel
- Changing behavior by challenging the status quo
- The culture of physicians when it comes to MedTech innovation
- Conflicts of interest between decision makers in healthcare
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- ActivArmor
Social Media:
- Connect with Diana Hall
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
In a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? Whether you’re looking to have someone answer your questions or you want to make a purchase, finding the right information shouldn’t be an obstacle – it should be a simple step towards your solution. Cheryl Halbert, founder and CEO of RepSource, experienced that challenge regularly at the beginning of her medical device career. Instead of waiting around for a solution, she rolled up her sleeves and created it.
In this week’s episode, Cheryl shares the pain points she’s witnessed on both the clinical and rep side, and how RepSource is addressing those problems. We also discuss the importance of immediate availability for customers, the challenges that hospital staff turnover rates can bring up, and how to avoid missed opportunities.
Join us for more on:
- The challenge of relying on a business card
- Making rep information more accessible to everyone
- Simplifying processes to get customers on the phone
- Instant gratification as a driving force
- Creating the path of least resistance in medical device sales
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- RepSource
Social Media:
- Connect with Cheryl Halbert
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
It’s high time you let yourself fail at something new – in fact, it could be the best thing you do for yourself in the coming year.
We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck’s landmark book “Mindset.” But mere surface knowledge of the daily tips, tricks, and techniques she popularized won’t revolutionize your career. In this episode, we’re replaying one of our most popular conversations about the power of mindset, and knowing where you sit when the going gets tough.
With the new year on the horizon, there’s no better time to revisit the issue with “problem territories,” and reset your mindset!
In this episode, you’ll learn:
- Why being your hardest critic causes you to miss more opportunities
- How to acknowledge failure in a healthier, more constructive way
- The reason we often seek comfort in our own faulty assumptions in social situations
- Practical steps for replacing self-deprecation with constructive questioning
- Why “smart” kids often grow up to be risk-averse adults
Plus, we discuss the value of adopting what works – and discarding what doesn’t – from the mindsets of colleagues and competitors.
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Listen to “Mindset” on Audible
- Explore Mindset Research
Social Media:
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Isn’t it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes? Isaac Litman, CEO and founder of Neteera, recognized the arbitrage and decided to act on it. His company has developed a contactless heart and lung monitor that can measure vital signs from a distance, using a number of innovative data points.
In this week’s episode, Isaac joins us to discuss his approach to bringing more advanced technology to healthcare. We also talk about the 8-year journey to bring a product to market, overcoming challenges, and the hunger for innovation in the industry.
Listen for more on:
- The inevitable changes approaching healthcare in 2023 and beyond
- How the Neteera team is custom manufacturing radar technology
- The data points providers could leverage with this new technology and how that empowers healthcare decisions and point of care
- How Isaac and his team approach failure and persistence toward problem-solving
- How observing other industries can inspire you to take action in the healthcare space
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Isaac Litman
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Could you find more success by focusing on 10% of your potential market?
Robert Spomer, VP of sales at Intrinsic Therapeutics, says yes by channeling impact through the right surgeons, even if that means limiting where your resources go. In this week’s episode, Robert shares why he’s so passionate about medical device sales, how to identify the right surgeons to work with, and the impact technology can have in the operating room.
Listen and learn about:
- Limiting potential market to increase sales
- The two types of customers in medical device sales
- The benefits of passion in your work
- Questions that have answers vs those that don’t
- How to choose the right surgeons to work with
- Creating markets vs competing for market shares
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Robert Spomer
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Many physicians enter the field carrying an outdated assumption that there’s no need to advertise. You simply showcase your achievements, connect with your network, and eventually the work comes. But that model is broken.
Our very own Zed Williamson recently joined Dr. Scott Sigman on The Ortho Show Podcast to talk all things patient demand. In this special episode, Zed shares tangible examples of what an ineffective advertising message looks and sounds like, the bias our brains entertain, and how many patients are candidates for the very procedures that are tied to medical device cases for your technology.
Listen to hear Zed’s input on:
- How predictability in the human brain works and why you should care
- Neuroscience and heuristics bias and how that drives action
- Using bias as a learning mechanism
- Why the right message can attract or deter patients
- How to design emotional vs data driven responses
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Episode 80: No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently
Social Media:
- Connect with Dr. Scott Sigman
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Resources, whether we recognize them or not, are all around us. But how do we ensure we’re utilizing them to reach optimal results?
This week, we sat down with Aryn Peled, a strategic account executive at TrackableMed and former medical device rep and healthcare industry veteran. With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and then to device marketing. In this episode, we discuss how medical device professionals can work smarter (not harder) and dive into valuable tactics to help you find the right customers.
Listen and learn about:
- Market agitation tactics that will help change behavior
- Utilizing industry experts as resources in your sales approach
- Selling to the entire office, not just the physicians
- Utilizing a proactive approach to helping and educating your prospective customers
- How a medical background plays into sales roles in medical device marketing
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Connect with Aryn Peled on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Providing a solution doesn’t make you a hero. It makes you a guide. As such, it’s important to pave a consistent, repeatable pathway that people can trust and look forward to. In this episode, medical device industry veteran and fortune 500 business leader Mike Dugan joins us to share his insights about the importance of an effective sales process and how to get sales reps excited about putting it into practice. We also talk about catering to each salesperson's strengths, emotional triggers leading to sales, and how getting your existing customers involved in the evolution of your process goes a long way.
Listen to learn more about:
- The sherpa mentality in sales and how to help your clients up the mountain
- Sales as a repeatable science
- Strategies for building an effective sales process to help every rep succeed
- How every customer actually buys the same (it’s true!)
- How to utilize client feedback to improve your sales process
- Continuing vs Advancing in Sales
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Commonwealth Consulting
- The Perfect Close by James Muir
Social Media:
- Connect with Mike Dugan on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Painful attacks swarm our minds, and that can be especially true in the chaos of holiday travel. As we prepare for the long weekend among family and friends, it’s easy to become riddled with negativity bias delivered to us by the autopilot brain.
This episode explores a few mental hacks that can help you maintain a positive lens. We also discuss tactics for chilling out the Black Friday experience, and of course, some of our favorite Thanksgiving dishes.
Listen to uncover:
- Why humans are so quick to become defensive or feel attacked
- How the autopilot brain works and ways to shift your perspective
- The science behind emotional responses
- The secret to engaging your prefrontal cortex
- Tactics to have a successful Black Friday experience
- Zed & Clark’s Thanksgiving Favorites
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
New ideas are the lifeblood of innovation. But too often ideas get stuck in silos. As a result, we get absorbed by tunnel vision that prevents us from exchanging ideas, feeding our curiosity, and accepting our failures.
In this episode, we speak with Dr. Oshin Behl about strategic solutions healthcare organizations can use to improve every patient’s experience. We also discuss how boredom can fuel curiosity, the importance of accountability towards new ideas, and why ongoing research needs to remain a priority regardless of what we already know.
Listen to learn:
- Why there are still silos between MedTech and the patient population
- Advice for breaking silos in healthcare from a physician perspective
- The impact exchanging ideas can have on an organization
- A simple tactic to invite ideas from your organization
- Why systematic exchange of information can cause silos without knowing it
- Explore how to use failure as a tool for data collection
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Dr. Oshin Behl’s Article: 5 Tips on Making Healthcare Less Siloed (& Why it’s like the Shipping Industry)
Social Media:
- Connect with Dr. Oshin Behl
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Virtual Reality (VR) headsets are all the rage these days, but they’ve found particular use in medical device demos — not just to increase sales, but to train surgeons more effectively on new tools.
This week’s guest is Dave Howe, VP of Sales at Osso VR, a platform for virtual surgery training. Dave shares how VR demos are not only becoming a powerful sales tool, but are leading to longer-term adoption and utilization of technologies with proven patient impacts.
We also get into a conversation about the understated importance of company culture in getting results, and how you can improve your culture, no matter the size.
What we discuss in the episode:
- How virtual reality headsets make it easier to sell medical devices
- The way VR training is becoming increasingly important with newer medical devices
- A number of factors beyond a person’s skillset that make for an effective team
- Why you should never sacrifice team chemistry to hire a high performer
- How even large organizations can effectively change their culture for greater impact
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Dave Howe on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
What if the impact of your company’s work was so contagious, you could sense it in every conversation? Tiffany Matthews, VP of Marketing for BioTissue says their shared conviction and values are simply one of the things that makes that possible. Yes, they’re doing life-changing work – but the belief is paramount.
In this interview, we talk with Tiffany about these shared convictions, how this manifests itself in the company culture and mission, and how key behaviors become accountability beacons with real world impact. She even shares a few key stories that illustrate the power of physician belief in the OR.
Listen to learn:
- The importance of matching individual responsibility toward the business results chain
- Why she talks about “worthy, weary work”
- The importance of shifting your internal language from victim to opportunity
- How to ground yourself in positive intent vs desperation
- Why alignment doesn’t mean always in agreement
- Why your technology can help surgeons feel a greater connection to their work
What if the impact of your company’s work was so contagious, you could sense it in every conversation? Tiffany Matthews, VP of Marketing for BioTissue says their shared conviction and values are simply one of the things that makes that possible. Yes, they’re doing life-changing work – but the belief is paramount.
In this interview, we talk with Tiffany about these shared convictions, how this manifests itself in the company culture and mission, and how key behaviors become accountability beacons with real world impact. She even shares a few key stories that illustrate the power of physician belief in the OR.
Listen to learn:
- The importance of matching individual responsibility toward the business results chain
- Why she talks about “worthy, weary work”
- The importance of shifting your internal language from victim to opportunity
- How to ground yourself in positive intent vs desperation
- Why alignment doesn’t mean always in agreement
- Why your technology can help surgeons feel a greater connection to their work
Every human has the same problem–regardless of how progressive our world is, our brain still processes life through the lens of survival. And this means we encounter hundreds of biases every day that impact not only our own behavior, but the behavior and actions of our customers.
In this episode we turn the mic to interview host Zed Williamson, founder of TrackableMed, about these biases andhow they impact Med Device marketing, sales, and ultimately revenue growth. Learn these human “autopilot” settings interfere with patient and surgeon decisions and how you can change that.
Listen to learn:
- The real reasonsales and marketing live in a siloed world (hint: it’s about self-preservation)
- Why college curriculum often teaches students the wrong approach to advertising
- Biases like negativity bias, confirmation bias, commitment bias and more that every sales and marketing team should acknowledge and lean into
- One question you should ask to ensure you’re making the customer the hero
- How to examine the customer’s perception of fear and loss, and why that’s essential fordriving behavior change
Plus, learn what book Zed recommends as a must-read for deeper learning in this area, and why the curse of knowledge runs rampant among Med Device companies
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Thinking Fast and Slow (Book)
Social Media:
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Every human has the same problem–regardless of how progressive our world is, our brain still processes life through the lens of survival. And this means we encounter hundreds of biases every day that impact not only our own behavior, but the behavior and actions of our customers.
In this episode we turn the mic to interview host Zed Williamson, founder of TrackableMed, about these biases andhow they impact Med Device marketing, sales, and ultimately revenue growth. Learn these human “autopilot” settings interfere with patient and surgeon decisions and how you can change that.
Listen to learn:
- The real reasonsales and marketing live in a siloed world (hint: it’s about self-preservation)
- Why college curriculum often teaches students the wrong approach to advertising
- Biases like negativity bias, confirmation bias, commitment bias and more that every sales and marketing team should acknowledge and lean into
- One question you should ask to ensure you’re making the customer the hero
- How to examine the customer’s perception of fear and loss, and why that’s essential fordriving behavior change
Plus, learn what book Zed recommends as a must-read for deeper learning in this area, and why the curse of knowledge runs rampant among Med Device companies
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Thinking Fast and Slow (Book)
Social Media:
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn” some behaviors and beliefs that got you to where you are today. Leadership coach and author Jeff Shannon digs deep into these very topics in his book: “Hard Work is Not Enough.”
In our interview with Jeff, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation.
Listen to this episode to learn:
- Why the best leaders know how to reduce friction and do this regularly
- The concept of unlearning and why it’s so essential for MedTech leaders and managers
- Why you should not be treating everyone the same (it’s not what you think)
- Signs that may suggest that you may lack executive presence and what to do about it
- How to resist the urge to “fly the plane” and instead coach others, even if they fail in the process
Resources from this episode:
- Free Book: Hard Work is Not Enough – The surprising truth about being believable at work
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Jeff Shannon on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
While he’s known for roasting daily absurdities of rep life, Mad Device Rep is a must-follow on social and a wealth of knowledge about life in the medical device sales industry.
Learn why he says that working with a good mentor is one of the best things you’ll ever do for you career (and your own personal development).
Plus, discover the power of his global digital community and providing helpful, curated content for medical device sales professionals. Beyond mentorship, this social savvy rep also dishes on the importance of humility in your expertise and the mental health side of medical sales — something that too often goes unaddressed.
What we discuss in the episode:
- Why perpetual learning is even more important for “experts”
- Why finding a great mentor is one of the best things you can do for your career — and for yourself
- Lessons learned in building an industry community (and finding the right meme to connect with people!)
- Tips for finding a great mentor
- The importance of small wins for getting through a slump
- How to internalize more information from the books you read
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Follow the Mad Device Rep on Instagram
Social Media:
- Connect with Mad Device Rep Here
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Why do so few medical professionals start companies to address the problems that bother them in the industry? Preston Alexander says it has more to do with mindset than ability.
Preston is a healthcare entrepreneur, helping doctors and nurses take more ownership of the business side of healthcare. He helps build companies to address the healthcare crisis in the US by making it more accessible and affordable, aiming to tackle the issues in a system he sees as unsustainable.
In this episode, Preston shares the insight he’s gained working with medical experts, and why these people are much more capable than they think at starting successful medical companies.
What we discuss in the episode:
- Why physicians underestimate their ability to launch a successful medical business
- Why they overestimate the risk involved in starting such a venture
- How to find the right communities and mentors to bridge the gap between dreamy ambitions and reality
- Why medical entrepreneurship is necessary to fix the unsustainable healthcare system
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Preston Alexander on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Struggling to make sense of a mess of customer data in your sales process?
At S2N Health (a strategic services and software provider to healthcare technology innovators), Director of Marketing Haley Wolosehn, and cofounder Amy Siegel want to fix this.
S2N developed RepSignal, an AI-powered sales intelligence tool. Selling med tech devices is a complex process, but S2N believes it’s much easier when you can listen more effectively to your potential customers, ask better questions, and understand their specific pain points. In this episode, Amy and Haley share how RepSignal allows sellers to reach more key decisions makers and arm themselves with the data that’s most useful when selling to each unique customer.
Listen to learn:
- How high-quality data helps close more deals
- How to avoid missing key decision makers when selling at a hospital
- How to ask smarter questions to uncover pain points faster
- Why learning to listen better is essential to boosting close rates
- How your team might be underutilizing the software platforms you’re using, leading to frustration and wasted time
Resources from this episode:
- Request a Demo of RepSignal and mention the Medical Sales Accelerator for a discount!
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Amy on LinkedIn
- Connect with Haley on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Struggling to make sense of a mess of customer data in your sales process?
At S2N Health (a strategic services and software provider to healthcare technology innovators), Director of Marketing Haley Wolosehn, and cofounder Amy Siegel want to fix this.
S2N developed RepSignal, an AI-powered sales intelligence tool. Selling med tech devices is a complex process, but S2N believes it’s much easier when you can listen more effectively to your potential customers, ask better questions, and understand their specific pain points. In this episode, Amy and Haley share how RepSignal allows sellers to reach more key decisions makers and arm themselves with the data that’s most useful when selling to each unique customer.
Listen to learn:
- How high-quality data helps close more deals
- How to avoid missing key decision makers when selling at a hospital
- How to ask smarter questions to uncover pain points faster
- Why learning to listen better is essential to boosting close rates
- How your team might be underutilizing the software platforms you’re using, leading to frustration and wasted time
Resources from this episode:
- Request a Demo of RepSignal and mention the Medical Sales Accelerator for a discount!
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Amy on LinkedIn
- Connect with Haley on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
If you’re scared to begin building your presence on LinkedIn, you’re not alone. But the time is now, says Johnny Caffaro.
A master at brand building and consistency, Johnny has leveraged his medtech and sales expertise, industry presence, and personal brand pillars to generate more than 20,000 connections and dozens of deals and opportunities through social media. In this episode, Johnny shares his recipe for success and lessons he’s learned along the way, plus the importance of consistency for building your influence online.
Listen to learn:
- Why it’s so scary to put yourself out there and how to overcome that fear
- The pillars, cadence and methodology for posting content
- Why content from a person always outperforms content featuring a product
- How to tie your personal content to your company for additional value
- The reason why people think LinkedIn is saturated (it’s not!) and why now is the time to double down
- How you can leverage platforms like LinkedIn to boost success for your surgeon and physician customers
Resources from this episode:
- Caffaro Shoes
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Johnny Caffaro on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
If you’re scared to begin building your presence on LinkedIn, you’re not alone. But the time is now, says Johnny Caffaro.
A master at brand building and consistency, Johnny has leveraged his medtech and sales expertise, industry presence, and personal brand pillars to generate more than 20,000 connections and dozens of deals and opportunities through social media. In this episode, Johnny shares his recipe for success and lessons he’s learned along the way, plus the importance of consistency for building your influence online.
Listen to learn:
- Why it’s so scary to put yourself out there and how to overcome that fear
- The pillars, cadence and methodology for posting content
- Why content from a person always outperforms content featuring a product
- How to tie your personal content to your company for additional value
- The reason why people think LinkedIn is saturated (it’s not!) and why now is the time to double down
- How you can leverage platforms like LinkedIn to boost success for your surgeon and physician customers
Resources from this episode:
- Caffaro Shoes
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Johnny Caffaro on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Trying to gain access to a medical office or surgeon? Chances are, you're doing it wrong...or just like everyone else. And that's not good. In this episode, we learn how Jessica Zampedri, a consultant for orthopedic and spine surgeons, is approaching the challenge of access and how she’s building net new relationships in strategic ways.
Jessica shares how she’s standing out from the other MedTech sales clutter, how to use personalized videos, and why the dreaded imposter syndrome will stop you dead in your tracks.
What we discuss in the episode:
- How we make decisions and why logic goes out the window many times
- Why sales reps struggle to get access to surgeons
- How Jessica is using personalized sales videos and how it’s opening doors for her
- The impact of “mental calories” in sales and why you’re getting default “No”
- The 6 P’s and the role of social edifying
- Recommendations for cadence in outreach and touch points
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Jessica on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Trying to gain access to a medical office or surgeon? Chances are, you're doing it wrong...or just like everyone else. And that's not good. In this episode, we learn how Jessica Zampedri, a consultant for orthopedic and spine surgeons, is approaching the challenge of access and how she’s building net new relationships in strategic ways.
Jessica shares how she’s standing out from the other MedTech sales clutter, how to use personalized videos, and why the dreaded imposter syndrome will stop you dead in your tracks.
What we discuss in the episode:
- How we make decisions and why logic goes out the window many times
- Why sales reps struggle to get access to surgeons
- How Jessica is using personalized sales videos and how it’s opening doors for her
- The impact of “mental calories” in sales and why you’re getting default “No”
- The 6 P’s and the role of social edifying
- Recommendations for cadence in outreach and touch points
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
Social Media:
- Connect with Jessica on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
What separates people who accomplish great things from those who spin their wheels? Mindset. Rhonda Petit is a sales and mindset mentor and author of “The Spirit of Selling: Using Universal Laws for Sales Success”. She’s worked with hundreds of sales professionals to help them harness the power of psychology and mindset to level up their career and drive extraordinary results. This is a must-listen for every sales pro and leader.
What we discuss in the episode:
- Why every sales pro needs to be a master at decision making
- Programming from our childhood that may be holding us back as adults
- What an iPhone upgrade can teach you about your own beliefs
- How to get really clear on what you want and how to get it
- The power of recency and how to snap out of negativity
Resources from this episode:
- Rhonda’s Book: The Spirit of Selling
- Spirit of Selling Website
- Rhonda’s website: com
- Get the free MedTech Talk Tracks
- Virtual Spirit of Selling Tool kit
What separates people who accomplish great things from those who spin their wheels? Mindset. Rhonda Petit is a sales and mindset mentor and author of “The Spirit of Selling: Using Universal Laws for Sales Success”. She’s worked with hundreds of sales professionals to help them harness the power of psychology and mindset to level up their career and drive extraordinary results. This is a must-listen for every sales pro and leader.
What we discuss in the episode:
- Why every sales pro needs to be a master at decision making
- Programming from our childhood that may be holding us back as adults
- What an iPhone upgrade can teach you about your own beliefs
- How to get really clear on what you want and how to get it
- The power of recency and how to snap out of negativity
Resources from this episode:
- Rhonda’s Book: The Spirit of Selling
- Spirit of Selling Website
- Rhonda’s website: com
- Get the free MedTech Talk Tracks
- Virtual Spirit of Selling Tool kit
What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you’d get is someone like Dr. Jawad Ali!
A practicing surgeon, MedTech leader, founder of Austin MedTech Connect, and Founding Partner of Vality Partners, Dr. Ali and his team help early stage MedTech companies with clinical validation, product development, trial design, and funding. They are a team of physicians united by a passion to advance the next wave of medical innovation.
What we discuss in the episode:
- Why he’s so excited about digital surgery and the trends in this area
- The current challenge with bringing a new technology to clinical trial
- Why early collaboration beats solo development every time
- Virtual and licensing challenges that still impede surgeon adoption of new technology
- How they’re breaking down silos in MedTech development through Austin MedTech Connect
- What it looks like to get help with bringing a product to market
Resources from this episode:
- Vality Partners
- Austin MedTech Connect
- Download the Behavior Change Blueprint
Social Media:
- Connect with Dr. Jawad Ali on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you’d get is someone like Dr. Jawad Ali!
A practicing surgeon, MedTech leader, founder of Austin MedTech Connect, and Founding Partner of Vality Partners, Dr. Ali and his team help early stage MedTech companies with clinical validation, product development, trial design, and funding. They are a team of physicians united by a passion to advance the next wave of medical innovation.
What we discuss in the episode:
- Why he’s so excited about digital surgery and the trends in this area
- The current challenge with bringing a new technology to clinical trial
- Why early collaboration beats solo development every time
- Virtual and licensing challenges that still impede surgeon adoption of new technology
- How they’re breaking down silos in MedTech development through Austin MedTech Connect
- What it looks like to get help with bringing a product to market
Resources from this episode:
- Vality Partners
- Austin MedTech Connect
- Download the Behavior Change Blueprint
Social Media:
- Connect with Dr. Jawad Ali on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Wanting to make waves in the ocean of HealthTech? Learn about the criteria and paradigms investors like Joseph Mocanu, Managing Partner at Verge HealthTech Fund, uses to evaluate opportunities, navigate relationships, and drive innovation.
Discover what separates good pitches from the bad, and why he subscribes to the core belief of “You can’t manage what you can’t measure.”
Verge HealthTech Fund invests globally in seed stage healthcare technology startups relevant to emerging Asia that focus on disease prevention and management, digital therapies, and health system efficiency.
In this episode we discuss:
- Advice for founders looking for investment partners
- The importance of relationship building for investor relations
- Making an investment deck that stands out from the noise
- The need for investors to add value and help
- What it means to confer trust from another person
- How belief in the mission, people, and culture impacts company success
- The importance of simply asking for the information you want
Resources from this episode:
- Download the Behavior Change Blueprint
Social Media:
- Connect with Joseph Mocanu on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
So there's W2 employment... And then there's self-employment. How do you make that jump? Our guest Jamie Tipton is the founder and principal of Clutch City Medical. His experience across a variety of organizations in the industry gives him perspective on working for the large strategics, early commercial stage startups, and small business ownership. According to Jamie, amazing things happen when you cut the safety net and walk out on the tightrope. Your professional partnerships reach new levels of depth, you see opportunities others don't, and you find out what you're truly made of. Join us as he recounts the magic of finally having an idea worth struggling for.
In this episode, you’ll learn:
- Why helping integrate a new therapy into a practice is 70% of the job
- How to spot and avoid the dreaded “B.S. Yes”
- Exciting opportunities in the interventional pain space
- The necessity of partnering with a competent business advisor
Plus, we discuss why having one or two committed people in your corner is all you need to build momentum.
Resources from this episode:
- Download the Behavior Change Blueprint
Social Media:
- Connect with Jamie on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Are you the tip of the spear? Or are you shuffling around in the complacent middle segment of MedTech that's being left behind? We're speaking with Brian Kerlin, founder and CEO of Optitude, a firm that helps first time founders, CEOs, and entrepreneurs build consistent, sustainable revenue growth from the inside up. Kerlin’s approach is simple: Everyone has the same 24 hours in a day and seven days a week; are you truly conscious of how you’re spending your time? Join us as we explore his ‘Inside Up’ principle, which encourages aspiring leaders to improve their performance by reevaluating their capacity.
In this episode, you’ll learn:
- Practical steps you can take to move out of your 'complacency bubble'
- How to be more reflective (i.e., zoom out and reassess your core processes)
- What it means to “create intention” for each day
- Insights from Hal Elrod’s “The Miracle Morning”
Plus, we dig into what it means to be “disciplined in thought.”
Resources from this episode:
- Download the Behavior Change Blueprint
Social Media:
- Connect with Brian on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
There are a lot of macroeconomic events unfolding right now, and they're affecting budgets at MedTech companies across the country. How are those budget changes impacting execution in the field? We've gotten several requests to discuss multiple concerns that are hitting the market—questions like, "What if budget cuts mean I'm no longer able to do lunches?" From navigating sudden insurance changes to hitting quotas with less resources at your disposal, we'll walk you through the minefield that is today's medical device sales market and focus on the proven tactics that will see you through turbulent times.
In this episode, you'll learn:
- How to stop being paralyzed by ‘what if’s and start building what’s next
- The power of being transparent with providers about budget cuts (i.e., no more free lunches)
- Simple mindset exercises to help you avoid the trap of victimhood
- How to tactfully remind providers of what’s at stake and ask: “Can you afford not to try this?”
Plus, we explore other ways to do more with less and come out on top.
Resources from this episode:
- Download the Behavior Change Blueprint
Social Media:
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
You crushed it last quarter—yet another quota calling for double-digit growth is already breathing down your neck, and it doesn't care about special circumstances. So how do you outdo yourself...again? Take heart, says 20-year medical sales veteran Frank Bailey. By reverse-engineering your sales goal and strategically "saving some for the sequel," you can rack up short-term wins and give your future self a head start. Join us as Frank explains the liberating process of “firing” (then “rehiring”) yourself to stay at the top of your game.
In this episode, you’ll learn:
- Why complexity is the enemy of execution
- How to break down even the loftiest quota into bite-sized ‘buckets’
- The power of a simple mantra: “Protect the patient, protect the doctor, protect the company”
- How to add personal touches without overcommunicating
Plus, we explore ways to knock out your quota early and use the extra time to build up for next year.
Resources from this episode:
- Download the Behavior Change Blueprint
Social Media:
- Connect with Frank on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
If you’re not directly providing value to physicians, then you’re directly adding to their stress level. Don’t believe us? We interviewed Dr. Sandra Weitz (aka “The Practice Building MD”) in early 2022 to take you inside the decision-making process of a private practice and ASC owner. That episode continues to sit at the top of the charts for good reason. Join us as she offers example after example of why a focus on positive patient outcomes will create sustainable, long-term business for reps.
In this episode, you’ll learn:
- Why reps should know how each doc defines “value add” differently
- What it means to resist the ‘short-term win’ and avoid resentment
- Why Apple never produces boastful commercials
- How to go beyond the brochure (free samples, indigent programs, etc.)
Plus, we explore why most reps tend to underestimate their ability to impact a practice.
Resources from this episode:
• Download the Behavior Change Blueprint
• Check Out Dr. Weitz’s Website
• Explore Dr. Weitz’s Podcast
Social media:
• Connect with Dr. Weitz on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn
Why does talking with your hands put people at ease? What is a ‘blocking behavior,’ and why is it usually a signal that you should ask more questions? Last year, we interviewed communications expert and Authentic Influence Group CEO Shelly O’Donovan about the power of body language, tone, and micro-expressions. That episode quickly rose to the top as one of the favorites among our listeners—and for good reason. Take a listen and learn how you can recognize dozens of subtle, largely subconscious human behaviors to secure buy-in, preserve trust, and ultimately drive business.
In this episode, you’ll learn:
- How to wean yourself off ‘blocking behaviors’ that can stunt dialogue
- What your suprasternal notch is, and how it releases hormones that help you calm down
- Why handshakes are worth at least 3 hours of quality facetime
- How your smart phone can inhibit an in-person conversation—even when you’re not using it
Plus, we talk about where (and when) you should be directing your eyes while speaking over Zoom calls.
Resources from this episode:
• Download the Behavior Change Blueprint
• Check Out Authentic Influence Group
• Study Ekman’s ‘Micro Expressions’
Social Media:
• Connect with Shelly on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn
"Old-fashioned spine surgery is dead—it just hasn't been told yet." That's a bold statement, but if anyone's qualified to make it, it's Dr. Hamid Abbasi. He's chief medical officer at Inspired Spine, a board-certified neurosurgeon, and an internationally recognized expert in minimally invasive spinal surgery. Dr. Abbasi is also one of the most experienced surgeons to perform the OBL lateral lumbar inner body fusion procedure, and the only surgeon currently performing minimally invasive thoracic inner body fusion. Join us as he explains how modern medicine’s tendency to “play it safe” can sometimes harm (or at least severely limit) patients, and what it will take for “game-changing” procedures to supplant outdated ones.
In this episode, you’ll learn:
- Stats proving Dr. Abbasi’s claim that “having a spine problem is part of being human”
- Why Dr. Abbasi likens the discs in our spines to tires on a car
- Lessons from one of Dr. Abbasi’s hero, Nobel Prize-winner Barry Marshall
- The type of red tape that's most restrictive to innovative surgeons in 2022
Plus, we explore MedTech’s role in spine’s patient-driven revolution
Resources from this episode:
- Download the Behavior Change Blueprint
- Visit inspiredspine.com
Social Media:
- Connect with Dr. Abbasi on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
People do business with people—but once you get through the door, you better know your product and be ready to field a variety of questions. Dr. Mohamed Draz, senior clinical fellow in neurosurgery at NHS Scotland, rarely sees reps who can balance disarming interpersonal skills with commanding expertise. Join us as Dr. Draz explains why the often-overlooked junior surgeon and support staff can hold the key to a rep’s long-term success, and how reps can let their expertise shine by communicating more empathetically.
In this episode, you'll learn:
- Why Dr. Draz started his popular YouTube channel
- How to break away from the ‘vomit information and hope something sticks’ approach
- What Dr. Draz means when he says, “The brain can be fixed, but the numbers can’t”
- The importance of ascertaining why someone is asking a particular question
Plus, we talk about how you can control a conversation while still remaining genuine.
Resources from this episode:
- Download the Behavior Change Blueprint
- Explore Dr. Draz’s YouTube Channel
Social Media:
- Connect with Dr. Draz on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Today’s medical device companies produce mind-blowing technology that would impress The Jetsons—so why does their marketing seem like it’s no more advanced than The Flintstones? That’s a question which still puzzles Omar Khateeb, founder of media company The State of MedTech. When he first joined the show for Episodes 13 and 14, Omar boldly predicted that the MedTech sales rep of the future would be doing 80% sales, 20% (or even 30%) marketing. With that prediction ringing truer by the day, Omar returns with one simple message: the MedTech marketing revolution is already happening with or without you, but not primarily in the form of paid social, email campaigns, or even SEO—it’s time to think organically.
In this episode, you’ll learn:
- Why physicians are flocking to LinkedIn (not Doximity) in droves
- Reading for interest vs. reading for application
- Why the ‘rep of the future’ invests in books, courses, and other resources
- The limitations of treating sales and marketing as two distinct silos
Plus, we explore why “you will be paid in proportion to the difficulty of the problem you solve.”
Resources from this episode:
- Download the Behavior Change Blueprint
- Watch Omar’s Webinar
Social Media:
- Connect with Omar on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Most reps feel comfortable facilitating the clinical sale, but when it comes to talkin’ business operations with their physician customers, they quickly turn from ‘go-getter’ to ‘procrastinator.’ So how do you address that elephant in the room and unlock deeper trust? Duston Harper has found success by broaching the business sale early and often, recognizing that today’s temporary discomfort plants the seeds for tomorrow's opportunities. Join us as the VP of business development at SnapNurse shares what it means to “sell from the press box” and attack the sale from all angles with confidence. In this episode, you’ll learn:
- How Duston’s time in corporate sales for Home Depot gave him an edge in MedTech
- The subtle yet important difference between stress and worry
- Why avoiding business side discussions can often put the sale at greater risk
- How to proactively address a customer’s negative opinion of your company
Plus, Duston shares his most practical tips for broaching difficult subjects with customers.
Resources from this episode:
- Download the Behavior Change Blueprint
- Explore SnapNurse
Social Media:
- Connect with Duston on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
You’ve built a dream team of uniquely skilled sales pros, and you just executed a flawless exit—now it’s time to break-up the band, right? Jason Sherer and company took a different path and kept their rare entrepreneurial chemistry alive by creating Vita Group, a MedTech incubator that nurtures physicians’ ‘napkin ideas’ all the way to the commercialization stage. Join us as the chief operating officer himself discusses how a robust network of investors, a plug-and-play sales team, and an accelerated R&D cycle work together to bring bleeding-edge technologies to market.
In this episode, you’ll learn:
- Why Jason and his team call themselves a “paperless” sales force
- How Vita Group is able to bring tech to market for one-fifth the typical cost
- The symbiotic relationship between visionary docs and MedTech incubators
- Why the true meaning of innovation is deeper than shiny robotics
Plus, we dig into the logistics of retaining and training a standing sales army.
Resources from this episode:
- Download the Behavior Change Blueprint
- Check Out the Vita Group
Social Media:
- Connect with Jason on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Research reveals that only 10% of your message sticks in someone’s brain—so are you hammering home the point or burying the lede? You might want to ask cognitive scientist Dr. Carmen Simon, chief science officer at Corporate Visions and B2B Decision Labs who has developed a groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore. When she says humans are cognitively lazy by design, she means it as a compliment to efficient biology. Join us as Dr. Simon helps us investigate the ‘business brain,’ reminds us of the important distinction between ‘wanting’ and ‘liking,’ and shows us what ‘cognitive ease-infused’ content looks like.
In this episode, you’ll learn:
- What it means to create “high arousal, positive valence” experiences in your audience
- Why your audience only has energy for rewards, not objectives
- How to present data in the most cognitively digestible way
- Why repetition and emotion are the one-two punch behind memory formation
Plus, we define the four quadrants of memory-making (and where your message should land).
Resources from this episode:
• Download the Behavior Change Blueprint
• Explore B2B DecisionLabs
Social Media:
• Connect with Dr. Simon on LinkedIn
• Connect with Zed on LinkedIn
• Connect with Clark on LinkedIn
It’s no secret surgeons don’t like being told what to do—so how do you get them to think that adopting a new approach was their idea? For a fresh perspective, we sat down with Dr. Betsy Grunch, a board-certified neurosurgeon who was recently named to Georgia Trend’s Top Doctors List for the third year in a row. Join us as Dr. Grunch shares why she’s glad to see the practice of “accosting [docs] at the scrub sink” fading, the real reasons why some of her colleagues shy away from paradigm-shifting procedures for SI joint pain, her ingenious use of social media, and the behaviors that separate cringeworthy reps from trustworthy partners.
In this episode, you’ll learn:
- How to distinguish staunch nonbelievers from curious would-be converts
- How to tailor your approach to fit each surgeon’s unique style
- Why you need to understand which patient types irritate your customer the most
- The impact of presenting case studies on social media
Plus, we explore the importance of humanizing providers in your outreach.
Resources from this episode:
- Download the Behavior Change Blueprint
- Follow Dr. Grunch on IG
- Follow Dr. Grunch on FB
- Follow Dr. Grunch on TikTok
Social Media:
- Connect with Dr. Grunch on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
We're going back to the archives again—this time, for some constructive criticism from a top urologic surgeon. Would someone like Dr. Jamin Brahmbhatt see you as a competent partner... or a pestering distraction? The distinction is earned, and Dr. Brahmbhatt doesn't give an inch to amateurism. Join us as he discusses the importance of first learning (then enhancing) an office’s workflow, who really makes key decisions in a practice, and why your poker face isn’t as impenetrable as you think.
In this episode, you'll learn:
- Why talking crap about competitors tanks your credibility
- How to get your foot in the door by owning the small things
- Why docs won’t trust you if you don’t put brand image before quotas
- Basics doctors expect you to know about the way they practice medicine
Resources from this episode:
- Download the Behavior Change Blueprint
Social Media:
- Connect with Dr. Brahmbhatt on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Our conversation with Dr. Vinod Dasa remains one of our most popular through 80 episodes so far—and for good reason. In just 35 minutes, the orthopaedic surgeon and co-founder of Doc Social paints a crystal-clear picture of the healthcare industry's accelerated shift toward value-based care, perfectly hitting on how MedTech reps should be evolving alongside it. Join us as we revisit Dr. Dasa's blueprint for becoming a stronger consultative partner to the modern physician, who now carries a bigger target on their back than ever before.
In this episode, you'll learn:
- Why the industry has done a 180 on how we view patient care
- How physician incentives have changed and why that should influence your sales strategy
- Ways you can make your physician customers better through coaching and consultation
- The sales rep behaviors that need to change immediately
Plus, we dive into some MedTech sales do's and don’ts as told from the unique physician perspective.
Scrub sink time has been reduced, meeting attendance is probably 25% of what it used to be, and ROI at a booth is less attractive—so what are you doing differently? That question is not only relevant for reps, either—Dr. Scott Sigman is one of many providers pioneering a new approach with fascinating implications for MedTech. The opioid-sparing orthopaedic surgeon is host of the Ortho Show podcast and chief medical officer for OrthoLazer, whose proven laser therapy has zapped the status quo for pain relief treatment. Join us as Dr. Sigman offers real-life examples of how to organically plug into a KPO’s online ‘ecosystem’ and explains why OrthoLazer’s unique franchise ownership model may have some enterprising reps drooling. In this episode, you’ll learn:
- How to incorporate simple apps like Vidyard for more effective outreach
- Why you’ll never succeed unless you play to your own strengths
- The No. 1 fear preventing patients from scheduling a doctor’s visit
- Why bombarding a doc’s DM isn’t a “digital strategy”
Plus, we explore laser therapy’s journey through red tape and skepticism to become a widely praised treatment option.
Resources from this episode:
- Download the Behavior Change Blueprint
- Check Out OrthoLazer
- Listen to the Ortho Show
- Connect with Ryan Mooney
Social Media:
- Connect with Dr. Sigman on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
“Do as I say, not as I do” — this poor excuse for leadership doesn’t cut it when you’re asking soldiers to saddle up for a 20-mile road march with 60 pounds on their backs. It’s also an insidious morale-killer for any medical device sales team, and Larry Anderson knows a thing or two about leading in both worlds. In addition to being VP of commercial and strategic initiatives at BG Medical with 20 years of industry experience, he's a U.S. Army veteran captain in the 101st Airborne division. Join us as shares his process for divorcing ego from leadership, how to create a constructive environment for complaints, and why real leadership is always bigger than titles or job descriptions. In this episode, you’ll learn:
- Why your team needs a better outlet for venting frustrations
- What is meant by the mantra, “leadership is rooted in belief”
- How leadership and mentorship go hand in hand
- Why you support the people who report to you—and not the other way around
Plus, we dig into examples of new leaders inheriting messes and turning them into triumphs.
Resources from this episode:
- Download the Behavior Change Blueprint
Social Media:
- Connect with Larry on LinkedIn
- Connect with Zed on LinkedIn
- Connect with Clark on LinkedIn
Ever had to wait five days for a test result, only for it to reveal that (shocker) you need further testing? It didn’t take two years of COVID to see that diagnostics was ripe for disruption. Patients want on-site testing and OTC kits, and large market forces—namely Amazon and Wal-Mart—are now pushing the industry in that direction. Jeremy Stackawitz is the CEO of Senzo, a company helping reshape the industry with modern diagnostic systems that are fast, accurate, and mobile. Join us as he discusses toaster-sized devices capable of running a wide variety of different tests, the catch 22 of growing antibiotic resistance, the race to establish brand recognition among consumers, and more.
In this episode, you’ll learn:
- How sluggish diagnostic processes negatively impact outcomes
- Why the barrier to entry is so high for this industry
- How greater patient-provider participation strengthens the placebo effect
- The critical messaging that most diagnostics companies are missing right now
Plus, we explore the tricky business of “miniaturizing” everything while maximizing performance.
Resources from this episode:
Download the Behavior Change Blueprint
Check Out Senzo’s Solutions
You may be doing a lot of things right—but you’ll never achieve consistent success unless you grasp the neuroscience behind why some of your tactics work better than others. Tim Riesterer is chief visionary at B2B Decision Labs, which draws from several behavioral sciences to pioneer ‘decision science.’ The goal is simple: Understand how humans conceptualize risk, frame value, and make decisions—then leverage those insights in the wild. We sat down with Tim to understand what he means when he says “value only lives in contrast,” and how you can make your customers feel smart enough to realize that they’re not responding to market trends intelligently.
In this episode, you learn:
-
How precise language can bypass peoples’ risk-averse biology
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How to avoid accidentally disrupting yourself (i.e., lean into the status quo bias)
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Why Tim loathes focus groups and most ‘voice of the customer’ research
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How to sub out ‘Why Us’ stories for ‘Why Change’ stories
Plus, we dive into some of the many juicy contradictions of the human mind.
Docs can dismiss today’s hottest social media apps all they want—but Dr. Inna Husain’s authentic online presence has patients scrolling, liking, and sharing their way into her office. In addition to being a board-certified ENT with a fellowship in laryngology, Dr. Husain just so happens to be a South Asian Muslim mother of three who found a liberating sense of belonging on TikTok and Instagram during the pandemic. We caught up with this TikTok doctor to learn how she creates simple yet informative content that speaks to the pain points of 2 million+ users. Join us as she explains why passion is the key ingredient in any successful social media strategy and shares eye-opening takeaways from countless online interactions.
In this episode, you’ll learn:
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How to responsibly educate on symptoms of a disease state to a wide audience
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Why Dr. Husain never proselytizes social media to disinterested docs
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What’s realistic—and what’s definitely not—when it comes to content planning
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How the ‘med bikini’ trend underscores the need for representation in medicine
Plus, we talk about Dr. Husain’s TikTok doctor “haters,” and why she tries to reach even the most disillusioned patients.
Are you a revenue driver or just an order taker? More importantly, do you understand the distinction? Francisco Martinez didn’t really know—let alone care—when he fell into a medical sales role out of necessity years ago. Now? He’s a sales coach, trainer, and productivity enthusiast on a mission to dignify selling and help high achievers go beyond transactions. We sat down with the executive sales manager for Empire Medical (Arthrex) to chat about his 180-degree mindset shift, the power of humility, the industry’s growing need for hard truths and clear motives, and more.
In this episode, you’ll learn:
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The irony of using “salesy” as a dirty word (and what’s really behind it)
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How to champion the culture you want to be a part of, regardless of your role
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Why a failure to consistently define goals can lead to misaligned teams
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How to make an impact within and beyond MedTech using the three ‘E’s
Plus, we explore ways to balance the dual responsibilities of sales and service more effectively.
You’re dishing out indisputable data that proves you have a superior product—so why aren’t docs responding rationally to it? Stop spinning your wheels and start spinning yarns, says John Livesay, award-winning sales professional and author of “The Sale Is in the Tale.” We caught up with the “the Pitch Whisperer” himself to discuss how the most successful pitch artists in MedTech tell clear, concise, and compelling stories that their customers can repeat in that often-overlooked ‘meeting after the meeting.’ Join us to learn the four-part formula for translating stats into a captivating narrative that lets your customers’ frustrations and aspirations take center stage.
In this episode, you’ll learn:
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How empathy and engaging body language up your likeability factor
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Simple tricks to make your story stronger (e.g., present tense > past tense).
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How to break the habit of telling stories that lack meaningful resolutions
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Why you should use the ‘5-5-5 rule’ to be a progressionist, not a perfectionist
Plus, we dig into the neuroscience behind our brains’ inability to conceptualize the word 'don’t.'
There’s no doubt about it—you better know the nuances of your product and fully understand the frustrations of the people you call on. What’s more, you need to know how and when to leverage those understandings. If you're looking to develop or sharpen that kind of professional discretion, then you'll want to revisit our 50th episode featuring Johnny Caffaro, senior manager of global downstream marketing for hip at Stryker. Johnny’s journey from a green go-getter to a trusted OR asset is an important and timeless reminder: Business development takes work, and it ain’t always pretty. Do it right, though, and you’ll open up countless opportunities for yourself over time.
In this epsiode, you'll learn:
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Why everyone in a hospital—from administrators to custodians—is worth your time and can help you build a more aligned strategy
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Why it pays to make the scrub tech look like a hero
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How to get the 'status quo bias' working in your favor
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Ways to save your career from the complacency trap (or avoid it altogether)
Plus, we explore the advantage of pitching your most complex products first.
Odds are, your prospective customer is trapped in their own ‘healthcare bubble’—and your ‘in’ could be showing them a way out. Dr. Brian Cohen is an anesthesiologist and the co-founder and COO of CMEfy, a co-learning platform that’s incentivizing clinician collaboration. We sat down with him to hear how his platform is giving clinicians the keys to drive their continuing medical education while helping medical thought leaders monetize their insights. Join us to find out how MedTech reps can leverage this co-learning revolution to drive value for customers and get plugged into what clinicians on the ground care about most.
In this episode, you’ll learn:
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The power of reflective journaling in medicine
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What it took to design a platform where no stakeholder loses
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How the cautionary tales of social media impact co-learning efforts
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Why once “close to the chest” techniques are now being passed along
Plus, we dig into COVID’s role in helping check egos and spur open channels of communication.
If you’re not directly providing value to physicians, then you’re directly adding to their stress levels. Don’t believe us? We invited Dr. Sandra Weitz to take you inside the decision-making process of a private practice and ASC owner. As a champion for physician independence who runs masterclasses on practice building, Dr. Weitz doesn’t have time for ‘number chasers’ who make her feel used. Join us as she offers a plethora of evidence that positive patient outcomes create sustainable, long-term business for reps. Plus, hear some of her jaw-dropping experiences with reps who… didn’t understand the assignment.
In this episode, you’ll learn:
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Why reps should know how each doc defines “value add” differently
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What it means to resist the ‘short-term win’ and avoid resentment
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Why Apple never produces cocky commercials
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How to go beyond the brochure (free samples, indigent programs, etc.)
Plus, we explore why most reps tend to underestimate their ability to impact a practice.
Like most docs, urologic surgeon Dr. Jamin Brahmbhatt only takes reps as seriously as they present themselves. Walk into his office with wrinkled scrubs, little to no research on your competitors, and a callous attitude toward his staff, and you’ll get schooled—that is, if he agrees to see you at all. We welcomed Dr. Brahmbhatt to the show to share constructive critiques of today’s MedTech reps and explain what it takes for them to earn the title of ‘partner.’ Join us as we discuss the importance of first learning—then enhancing—an office’s workflow, who really makes key decisions in a practice, and why your poker face isn’t as impenetrable as you think.
In this episode, you’ll learn:
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Why talking crap about competitors tanks your credibility
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How to get your foot in the door by owning the small things
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Why docs won’t trust you if you don’t put brand image before quotas
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Basics doctors expect you to know about the way they practice medicine
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Why simple forethought is always your strongest competitive advantage
Plus, Dr. Brahmbhatt explains the issue with some reps’ unauthorized name-dropping habit.
Selective language is everything in sales—so why are you so careless with your self-talk? Some may think personalized coaching offers little more than woo-woo terminology and fuzzy feelings… but when Samuel Adeyinka dug deep and began questioning limiting beliefs in every arena of his life, his MedTech career accelerated rapidly. We caught up with Samuel, who founded his own full-service media and training company, “Evolve Your Success,” to discuss why all professional triumphs are anchored in personal growth. Join us for our richest discussion about mindset yet—it may have you reconsidering what you truly want out of your MedTech career, why you want it, and how to go about getting it.
In this episode, you’ll learn:
- What it means to “show up for yourself” every day
- Why it might be time to redefine what success means to you
- How the best of the best continue to perform professionally amid personal setbacks
- Why reps shouldn’t fear sharing their real motivations with hiring managers
- How to manage the sometimes-intimidating freedom of today’s social media branding
Plus, we explore the importance of drawing upon formative past experiences.
Should a father, husband, and physician charged with the care of critically ill patients have to ask "an adult" to co-sign on a $2,000 personal loan? Of course not. Yet that’s the message Michael Jerkins, MD, M.Ed, kept hearing from banks during his residency—and his frustrations became the fuel for co-founding Panacea Financial. We sat down with Michael to learn how his "bank built for doctors, by doctors" does things differently. Join us as we discuss the overlooked financial stresses of transitioning from med school to residency and beyond, financial options that can help junior partners buy into a practice, and smarter ways to consolidate student loan and credit card debt.
In this episode, you’ll learn:
- Valuable lending insights to pass along to customers
- The “learned helpless” that’s holding docs back financially
- How physicians can finance a practice buy-in without liens
- The biggest financial barriers at each stage of a physician’s care
Plus, we dig into why personal relationships—not balance sheets—should drive banking.
What does it take to get noticed by the biggest names in MedTech in 2022? Whether you’re after compensation that’s commensurate with your skillset or simply crave a more adventurous role, you’ll need get inside the minds of hiring managers. Luckily, that’s exactly where premier MedTech recruiter David Bagga spends a ton of his time. We sat down with the author of “A Millennial’s Guide to Breaking into Medical Device Sales” to find the pulse of the job market and discuss pandemic-era trends. Join us as we explore the surprising reason why start-ups are the most requested placement among candidates right now, the kind of candidate that today’s hiring managers never want to see, and some deal-breaking social media faux pas to avoid.
In this episode, you’ll learn:
- Strategies for better utilizing your LinkedIn network
- Why David avoids placing candidates in aesthetic jobs
- The top 5 things that cause reps to look for greener pastures
- Why everyone has a brand now, for better or worse (and how to manage yours)
- The truth behind expensive MedTech skill courses that promise you a job
Plus, we define the ‘curse of knowledge’—and why you need to break it to land a better role.
You’re out there grinding in the trenches—you don’t always have time to sift a show’s 60+ episodes to find the hardest-hitting sales insights. That’s why we condensed six pearls of medical sales wisdom across six different episodes to help you move the needle. The goal for 2022 is simple: listen, apply, improve. While some of these concepts may seem straightforward enough, putting them into practice and upping your game is anything but. Join us to hear a recap of discussions with Trent Campbell, Garrett Watson, Dustin Poole, Jacob McLaughlin, and Thomas Buchanan.
In this episode, you’ll learn:
- Why you need to stop winning and losing on price
- What it means to own criticisms and respond with empathy
- Why it pays to shift your mindset away from sales (and toward education)
- What it looks like to embrace failure and build from it
- How to leverage technology to stay top of mind
Plus, we explore the modern rep’s responsibility to empower the patient.
"Honey, I crunched the numbers and... we don't need to work anymore." That's what Chris Larsen, a longtime investor and former medical device sales rep, told his wife some years ago. His secret? Hustling smarter, not harder. As Chris puts it, MedTech often attracts go-getters from working-class upbringings who aren't taught how to be rich—i.e., how to make their money work for them. We sat down with the founder and current manager of Next Level Income himself to learn how he managed to save 50% of his compensation and strategically structure his income. Join us as he maps out the journey to financial independence for the average MedTech rep and busts some money management myths.
In this episode, you’ll learn:
- Why the best entrepreneurs avoid 'destination addiction'
- Some necessary trade-offs to achieve financial freedom
- How to respect your own limits and still set bold targets
- The financial flops you won’t hear successful investors brag about at cocktail parties
- Why retiring in your forties isn’t as far-fetched as you might think
Plus, we explore how entrepreneurialism also tends to make people rich in unique human experiences.
Is your physician customer’s convoluted approach to accounting hurting your business? Perhaps. Without a healthy business behind the clinic, there’s frustratingly little you can do to help a doc treat more patients. As part of TrackableMed’s Growth-Driven Practice Series for 2021, Matt Garrett of TGG Accounting administered a dose of harsh truth to practice owners: Accounting for small businesses is black and white—stop overthinking it. As we discuss some of the eye-opening stats Matt presented, you’ll discover why “accrual accounting is the only accounting,” the shocking prevalence of small-business theft (plus the best ways to guard against it), and three hard-and-fast rules that simplify accounting across the board.
In this episode, you’ll learn:
- How cash-based accounting leads to inaccuracies that come back to bite a business
- The truth behind Matt’s mantra, “Creative accountants go to jail”
- How someone siphoned $1 million from a practice by exploiting negligent accounting
- Why it’s best for most practice owners to use two separate sets of books
- How fixing broken practice accounting allows docs to do more of what they love.
Plus, we explore popular misconceptions that unnecessarily complicate accounting for physicians.
It’s high time you let yourself suck at something new—in fact, it could be the best thing you do for your MedTech career in 2022. You’re probably familiar with the concept of fixed vs. growth mindsets as outlined in psychologist Carol Dweck’s landmark book “Mindset.” But mere surface knowledge of the daily tips, tricks, and techniques she popularized won’t revolutionize your career. In this special book review episode, we explain why most MedTech reps manage a growth mindset in some areas but fall into a fixed mindset where it really counts. Discover the problem with “problem territories,” why pointing fingers at marketing doesn’t make you a better sales rep, and how to combat your customers’ fixed mindsets.
In this episode, you’ll learn:
- Why being your hardest critic causes you to miss more opportunities
- How to acknowledge failure in a healthier, more constructive way
- The reason we tend to seek comfort from our own faulty assumptions in social situations
- Practical steps for replacing self-deprecation with course-altering questions
- Why “smart” kids often grow up to be risk-averse adults
Plus, we explore adopting what works—and discarding what doesn’t—from the mindsets of colleagues and competitors.
Is your physician partner lacking what's known as ‘conversational capacity’? If so, they may be alienating staff, botching the patient experience, and hurting their bottom line. This week, we're sharing communication techniques from leading consultant Craig Weber that might just save a struggling medical practice and give you, the MedTech partner, a competitive advantage in the process. As we define ‘conversational capacity’ and how to deploy it in everyday scenarios, you’ll discover the biases and ‘ego traps’ that plague medical practices and how physicians can make their most difficult conversations with staff more effective.
In this episode, you’ll also learn:
- Why authority is No. 1 killer of conversational capacity, and how you can help docs be aware of this
- How overly candid people steamroll others and why overly curious people get nothing done
- Reasons a team member might consciously decide not to report an issue they’re seeing
- 3 key questions that immediately remove roadblocks from internal meetings
- Why it’s a rep’s responsibility to impart techniques that could save a medical practice
Plus, we get explore how leaders—physicians or otherwise—can meaningfully address a lack of trust.
As a company grows and matures, how should its culture change? Some think it shouldn’t change at all… and MedTech market development specialist Michael Waidler thinks they’re half right. Michael is a President's Club winner and current area business director with Palette Life Sciences. And though the hustle-and-grind ethic of start-up culture courses through his veins, he understands change that is inevitable—and that every rep has a different threshold for it. Join us as we discuss what shifting company culture can reveal about you as a sales professional, how leaders can better prepare their teams for the realities of acquisition, and what a growth-driven culture looks like.
In this episode, you’ll learn:
- What it means to be folded into—and not steamrolled by—a larger organization
- How a team’s transition from “nothing to lose” to “everything to lose” impacts a rep’s mindset
- Why change isn’t scary at all (so long as your company has the right stop gaps in place)
- Warning signs that your culture might be changing for the worse
- How to use the Predictive Index to find appropriate fits as you scale (or start from scratch)
Plus, we touch on the necessity of self-awareness when charting a career path.
Are your own mannerisms, body language, and tone working against you in high-stakes conversations? Almost certainly, says Shelly O’Donovan, communication expert and CEO of Authentic Influence Group. She’s coached scores of executives and sales teams in MedTech and Pharma on how to be more conscious of nonverbal communication, and we caught up with her to learn how MedTech reps can recognize dozens of subtle, largely subconscious behaviors to secure buy-in, preserve trust, and drive business. Join us as we discuss the prehistoric reason why you should never talk with your hands in your pockets, how learning to read micro-expressions will impact the questions you ask people, and simple ways you can practice ‘reading the room’ to better manage conversations.
In this episode, you’ll learn:
- How to wean yourself off ‘blocking behaviors’ that can stunt dialogue
- What your suprasternal notch is, and how it releases hormones that help you calm down
- Why handshakes are worth at least 3 hours of quality face time
- Why your phone calls go better when you’re looking at the person’s profile picture
- How your smart phone can inhibit an in-person conversation—even when you’re not using it
Plus, we talk about where (and when) you should be directing your eyes while speaking on Zoom calls.
Can you put a price on perspective? Believe it or not, it’s the most important thing you have to offer a physician. That’s why this week we’re revisiting our chat with Amy Smith, director of marketing at Neuros Medical, to shine a light once again on the strategic advantages sales reps can realize through practice observation and candid communication. As Amy puts it, MedTech reps can only level up their relationships when they learn to identify and convey the unique blind spots that threaten each medical practice’s business operations. In one of our very first (and most popular) episodes, you’ll learn the importance of building a 360-degree knowledge base of each medical practice and its key role, what to look for when it comes to patient experience and the patient flow throughout a practice, and how to ultimately become the outside eyes and ears that most physicians never knew they needed.
In this episode, you’ll learn:
- Proven strategies for practice observation
- How to share uncomfortable feedback with your physician clients
- Why you’re never as persuasive as when you commit to active listening
- The power of shadowing each team member in a medical practice for a day
Plus, we discuss why it’s so critical to dive deep into the complexities and truly understand how a medical practice operates as a business.
On your best days, you feel like there’s nothing you couldn’t sell—so why are you still selling yourself short when new job opportunities arise? As president of Fallstaff Search, a recruitment firm that specializes in medical device sales, Hilary Trader never ceases to be amazed by how many qualified reps make easily avoidable blunders in the hiring process. All too often, reps unknowingly spoil their chance to graze in greener pastures when they turn away recruiters or don't take a proactive approach to career advancement. We caught up with Hilary to discuss how reps can better market themselves as a company’s plug-and-play option for overcoming immediate and future pain points, why it always pays to be brutally honest with recruiters, and what it means to confidently (and not cockily) play by “the rules of the game.”
In this episode, you’ll learn:
- Why you should leave humility for first dates and dinner parties
- The kind of research and outreach you should be doing after the first interview
- The importance of itemizing call points in your resume so you're searchable in a database
- How to stop psychologically guarding yourself and make a strong ask for the job
- The kinds of questions you should be asking MedTech hiring managers
Plus, we explore the subtle ways recruiters sniff out half-hearted (or otherwise problematic) candidates.
Are your brain’s hard-wired “survival shortcuts” hampering your success? It’s no secret that medical sales reps and sales team leaders have to endure rejection, redirection, misalignment, and countless external roadblocks—the chief culprit being other people’s behavior. But knowing what they can control saves them time, energy, and sanity. In this week’s special episode, we’re featuring TrackableMed CEO Zed Williamson’s recent guest appearance on the podcast “Your Best Day Yet,” hosted by Eric Guy of the Center for Victory. Eric and Zed discuss how little-known—yet deeply ingrained—psychological triggers can sabotage our opportunities and why it’s imperative to recognize our own biases. Join us to explore actionable ways you can start building habits that bring out the best in your brain.
In this episode, you’ll learn:
- Why communication means taking ownership not of what you say, but what others hear you saying
- Why the human brain is built for shortcuts, and how those shortcuts can sometimes hurt us
- Why you don’t have to stifle or repress your emotions to control them
- The evolutionary origins of negativity bias and confirmation bias
- How neurological “shortcuts” help us—and hurt us—in our modern daily lives
- The power of applying the word “Why” to yourself—and not others
Plus, we explore why most people’s relationship with the word “If” is dangerous.
If a physician chooses a competitor’s product over yours roughly 80% of the time, have they still earned your help? SPR Therapeutics Regional Sales Manager Mase Bowman always knew there was more to medical sales than carrying a bag and opening a box, but it wasn’t until he dared to take a more consultative approach that he discovered the only question worth asking: “What do I need to do so we can all win?” We invited him to share how he’s been implementing behavior change principles in the neuromodulation and interventional pain space, helping once-skeptical docs do more procedures. Discover why reps should work to uncover the dynamics of the C-suite in charge of value analysis, what it means to care for the end user, and when to do stuff that’s not necessarily in your (immediate) best interest.
In this episode, you’ll learn:
- Why the greatest professional sin is a lack of a curiosity
- The post-meeting technique for keeping yourself honest
- How to mask your “commission breath” in conversations
- Simple ways to make better use of your “windshield time”
- How to build sturdier relationships with the mantra of “slow is fast”
Why physicians fall back on what's comfortable, and how you can make sure they're properly trained
Plus, we explore how Mase was able to turn a year-long dialogue into new business.
Are you inspiring people on your team, or are you just hoping they’ll stick around for another quarter? In his first MedTech job, Jeff Bajorek was given sample bags, brochures, and an obligatory pat on the back. But like most reps, what he really needed from his team was transparency and the guarantee of support. After several years as a top-performing rep, Jeff became a leading consultant helping companies identify blind spots in their sales processes and align their teams with a signature no-BS approach. He joins the show to discuss key differences between accountability and micromanagement, what it means to be a vulnerable leader, how start-ups can stop being at the mercy of “mercenaries,” and more.
In this episode, you’ll learn:
- Why praising solid performance matters just as much as critiquing poor performance
- What it means to view your entire team as an extension of yourself (aka “you at scale”)
- When performance improvement plans (PIPs) can work as originally intended
- Why not enough companies are taking a disruptive stance in their go-to-market strategies
- What monkeys, typewriters, and Shakespeare have to do with your trusted rep’s rough patch
Plus, we explore how—and why—so many medical sales teams lean toward self-sabotage.
We’re taught that referral networks are the lifeblood of private practices, but what happens when they’re not enough? Jeremiah Jorgensen, physical therapist and principal owner of Fyzical Therapy and Balance Centers in Lincoln, Nebraska, sat down with us to share his story. Like many specialty practices, Jeremiah found that his relationships with just a handful of referral sources had begun to completely define his business. Rather than continue at the mercy of others, he took back control of his patient flow, scaled strategically, and dodged a high-volume tidal wave after the pandemic hit. We discuss how practices can responsibly manage staff as they scale, what it takes to reach a patient population that isn’t already self-selected, and why “brand” should take a backseat in their growth-driven strategy.
In this episode, you’ll learn:
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Why specialty practices end up at the mercy of their referral partners in the first place
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How to leverage social media algorithms to reach new audiences
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How to help set realistic expectations for growth and avoid staff burnout
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Why specific, experiential messaging trumps general “head-to toe” slogans
-Why aligning with the right business partner—e.g., a savvy accountant—makes all the difference
Plus, we explore the diminishing returns of community involvement as a marketing strategy.
Why do people make excuses for behaviors that hold them back from what they want most? Chip Helm believes that if you can’t list your guiding business principles on one hand, you’re overcomplicating your approach and making it harder to hold yourself accountable. The author, sales mentor, and 36-year industry veteran rejoins the show to hammer home the five core principles that have shaped his impressive career (sprinkling in a few “Chip-isms” along the way). Join us as we discuss a no-nonsense outlook on follow-up, hard truths about relationships, how to find true North in our personal and professional lives, and misconceptions about attitude.
In this episode, you’ll learn:
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Why follow-up is all about acknowledgement, not answers
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The futility of trying to win arguments (i.e., being right with facts but wrong with relationship)
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What it means to be a “shark” networker
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How to solve this equation: Energy · X = Motivation
Plus, we dig into the specific behavioral changes required to become a practical, potent optimist.
From the sales that coax consumers to fill their carts to the hostage negotiation tactics that save lives, the psychology of persuasion dominates our world. Though most medical device sales reps are familiar with at least a handful of these behavioral triggers, surprisingly few know how to weave them into their sales approach. This week, we’re picking up where we left off in Robert Cialdini’s best-seller, “Influence: The Psychology of Persuasion,” to show how reps can more effectively wield the final three “weapons” of influence: liking, authority, and scarcity. Join us as we bring pages of wisdom to life in everyday medical device sales scenarios and discuss how reps can better position themselves in sales conversations.
In this episode, you’ll learn:
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How to challenge the status quo and still be likable
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Why you should be aware of key differences in your physician partners’ personalities
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Why pointing out all the patients who shouldn’t use your therapy is a smart play
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How to better implement—and gatekeep—your team’s resources and expertise
Plus, we touch on the famous scientific studies that demonstrated the power of these principles.
For the elite task forces that operate in the most dangerous places on earth, the difference between a process and a system isn’t semantic—it’s life or death. As former war correspondent Shawn Rhodes argues in his book “Bulletproof Selling,” processes are largely designed around individuals, making them harder to repeat, improve, and measure. Systems, however, are always designed around objectives. But that’s just one of several key distinctions that he believes most salespeople are missing. We caught up with Shawn to discuss how “systematized selling” helps senior and junior MedTech reps alike improve their pipelines, things companies can do to avoid being hamstrung by their own top talent and achieve consistent growth, and the importance of teaching customers “how to buy.”
In this episode, you’ll learn:
- Why buying a CRM and shoving it down every team member’s throat isn’t a “system”
- How to incentivize your top performers to systematize their wisdom
- What it means to understand “commander’s intent”
- Why the best systems are “T.R.I.M.” systems
- The power of using Drift and Loom videos as a sale call follow-ups
Plus, we define the difference between an unhelpful gripe and a responsible complaint.
So, you think medical sales is sexy? Prepare for a wake-up call. Johnny Caffaro, director of sales for the West at United Orthopedic Corporation, found out quickly that making a name for yourself in this industry takes more than the gift of gab and a firm handshake. Whether it’s intensive case planning weeks ahead of surgery, advising surgeons and scrub techs during procedures, or staying till 10 p.m. to clean your instruments, the logistics of medical sales are no joke. We sat down with him to discuss his success with a bold approach to business development: Selling your most complex product first, then backing your way into the primary products. Join us as we explore the psychology behind this tactic, how reps can become technical assets in the OR, and why competency is the best way to win over surgeons.
In this episode, you’ll learn:
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What MedTech companies are really looking for when they ask, “Are you a chameleon?”
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Why you should care about making the scrub tech look like a hero
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How to recalibrate your career if you’ve fallen into the complacency trap
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Why everyone in a hospital—from administrators to custodians—is worth your time
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Why smaller, “hungrier” distributorships are the best places to source talent
Plus, we explore how to get the ‘status quo’ bias working in your favor.
What do sitcom laugh tracks and Hare Krishnas handing out flowers in the airport have to do with MedTech sales? Quite a lot, according to Robert Cialdini’s classic book, “Influence: The Psychology of Persuasion.” They’re all based on one or more of the six principles—or “weapons,” as Cialdini calls them—that we humans use to influence others. This week’s special book review episode is dedicated to exploring the MedTech connection to the first three principles of “Influence”: reciprocity, commitment and consistency, and social proof. Join us as we push beyond the abstract to show how reps can implement these proven psychological tactics in their daily dealings to greater effect.
In this episode, you’ll learn:
- How simple social experiments revealed fascinating patterns in the human psyche
- Why you should always be asking your customers to “keep tabs on your stuff”
- How overzealous attempts to use social proof can backfire
- What it means to start out as a giver as opposed to a taker
- Why some physicians may respect—but not follow —KOLs in academia
Are you 100% bought in to the product you’re selling? If not, the world’s best poker face won’t help you; sooner or later, a lack of passion will show up in your numbers. Chase Isaacs, director of business development for Physician’s Weekly, believes the problem is that most reps are unable to move beyond conceptual knowledge of their product toward a deeper realization of its impact. Worse yet, they listen to respond but don’t listen to understand. We sat down with Chase to discuss how reps can develop a more mature sales process by self-evaluating their performance on three criteria: belief, listening, and care.
In this episode, you’ll learn:
- What it means to bear responsibility for providing solutions
- Why words are very rarely where the meaning lies (and how to bridge “language barriers”)
- When highly polished elevator pitches do more harm than good
- Why thinking MedTech sales is a “numbers game” usually leads to burnout
Plus, we explore how VR and other digital technologies are forcing reps to own value-based selling.
Resources and links from the show:
- Connect with Chase on LinkedIn
- Explore Physician’s Weekly
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
- Get your copy of Move the Needle
Are you 100% bought in to the product you’re selling? If not, the world’s best poker face won’t help you; sooner or later, a lack of passion will show up in your numbers. Chase Isaacs, director of business development for Physician’s Weekly, believes the problem is that most reps are unable to move beyond conceptual knowledge of their product toward a deeper realization of its impact. Worse yet, they listen to respond but don’t listen to understand. We sat down with Chase to discuss how reps can develop a more mature sales process by self-evaluating their performance on three criteria: belief, listening, and care.
In this episode, you’ll learn:
- What it means to bear responsibility for providing solutions
- Why words are very rarely where the meaning lies (and how to bridge “language barriers”)
- When highly polished elevator pitches do more harm than good
- Why thinking MedTech sales is a “numbers game” usually leads to burnout
Plus, we explore how VR and other digital technologies are forcing reps to own value-based selling.
Resources and links from the show:
- Connect with Chase on LinkedIn
- Explore Physician’s Weekly
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
- Get your copy of Move the Needle
How do you compete against a MedTech Goliath and maintain price integrity? We’re paying another visit to the archives this week so more industry underdogs can hear Trent Campbell’s killer advice.
Prior to his role as VP for Axonic Modulation Technologies, Trent logged a decade of experience in numerous National and Corporate Accounts roles with medical device companies including Atrium Medical (acquired by Maquet/Getinge), Applied Medical, and Fisher & Paykel Healthcare.
Trent knows that while status quo may be your competitor's greatest weapon—it’s also their biggest weakness. In this popular episode, he shares how new challengers with a disruptive technology can turn the tide by having a brave “clinical champion” in their corner and win with a focus on long-term value. If you've been searching for a strategy to reshape demand and avoid commoditization, this episode is for you!
Resources and links from the show:
- Connect With Trent Campbell on LinkedIn
- Explore Axonics Modulation Technologies
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Sign up for our bi-weekly newsletter
- Sign up for the Growth-Driven Practice Series
Innovation can render existing products or procedures obsolete, but is poor positioning the real threat to your relevance in the market? We’re back in the archives this week to highlight Mace Horoff’s excellent take on why more reps need to understand the moment-to-moment relevance of their product.
Mace is the creator of the Medical Sales Academy, a professional keynote speaker, and a 38-year frontline sales veteran. As the Academy’s lead medical sales expert, he helps sales managers think beyond quotas and coach their teams on product relevance—i.e., how their product solves the problems customers don’t even see coming.
In this practical discussion, Mace explains why “pending” business is worse than no business at all, how to be aggressive with your quota without being pushy toward customers, and why understanding your own inherent value as a rep is the key to new opportunities.
Resources and links from the show:
- Connect with Mace Horoff on LinkedIn
- Check out the Med Sales Academy
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
We're diving into the archives again this week to highlight another popular value-packed episode. Every rep wants competitive advantages in the market, but the "old method" of selling and catering to physician customers won't help you recognize them. Ben Bouterie's approach is a great example of how to unlock opportunities through practice development and value-based selling. Ben is the regional sales director at Aerin Medical. As a 7-time President's Club winner, he's spent his career creating markets for disruptive technologies in multiple specialties. In this interview, he shares practical ways to position yourself as a trusted industry advisor versus a sales rep, and leverage this authority to gain trust and opportunities. Ben's lessons on agitating the market and simplifying solutions for your customers are worth playing on repeat. If you're trying to dodge the downward spiral of commoditization and crush growth expectations, then this episode is for you!
This week, we're turning back the playlist and featuring one of the most popular episodes to date. Every sales professional in this field is interested in how they can break into new territories and develop net new accounts. Jay Pendleton's advice and conversation is the perfect answer for this challenge.
Director of Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST), Jay's held various sales and leadership roles for the company, most recently the last 3 years as Zone Manager for the Western Strategic Spinal Technology team — responsible for driving market share growth and engaging key surgeon customers through differentiating technology (i.e. OLIF, Titan, Medicrea) with sales reps and district managers for the Rocky Mountain Texas & Pacific Regions.
Digging into his innate ability to open doors with new clients, Jay shares tips and insights for medical device reps to get past gatekeepers, develop new relationships, and break into new territories. If you’ve been listening to the podcast and you’re wanting an episode that’s super tactical for new business development, you don’t want to miss this one!
What if you could get patients to call in so quickly that you can hear your ad still running in the background? It might sound like wishful thinking, but for one MedTech company, it became reality. In this episode, Corey Oldenhuis, one of our behind-the-scenes producers, joins us as a guest host to help break down the recent orthopaedic advertising program that generated dozens of net new appointments in a matter of days.
We discuss how a market agitation playbook allowed the client to uncover a highly motivated patient population, secure surgeon buy-in, and use simple “old-school” platforms to unleash a new wave of demand.
In this episode, you’ll learn:
- How to get patients to drive physician interest
- What it means to put empathy at the center of your messaging
- Why the message always trumps the medium
- How brand obsession often stunts MedTech companies’ strategy
- The power of knowing what not to track during a campaign
- How patient education empowers your sales team
Resources and links from the show:
- Book Your Free Consultation at the AAOS 2021 Annual Meeting
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
Your brain is wired for shortcuts—what’s the biggest one you take daily? Accepting the status quo! The pain of change often outweighs current frustrations, and the MedTech industry is no exception. Stu Brandon, a change agent for ASCdx, spent the first 21 years of his career giving his best to a large orthopaedic company. But when the juice stopped being worth the squeeze, he embraced the unknowns and carved his own path. Now, as a medical device broker, he helps both geographically exclusive and non-exclusive companies deliver ASC solutions. We sat down with Stu to discuss why so many 1099 reps act like W2 employees, how they can take back freedom and work with people they like, and why their influence is only as strong as their ability to have candid conversations.
In this episode, you’ll learn:
- Where along your career path it makes sense to suffer short-term pain for long-term gain
- Why Company X would ever prefer a rep to sell Company Y’s product to their account
- The blind spots that can accompany a direct selling role at a large company
- The personality traits best-suited for the brokerage model
- How to test whether your best relationships would follow you to a different company
Plus, we dig into the psychological underpinnings of why we’re often our own barriers to growth.
Resources and links from the show:
- Connect with Stu on LinkedIn
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
Is all the “strategic” selling you’ve been doing really just economic and clinical selling? If you’re not challenging your customers on their assumptions and identifying the real motives behind their goals, then congrats—you’re 90% of MedTech reps. Strategic value is the only way to differentiate yourself, but what does that look like to your physician partners? We sat down with award-winning rep Jonathan Lehmann, enterprise sales manager for the East at Ambry Genetics, to discuss how he highlights his customers’ blind spots, boldly leads them on a clear course for the future, and gives them the growth tools they didn’t even know they needed.
In this episode, you’ll learn:
- How to combine vulnerability with curiosity to take new ground
- What it means to use collusion in a positive manner
- The value of using “tactical courageousness” to identify your customer’s boundaries
- Habits that help you conquer imposter syndrome
Plus, we explore the impact of routine journaling on both personal and professional development.
Resources and links from the show:
- Connect with Jonathan Lehmann on LinkedIn
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
- The Waterproof Notepad for Your Shower Thoughts
Promise or pain—which is the stronger motivator? We know it’s the latter from decades of behavioral science. But Jonathan Burkett knew the answer long before many of his device rep competitors did. After an experiment gone right, he became an advocate for breaking down corporate silos and helping physician partners speak straight to patient pain points. Now, as director of MedTech market strategy for TrackableMed, he’s an architect of “win-win-win” scenarios: more patient access to life-changing therapies, more trust in the healthcare system, and more business for clients. In this interview, we discuss why he bought into the TrackableMed vision, how he stopped selling products and started revealing possibilities, and some of his best “out-of-the-box” solutions.
In this episode, you’ll learn:
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How to align sales and marketing through a focus on patient education
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The humble origins of a big idea that led to the creation of TrackableMed
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How Jonathan’s passion for marketing evolved over 30+ years in the industry
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Why market agitation triggers loss aversion and faster utilization rates among physicians
-Why the wisest reps never attack their competitors’ products
Plus, we touch on the impact that patient education has made on the industry since the ‘90s.
Resources and links from the show:
- Connect with Jonathan Burkett on LinkedIn
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
It’s great to have the backing of a key opinion leader, but do the folks in the trenches respect your product? Anesthesiologist Dr. Aaron Ali has witnessed scores of MedTech companies fail to design devices that take into account the needs of everyone in the operating room. The problem? Not enough access to the voice of the customer. That’s why Dr. Ali co-founded MedtoMarket with a mission to collect a multitude of valuable perspectives under one roof. We sat down with him to discuss the spirit behind MedtoMarket’s massive facility for co-working, consulting, and advanced medical training.
In this episode, you’ll learn:
- How MedTech companies can tap into the “360° perspective” of an operating room
- The limitations of developing devices on university campuses
- Why every physician needs more than humdrum conferences to further their education
- How stronger collaboration between startups and practicing physicians improves patient care
Plus, we look at ways to step back from bureaucracy and get a more holistic view of customers.
Resources and links from the show:
- Connect with Dr. Ali on LinkedIn
- Check Out MedtoMarket
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
Is your experience in the industry blinding you to new business? Experience doesn’t always translate to success, and it can create a ceiling of assumptions. It’s also something that full-line sales rep Jacob McLaughlin lacked when he entered medical devices sales. The former personal trainer took over an underperforming territory and began forging successful relationships, despite a barrage of insults and pushback. We sat down with him to discuss how he’s restoring broken trust through active listening, his process for handling negativity, and the power of taking nothing for granted.
In this episode, you’ll learn:
- How to strategically bring negative labels to the forefront of your conversations
- The power of responding to criticism with empathy—not prepackaged data
- How to use a doc’s precious 30 seconds to identify unaddressed pain points
- The differences between a “growth mindset” and a “fixed mindset”
- Why it’s helpful to treat the failings of a previous rep as your own
Plus, we explore the principles of “extreme ownership” and how they can repair broken bridges.
Resources and links from the show:
- Connect with Jacob on LinkedIn
- Check Out Jacob’s YouTube channel
- Listen to the “New to Medical Device Sales” podcast
- Read “Extreme Ownership” by Jocko Willink
- Read “Mindset” by Carol Dweck
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
Is digital transformation in the MedTech space a threat to your business? Only if you hide from it, says Jim Surek, VP of sales at ExplORer Surgical and host of the Medical Sales Nation podcast. We sat down with the digital health advocate to discuss how early adopters of new technologies are primed to capture market share, why so many reps are afraid to rock the boat, and a few things to watch out for as expectations shift.
In this episode, you’ll learn:
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How digital health redefines the relationship between reps and clinical specialists
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Why younger doctors aren’t interested in grabbing dinner with you
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The aspects of device sales that will never be digitized
-Why seeing 50 cases in two weeks could be the new expectation for reps
Plus, we explore how digital technologies eliminate “hiding places” in the sales process.
Resources and links from the show:
- Connect with Jim on LinkedIn
- Check Out the Medical Sales Nation Podcast
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
ESPPs, RSUs, strike prices—these flashy terms can have a major impact on your financial situation, but what do they really mean? This week, James Verzino, managing director of Northwestern Mutual Los Angeles, teams up with wealth advisor and former MedTech rep Daniel Rooney to empower you with clear risk management and investment planning principles. Join us as we discuss ways to start padding the gap between guaranteed earnings and overall earnings so that you’re ready to handle whatever life throws at you.
In this episode, you’ll learn:
- The difference between an incentive stock option and an employee stock purchase program
- How to interpret the long- and short-term value of various employer compensation packages
- A step-by-step process for assessing, revising, and implementing your financial plans
- Why diversified savings matter just as much as diversified investments
- The power of treating your own capabilities as the greatest asset in your portfolio
Plus, we explore what it means to make the tax code work for—not against—your long-term financial goals.
Resources and links from the show:
- Connect with Daniel on LinkedIn
- Connect with James on LinkedIn
- The Behavior Change Blueprint
- Connect with Zed Williamson LinkedIn
- Connect with Clark Wiederhold LinkedIn
- The Growth-Driven Practice Series
Well, well, well… how the tables have turned! We spend a lot of time behind the microphone, interviewing guests from all areas of MedTech. But recently, we were invited onto the Project MedTech podcast, hosted by one of our previous guests, Duane Mancini. In addition to being a well-respected thought leader, Duane serves as the Business Development Director at Covance. In this weeks’ episode, you’ll hear our guest interview with Duane where we talk about the evolution of selling medical technology, offer advice for building your commercial team, highlight pitfalls to watch out for, and more.
We’re always eager to collaborate with other knowledge-sharing advocates like Duane to enrich the MedTech space. We hope you enjoy this fun example of when worlds collide.
In this episode, you’ll learn:
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Tips for achieving regional market access
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The value of using scripts based on proven neuroscience principles
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How to reframe your business around the concept of patient empowerment
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Why an alarming number of patients aren’t aware of new life-changing therapies
Plus, we explore why taking ownership of patient flow is no longer optional for providers seeking growth in 2021.
Resources and links from the show:
- Connect with Duane Mancini on LinkedIn
- Check out Project MedTech
- The Behavior Change Blueprint
- Connect with Zed Williamson LinkedIn
- Connect with Clark Wiederhold LinkedIn
- The Growth-Driven Practice Series
It’s Round 8 and you’ve only got two picks left... who’s making your roster? Jointline Health VP of Sales Dustin Poole teaches his team to focus on just 10 qualified accounts at a time by leading a “fantasy medical sales league” within their distributorship. Why? As someone who clawed his way into device sales with zero contacts and a million reasons to panic, Dustin understands the value of setting highly specific targets, guarding your time, and betting big on yourself.
After a successful start in SaaS and two failed independent ventures, he found himself with a newborn at home and a MedTech career that needed to get airborne ASAP. In this interview, Dustin takes us through his unique journey and offers advice on how to attack your weaknesses head-on.
In this episode, you’ll learn:
- The practical importance of disqualifying targets as soon as possible
- When to emotionally detach yourself from an opportunity to conserve your best efforts
- What it means to “earn the right to ask” for business
- Psychologist Carol Dweck’s concept of a “growth mindset”
- Why expertise in every aspect of your product isn’t necessary for gaining momentum
Plus, we polish the classic question— “Do you love to win or hate to lose?”—with a fresh perspective.
Resources and links from the show:
- Connect with Dustin Poole on LinkedIn
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- The Growth-Driven Practice Series
Are you looking for your next sales superstar or just a box checker who can say all the right things? Our guests Barry Rogers and Kelly Clark of Relentless Recruiting warn that far too many HR departments use limiting criteria that let real talent slip through the cracks and increase the risk of a costly bad hire. Their eye-opening survey of device sales leaders proves that it’s time for hiring managers to completely flip the script on traditional approaches—and for applicants to stop leading with a bland list of skills.
In this interview, we discuss methods for identifying driven individuals at all skill levels, why sales superstars rarely fit neatly into checkboxes, and why they’re allergic to managers who tolerate mediocrity.
In this episode, you’ll learn:
- Subtle yet impactful differences between talent and skill
- Why a rep’s resume should consist of 80% talent, 20% skill
- Key questions that immediately identify exceptionally driven individuals
- How traditional hiring methods often confuse correlation with causation
Plus, we touch on the most common misconceptions that hamper MedTech hiring efforts.
Resources and links from the show:
- Connect with Barry Rogers on LinkedIn
- Connect with Kelly Clark on LinkedIn
- Check out Relentless Recruiting’s website
- The Behavior Change Blueprint
- Zed Williamson LinkedIn
- Clark Wiederhold LinkedIn
- The Growth-Driven Practice Series
How would your customers, colleagues, and competitors describe you? Are their descriptions close to how you’d describe yourself? Few reps in the prime of their career consider the impact they’re having—or failing to have—on the human beings around them. Peta Sitcheff, accomplished rep and author of the teaching memoir “My Beautiful Mess,” believes a legacy isn’t something you leave behind—it’s something you choose every single day. In this interview, we talk with Peta about ways reps can build a reputation for themselves by putting complex connections above cut-and-dry fact sheets.
In this episode, you’ll learn:
- The five words that every rep should cut from their vocabulary
- Simple mindfulness tricks for turning negative thoughts into practical action
- What it means to go beyond the “superficial ocean” of benefits, features, and data
- How to take your career off autopilot and act with greater awareness
- Speak to the emotional human behind the white coat
Plus, we expose the shortcomings of “why”-based questioning
Resources and links from the show:
- Connect with Peta on LinkedIn
- Check out Peta’s website
- Order Peta’s memoir
- The Behavior Change Blueprint
- Zed Williamson LinkedIn
- Clark Wiederhold LinkedIn
- The Growth-Driven Practice Series
What’s the ‘State of the Union’ for the MedTech jobs market? While it’s true that companies have more aggressive hiring goals than ever, today’s ideal candidate looks different than the pre-pandemic profile. To learn more, we sat down with Jordan Chase, president of Chase MedSearch, who helps build sales teams for startup, mid-sized, and global medical device clients.
In 2021, he’s seeing hiring managers play it safe by short-listing the experienced reps who already have a robust contact list to show off. When the number of prospects in your phone matters more than the details on your resume, how can you catch a break as a new rep? In this interview, Jordan shares practical ways to differentiate yourself with tech-savvy, C-suite selling, and good old-fashioned hustle.
In this episode, you’ll learn:
- What it means to position yourself as a consultant—not a salesperson
- How to take ownership of patient education and patient demand
- The realities of “assembly line medicine”
- How to better leverage previous B2B experience when breaking into MedTech
Plus, we dig into the importance of establishing a consistent program for self-development.
Resources and links from the show:
- Connect with Jordan Chase on LinkedIn
- Check out the Chase MedSearch website
- Tune into the Chase MedSearch podcast
- The Behavior Change Blueprint
- Zed Williamson LinkedIn
- Clark Wiederhold LinkedIn
- The Growth-Driven Practice Series
Status quo—two small words that form massive barriers in sales. How do you dethrone a king-of-the-hill competitor when you know they’ll retaliate with price adjustments and sole-source contracts? Axonics Modulation Technologies VP Trent Campbell has been both David and Goliath in this scenario. While status quo may be the incumbent’s greatest weapon—it’s also their biggest weakness. In this interview, we discuss how new challengers with a disruptive technology can turn the tide by having a brave “clinical champion” in their corner and win with a focus on long-term value.
In this episode, you’ll learn:
- How to devise a pricing strategy for a market that’s been conditioned by your competitor
- Why selling on price alone is a losing strategy
- Tips for creating consistent messaging keeping committees and department heads in mind
- Why Trent jumped into a national/corporate accounts role instead of pursuing sales management
Plus, we explore why reps should stop regurgitating sales decks and become more courageous listeners.
Resources and links from the show:
- Connect With Trent Campbell on LinkedIn
- Explore Axonics Modulation Technologies
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Sign up for our bi-weekly newsletter
- Sign up for the Growth-Driven Practice Series
What’s the line between being aggressive with your quota and pushy with your customers? Relevance. While there’s no real value in pushing products, customers will find value when you alert them to issues they don’t even see coming.
Mace Horoff, creator of the Medical Sales Academy and 38-year frontline sales veteran, says it’s these insights that allow us to provide maximum benefit to our prospects. Where most reps see difficulties and dried-up pipelines, Mace sees the makings of a golden age. The shift, he says, lies in focusing on the moment-to-moment relevance of your product or service. In this interview, we’ll talk with Mace about how you can alert your customers to growing gaps and connect your offer to the solution.
In this episode, you’ll learn:
- How to add value to your customers with follow-up calls
- Why playing off doctors’ competitive nature is so effective and how to leverage that angle ethically
- Why “pending business” is more dangerous to your mindset than no business at all
- How sales managers can better coach on product relevance
Plus, we shatter a common myth shared by the sales industry as a whole!
Resources and links from the show:
- Connect with Mace on LinkedIn
- Check out the Med Sales Academy
- The Behavior Change Blueprint
- Zed Williamson LinkedIn
- Clark Wiederhold LinkedIn
A rare neuromuscular diagnosis almost caused Henry Peck his sight. But a state-of-the-art surgery changed the trajectory of his life, and his vision for the industry has never been more clear. An engineer-turned-marketer, Henry Peck followed his analytical instincts to the forefront of the social audio movement where he currently leads the MedTech Club, an online healthcare community of 50,000+ members and followers on the popular social audio platform Clubhouse. In his “day job”, he is also the product marketing manager at Altoida, a digital health startup building the future of brain health. In this interview, we talk to Henry about his unique patient journey, background in emerging healthcare technologies, and how to create authentic engagement and industry influence via social audio platforms.
In this episode, you’ll learn:
- What Clubhouse is, and why Henry launched the MedTech Club
- How med tech professionals can leverage the power of the social audio movement
- Insights on the increasingly symbiotic role of medical sales and marketing
- How relationships are changing due to the online environment and the importance of sharing your perspective and expertise in conversations
Plus, we explore the psychological impact of the human voice in building relationships.
Resources and links from the show:
- Connect with Henry on LinkedIn
- Connect with Henry on Clubhouse
- Follow the MedTech Club on Twitter
- The Behavior Change Blueprint
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
From a dental school drop-out, to a National Sales Manager of a multi-billion-dollar medical device company, Chip Helm has worked tirelessly over the last thirty years to perfect the art of developing and maintaining long-term relationships to help drive sales success. He's the author of two books, Bigger Than Sales: How Humility and Wisdom Build Sales Success, and Everyday Sales Wisdom for Your Life and Career. In this interview, we talk with Chip about some no-nonsense advice to bring humility and servanthood to your role in medical device sales.
In this episode, you’ll learn:
- The importance of a personal brand in sales success
- Why humility is so important in sales and how to cultivate this characteristic in your sales approach
- Tips to remember when networking and building relationships in a sales capacity
Resources and links from the show:
- Connect with Chip Helm on LinkedIn
- The Behavior Change Blueprint
- Zed Williamson LinkedIn
- Clark Wiederhold LinkedIn
- Bigger Than Sales: How Humility and Wisdom Build Sales Success
- Everyday Sales Wisdom for Your Life and Career
It used to be a volume game. Today, though, doctors are incentivized much differently than they were a decade ago. As a result, MedTech sales reps must consider not just their physician’s needs and concerns, but the needs and concerns of dozens of healthcare stakeholders. In this episode, you’ll get a deep insider perspective from Dr. Vinod Dasa, orthopedic surgeon and co-founder of Doc Social, on how to really connect with physicians.
In this episode, you’ll learn:
- Why the industry has done a 180 on how we view patient care
- How physician incentives have changed and why that should influence your sales strategy
- Ways you can make your physician customers better through coaching and consultation
- The sales rep behaviors that need to change immediately
Plus, we dive into some MedTech sales dos and don’ts as told from the unique physician perspective.
Resources and links from the show:
- Connect with Vinod Dasa on LinkedIn
- Doc Social
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
Jay Pendleton is the Director, Strategy and Talent for Medtronic Cranial & Spinal Technologies (CST). He’s held various sales and leadership roles for the company, most recently the last 3 years as Zone Manager for the Western Strategic Spinal Technology team — responsible for driving market share growth and engaging key surgeon customers through differentiating technology (i.e. OLIF, Titan, Medicrea) with sales reps and district managers for the Rocky Mountain Texas & Pacific Regions.
Digging into his innate ability to open doors with new clients, Jay shares tips and insights for medical device reps to get past gatekeepers, develop new relationships, and break into new territories. If you’ve been listening to the podcast and you’re wanting an episode that’s super tactical for new business development, you don’t want to miss this one!
In this episode, you’ll learn:
- Advice for rebooting a territory or opening new business opportunities
- How to really dig into the frustrations of your target customer
- Why being specific and clear with your intentions is so important
- The importance of going deep versus wide with your connections
- Common mistakes reps make when trying to cultivate new business
Resources and links from the show:
- Connect with Jay Pendleton on LinkedIn
- Connect with Jay Pendleton on Instagram
- Visit Jay Pendleton’s Website
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of “A Mind for Sales” his other books include “High-Profit Prospecting” and “High-Profit Selling”. The focus of his work is helping to influence and impact others to help them see and achieve what they didn’t think was possible.
In this interview, we talk with Mark about the content of his new book, including what top performers do to prepare for the week and how they handle issues thrown in their way.
In this episode, you’ll learn:
- How to have the right mindset if you’re new in your role or trying to sell or open a new territory or sales opportunity
- The way in which you should approach relationship building
- The importance of speaking different “languages”
- Plus, practical tips and strategies from Mark’s experience in working with medical sales reps!
Resources and links from the show:
- Book: A Mind for Sales
- Connect with Mark Hunter on LinkedIn
- TheSalesHunter.com
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
Did you know that the average complex sale has 8 to 9 people involved in the sales process? Getting buy-in from each one, or even getting them all on the same zoom call can be a headache. How do you succeed and move the needle? In this episode, we interview Thomas Buchanan, Account Executive at Modus, who has been leveraging video sales calls since 2017. He’s been using 1-to-1 sales videos to create buy-in, extend his influence in his prospect’s organizations, and close high-dollar deals. He’s created thousands of video calls and distills his knowledge down into actionable advice that will drive results for account execs and sales reps at all levels.
In this episode, you’ll learn:
- How to get started using video sales tools
- The first video you should create and send to a prospect
- How to use individual watch time and engagement as sales signals to close more deals
- What subject lines to use when sending a video
- The ideal length for a 1-to-1 sales video
- The attitude you must embrace when first getting started
Plus, spend time brainstorming all the various ways a MedTech sales professional could integrate video into their routine and create a blue ocean for themselves!
Resources and links from the show:
- Thomas Buchanan LinkedIn
- Zed Williamson LinkedIn
- Clark Wiederhold LinkedIn
- Modus
- Vidyard Video
Pat Kothe started in the field as a sales rep. He’s worked in marketing. And today he’s President & CEO at EM Device Lab, and host of the Mastering Medical Device podcast. He knows a thing or two about not only the medical device industry, but also how MedTech companies should operate from the inside out. This episode is all about invaluable advice and pearls of wisdom that will make your life and career as a sales rep so much easier and more fulfilling — by simply breaking down organizational barriers and working in lockstep with your colleagues.
In this episode, you’ll learn:
- How MedTech sales, marketing, and leadership teams can coalesce to impact the bottom line
- Why professional success often hinges on your ability to appreciate the roles of all your organizational colleagues
- How to grow your MedTech sales skills by educating yourself on other disciplines
- A treasure trove of proven advice and practical steps to help you move up within your organization
Plus, we dig into the critical importance of understanding and sharing the “why” behind your products and decisions — not just among your customers, but also your internal team.
Resources and links from the show:
- Connect with Pat Kothe on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- Mastering Medical Device Podcast
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
Whether you like virtual selling or not, it’s time to adapt and master this sales strategy. Because even when you’re able to walk back into a healthcare facility for a sales call, there’s a good chance your buyers will prefer to keep it virtual. That’s according to new research from the RAIN Group, and their Chief Client Officer, Andy Springer joins us in this episode to share insights from his Amazon bestseller on winning through remote sales. You’ll get actionable, research-based takeaways that promise to make you more comfortable with virtual sales, while always keeping the customer’s need top of mind.
In this episode, you’ll learn:
- How to build rapport and relationships when selling virtually
- Proven tips and strategies to keep buyers engaged during your virtual meetings
- Why you must connect technical product know-how to the outcomes of the buyer
- Why many MedTech reps spend way too much time talking about their solution
Plus, we dive into the global research conducted by the RAIN Group that uncovered virtual selling’s top challenges — and tell you how to overcome them.
Resources and links from the show:
- Connect with Andy Springer on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
Words matter. Especially the ones private practice physicians use in their marketing. So then why do so many of them fail to connect emotionally with their patients? From websites to blogs to social media, their message is often focused on their latest surgical device or procedure, completely dismissing what really resonates: the patient’s pain. In this powerful episode, Clark and Zed delve into the neuroscience behind effective physician-to-patient messaging and provide some solid tips and resources you can share with your customers and physician network to help them cut through the clutter.
In this episode, you’ll learn:
- Why most private practice physicians get their marketing messaging all wrong
- The power of negativity bias and how it affects healthcare marketing
- About the reticular activating system and how it should inform your patient marketing
- Best practices for connecting with patients through webinars and virtual community health talks
Plus, we dig into the psychological concept of the elephant and the rider, and explain why it’s always better to connect emotionally with patients rather than logically.
Resources and links from the show:
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
Let’s talk about the science behind medical device commercialization! A chemist by training, Duane Mancini is currently the Business Development Director at Covance and has worked for many years with med device startups to help them develop get-to-market strategies. Host of the Project MedTech podcast, he joins us in this episode to give us a detailed breakdown of every step in the commercialization pathway — from regulatory to reimbursement, clinical, and more.
In this episode, you’ll learn:
- The ideal pathway to commercialization for a medical device product
- Common pitfalls that affect downstream commercialization
- Why it’s essential to think about your reimbursement strategy early
- What your sales team needs to actually win market share
Plus, we break down fractionalizing, and why it’s the best way to begin structuring a medical device startup company.
Resources and links from the show:
- Connect with Duane Mancini on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- Visit Project MedTech
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
- Listen to Project Medtech on iTunes
Sales is a game of mental toughness – and nobody knows this better than Jeff Riseley, founder of the Sales Knowledge Group and Sales Health Alliance. While the sports industry has long recognized the importance of psychology and mental game, it’s often overlooked in sales (though more than 40% of us struggle with mental health). How do we best manage our mental health in a profession riddled with ups and downs? Jeff is here to bring the conversation out into the open, end the stigma, and share tips to help you sleep better and feel less anxious and more confident during your next pitch.
In this episode, you’ll learn:
- How to make your work more meaningful through a process called “job crafting”
- Ways to overcome anxiety and stress to remain focused, composed, and confident
- The two types of empathy and how each can make you a better MedTech sales professional
- Exercises, routines, and strategies to sustain a healthy mental state
Plus, we dive into what really goes into finding your purpose and how creating “your personal why” can help you achieve balance, and ultimately, professional success.
Resources and links from the show:
- Connect with Jeff Riseley on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
- Sales Health Alliance
Jason Elmore is the Sr. Manager of Sales and Training Development at NeoTract. With extensive experience in med device startups as well as with the world’s largest medical device and pharmaceutical companies, he knows a thing or two about the patient journey. In this episode, Jason enlightens us on the increasingly popular concept of shared decision making in medicine — and tells us how becoming a key player in the patient’s clinical pathway is one of the best things a MedTech sales rep can do.
In this episode, you’ll learn:
- Why the patient should have a hand in selecting their treatment pathway
- How to make your medical professional customers “teachers” so they can better interact with their patients
- The importance of tracking and celebrating your results
- Why you’re missing an opportunity if you haven’t rethought and adjusted your value proposition for the COVID environment
Plus, we create a diagnostic tool to show MedTech reps what to look for when assessing the clinical pathway.
Resources and links from the show:
- Connect with Jason Elmore on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Growth-Driven Practice Series
- The Behavior Change Blueprint
- Elite Execution: Disciplines & Insights for Extraordinary Salespeople by Jason Elmore
Michael Cheetham has spent 25 years in medical sales…exceeding his lofty target goals every single year. Today, as the Founder and Director of Tenacity Sales Training, he’s transformed his immense success and passion for his craft into a program that helps professionals in medical sales separate themselves from the pack. Determined to revolutionize medical sales training, he’s come to this episode prepared to share some unique concepts that will totally change your perspective on what it takes to succeed in sales— and rise above your competition.
In this episode, you’ll learn:
- How to build trust and “earn the right” to have buying conversations
- The personal qualities you should lean into if you really want to stand out
- Why customer knowledge can be more important than product knowledge
- The importance of understanding the true driving needs of your customers
- Questions to ask clinicians during the sales process, and questions to avoid
Plus, we dig into some of the sales behaviors that frustrate your customers and offer tips and advice to adjust and improve your tactics.
Resources and links from the show:
- Connect with Michael Cheetham on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Behavior Change Blueprint
Giovanni Lauricella (aka Mister MedTech) is the Global VP, Med Tech, for the Mullings Group. He's performed over 5,000 hires for 600 clients, assisted in raising over 30 million in capital for startups — just during COVID-19 — and has the support of a MedTech network of over 30,000 global contacts. In this episode, he shares a myriad of deep insider insights on how the industry was forced to shift and pivot as a result of the pandemic, and predictions for MedTech organizations and their sales teams in 2021.
In this episode, you’ll learn:
- How MedTech sales talent acquisition has changed since the onset of COVID-19
- What sales professionals can do to adjust and stay relevant when faced with adversity
- How the heightened awareness for the healthcare industry is transforming MedTech
- Ways MedTech reps and leaders can make sure they’re the top choice for recruiters in 2021
Plus, we take a look at the shifts in investment flow within the MedTech industry and discuss potential effects in the year to come, from R&D up to commercial.
Resources and links from the show:
• Connect with Giovanni Lauricella on LinkedIn
• Follow #MisterMedTech on LinkedIn
• Connect with Clark Wiederhold on LinkedIn
• Connect with Zed Williamson on LinkedIn
• The Behavior Change Blueprint
Omar Khateeb is a marketing leader in Silicon Valley, currently the Director of Growth at Potrero Medical. Well-known for his strategies using consumer psychology across various digital mediums, he’s back for Part 2 to double down on his challenge to MedTech leaders to get out of their comfort zones and embrace the digital age. Listen and learn why digital is absolutely the new channel of influence in MedTech sales, and get proven, real-world best practices to help you connect with prospects in ways you never thought possible.
In this episode, you’ll learn:
- How to get out of our own way as MedTech reps and change our selling behavior
- Tips to reach physicians on social media at different times in their “digital adoption curve”
- Why there should be no timeframe to measure against your goals and expectations for social selling
- How “thinking like a scientist and acting like an artist” will help you master new ways of selling
Plus, we share something all young MedTech professionals coming out of college need to know (hint: get familiar with content marketing).
Resources and links from the show:
- Connect with Omar Khateeb on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- Episode 13: The Death of Traditional MedTech Sales and What’s Next: Part 1 with Omar Khateeb
Omar Khateeb is a marketing leader in the Silicon Valley, currently the Director of Growth at Potrero Medical. He’s well-known for his strategies using consumer psychology across various digital mediums to guide healthcare companies in adapting to newly connected markets. In the first of a two-part episode, Omar challenges MedTech leaders to get out of their comfort zones and embrace the digital age to revolutionize customer interactions.
In this episode, you’ll learn:
- How to create a digital version of yourself that will help you drive sales 24/7/365
- A proven, step-by-step process for developing an online relationship with physicians
- Where and how to effectively engage with physicians on social media
- How to use social media to create a phycological bias of developing reciprocity with your prospects
- Why we’re thinking about sales goals the wrong way, and should instead focus on “systems” of habits and activity
Plus, we discuss why customer acquisition cost (CAC) is becoming more important in MedTech sales, and tell you ways to drastically lower that cost by building relationships online.
Resources and links from the show:
Connect with Omar Khateeb on LinkedIn
Connect with Clark Wiederhold on LinkedIn
Connect with Zed Williamson on LinkedIn
Sometimes we get too caught up in the selling aspect of our jobs and forget we should also be a resource to our customers. One of the biggest opportunities to serve in this way is to help them effectively market their medical practice and increase patient demand.
In this special episode, Zed and Clark tap into their years of experience to share 3 marketing essentials every medical practice should consider. Listen, then feel free to share the tangible content takeaways (referenced in the episode) with your network.
In this episode, you’ll get some solid tips to share with your specialty physician network that address:
- Why specialty medical practices need a website, and the key elements to make it patient-focused
- The types of emails physicians should send for maximum patient engagement
- The types of emails physicians should never send (because they horrify patients)
Plus, insights and advice you can share with medical practices to help them get more positive patient reviews — and manage the negative ones.
Growth Driven Practice Series:
https://www.trackablemed.com/growth-driven-practice-series
Specialty Practice Webinar:
https://growthdrivenpractice.webinarninja.com/live-webinars/638677/register
Healthcare Marketing Guide:
https://zc.vg/sf/7bVox
Get the best of the MedTech industry insights in this action-packed episode. Zed and Clark share the top takeaways from our first 10 episodes in this “best of” compilation! Listen to the most compelling and actionable snippets, anecdotes, and advice in one neatly packaged episode.
From top-performing sales reps to president’s club winners to a Harvard Business Review contributor and national keynote speaker, the powerhouse guest list will leave you humbled, empowered, and charged to strengthen your sales and leadership skills
Enjoy a variety of topics that address your most pressing challenges and discover:
- What to look for when it comes to patient experience and the patient flow throughout a practice
- How to find new customers and build meaningful relationships with social media
- How a MedTech sales rep became a 7-time President’s Club winner by thinking big and using market agitation
- Why nothing elevates MedTech sales performance like great coaching
- Ways to work in lockstep with hospitals so their goals and objectives always remain front and center
Plus, we share some of our most popular soundbites on the power of cross-functional collaboration, proven ways to restructure your customer conversations, and more!
Resources and links from the show:
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Behavior Change Blueprint
David Moser is a Transplant Specialist at Natera, and he knows better than most how to adapt when you can no longer access customers in the traditional manner.
When the pandemic tightened its grip in Spring 2020, we all had to adjust our approach. But David went next-level with his “pivot.”
Find out how an accomplished sales professional with more than a decade of experience in the medical space truly embraced the concept of social selling and found tremendous success in what’s sure to become an increasingly virtual world.
In this episode, you’ll learn:
- Proven techniques for virtual selling in the MedTech industry
- How to find new customers and build meaningful relationships…digitally
- Pitfalls to avoid when selling through email, LinkedIn, and Twitter
- Why social media is a goldmine for MedTech conversations with key decision-makers
Plus, if you’re interested in upping your social selling game but not sure how or where to begin, we compiled an actionable and sequential to-do list to get you started.
Resources and links from the show:
- Connect with David Moser on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Behavior Change Blueprint
Bill Eckstrom is a renowned keynote speaker, founder and CEO of EcSell Institute, and author of The Coaching Effect. He’s not just passionate about growth, he’s obsessed with it.
In this episode, we’re thrilled to welcome Bill—the world’s foremost authority in metric-based performance coaching and growth, who’s here to supercharge your sales development and help you understand, measure, and elevate the impact of your coaching.
In this episode, you’ll learn:
- About the concept of “growth rings” and how they create environments that promote or hinder growth
- The four coaching activities that always pay off
- How to effectively split your coaching between high and low achievers
- Why different types of MedTech sales reps and leaders should all have their own definition of “growth”
Plus, we dig into the significance of cultural forces, social forces, and physical forces—and how the environments they create should influence our coaching styles.
Resources and links from the show:
- Connect with Bill Eckstrom on LinkedIn
- Visit Bill’s website
- The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Behavior Change Blueprint
Monique Valcour is an Executive Coach and Management Professor. As a regular contributor to Harvard Business Review, she advises on leadership development, coaching, career and talent management—and she knows the importance of giving feedback to keep your team motivated.
In this episode, Monique shares profound insights that immediately transform giving feedback from an uncomfortable interaction to an empowering conversation that ensures your team is always reaching its potential.
In this episode, you’ll learn:
- The proper time to deliver feedback vs. letting a situation play out
- Why showing vulnerability when delivering feedback can be a good thing
- The importance of making an authentic connection when giving feedback
- The difference between coaching and mentoring and when MedTech leaders should use each method
Plus, we dig into the magic concept of “feed forward,” and how soliciting suggestions and advice for a behavioral change you’re trying to make in the future is beneficial to sales leaders and teams alike.
Resources and links from the show:
- Connect with Monique Valcour on LinkedIn
- Visit Monique’s website
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- Anyone Can Learn to Be a Better Leader- Harvard Business Review article
- The Behavior Change Blueprint
Tim Frazee is an Area Director at Axonics Modulation Technologies—and a master motivator. His experience in building and leading teams across multiple specialties has given him valuable insight into understanding individual motivations. In this episode, he’ll share ways to identify what truly drives your employees—and how to use their strengths and motivations to develop a custom coaching plan that results in peak performance.
In this episode, you’ll learn:
- Why sales leaders must be comfortable not having complete control over their success
- The common motivations of MedTech sales teams
- Some individual motivations that should be seen as red flags
- How to stay on top of an individual’s shifting motivations
- Ways to use coaching to tap into an individual’s strengths and motivations
Plus, we take a look through the startup lens and share tips for balancing the team’s personal motivations with short-term business expectations and sustainable pipeline growth.
Resources and links from the show:
- Connect with Tim Frazee on LinkedIn
- Connect with Clark Wiederhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Behavior Change Blueprint
- The Platinum Rule
- Get Social with Axonics
- YouTube
Clark Wiederhold is the Chief Sales Officer at TrackableMed. With more than a decade of MedTech sales leadership experience, he’s seen his share of success and failure.
In this episode, Clark imparts indispensable wisdom to help you persevere in our unique and nuanced industry. Listen and learn as he rolls up his sleeves and shares the tactical maneuvers based on neuroscience that are proven to move customers to take action.
In this episode, you’ll learn:
- How “labelling” and “calibrated questions” can stimulate and energize your sales process
- The importance of giving the customer the ability to control what happens next
- Why even the most tenured sales reps sometimes overlook the obvious
- The word all salespeople need to strike from their vocabulary
Plus, we go through a real-life scenario where Clark coached a green rep how to walk into a clinic and walk out with an actionable commitment to a trial in a matter of minutes—without an appointment!
Resources and links from the show:
- Connect with Clark Weiderhold on LinkedIn
- Connect with Zed Williamson on LinkedIn
- The Behavior Change Blueprint
- Never Split the Difference: Negotiating As If Your Life Depended On It
- Get Social with TrackableMed
- YouTube
Amy Smith is the Sr. Director of Marketing at Neuros Medical. Her years of MedTech experience have given her unique insights into practices, processes, and procedures that both help and hurt the patient experience, as well as the business side of the practice itself.
Listen as she explains how, by simply observing, you can go beyond “sales rep” and become a trusted partner—the outside eyes and ears that most physicians never knew they needed.
In this episode, you’ll learn:
- Proven strategies for practice observation and interaction that go far beyond the physician
- What to look for when it comes to patient experience and the patient flow throughout a practice
- How to address the elephant in the room and have uncomfortable conversations with physicians
- The importance of building a 360-degree knowledge base of each medical practice and its key role players
Plus, we discuss why it’s so critical to dive deep into the complexities and truly understand how a medical practice operates as a business.
Resources and links from the show:
- Connect with Amy Smith on LinkedIn
- Keep up with Neuros Medical on LinkedIn
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Weiderhold on LinkedIn
- The Behavior Change Blueprint
What’s it like on the inside? Carlos Calix is the Assistant Vice President of Business Development at Ochsner Health System. After spending many years on the commercial side of the device world, his current role from inside the hospital has given him a whole new perspective.
Hear how his sales style has changed and find out how you can overcome the obstacles of dealing with committees, purchasing agents, and professional buyers.
In this episode, you’ll learn:
- How understanding the hospital’s process can increase your sales success
- The importance of aligning with the hospital’s departmental goals
- Why approaching an integrated health network today is different than several months ago
- Ways to avoid adversarial sales by sitting on the same side of the table as your customer
- How working with the supply chain can bring in the next generation of product
Plus, find out how you can take advantage of a free predictive index behavior assessment of your sales style to see where you might be misaligned.
Resources and links from the show:
- Connect with Carlos Calix on LinkedIn
- Connect with Zed Williamson on LinkedIn
- Connect with Clark Weiderhold on LinkedIn
- The Behavior Change Blueprint
- Socialize with Ochsner Health System
- YouTube
Ben Bourterie is the Regional Sales Director at Aerin Medical and a seven-time president’s club winner. He’s spent his career creating markets for disruptive technologies in multiple specialties, and he’s here to tell us about the competitive advantages you can recognize when you incorporate practice development into your sales process.
If you’re ready to agitate the market, mobilize your team, and go deep with potential customers, this episode is a must-hear.
In this episode, you’ll learn:
- How practice development and value-based selling is poised to totally transform the MedTech community
- Why the “old method” of selling and catering to physician customers has to change
- Ways to find physicians who are willing to reinvest back into their practice
- The importance of future forecasting and predictability to crush growth expectations
- Why using market development as a selling style will outshine your competition every time
Plus, we’ll share some proven strategies to make your resources and procedures as simple and turnkey as possible for your customer.
Resources and links from the show:
- MedicalSalesAccelerator.com
- The Behavior Change Blueprint
Garrett Watson is a Sr. Sales Rep & National Sales Trainer at Stryker ENT. His list of accolades in the medical industry run long – but he’s as down-to-earth as it comes.
In this episode, we talk with Garrett about how he gets his mind set up for success – even during a year with a high degree of unpredictability and challenge. His message of “helping” and “bringing more value” is applicable industry-wide and has never been more relevant than it is now.
In this episode, you’ll learn:
- Why there’s not a better time to sell than right now, yes, during a pandemic
- How only thinking about the product/technology will limit you as a medical sales professional
- Ways you can reposition yourself and bring more value to your customer
- Why relationship-based sales is the biggest mistake you can make right now
- The importance of getting people uncomfortable with disruptive technology
Plus, we dig into why you don’t need to have all the answers as a sales rep, the importance of framing your customers’ mindsets, and much more.
Resources and links from the show:
- MedicalSalesAccelerator.com
- The Behavior Change Blueprint
Brandon Caraway is the Vice President of Sales at Amniox Medical, joining us in this episode to share insights on the importance of leadership in our challenging times.
A lack of clarity and a drop in production are surefire ways to frustrate any medical sales leader – but they shouldn’t be show stoppers. Brandon gives us some good experiential wisdom about blasting through barriers and coming out the other side, stronger and more successful.
In this episode, you’ll learn:
- The most surprising aspect of our current market disruption
- What a hurricane can teach you about how to stay focused on your quota during a pandemic
- Why there’s no such thing as casting a wide net right now and what to do instead
- Ways to overcome lack of trust in your organization
- Why it’s more critical than ever for MedTech leaders to step back and focus on the fundamentals
Resources and links from the show:
- MedicalSalesAccelerator.com
- The Behavior Change Blueprint
If you care about growth of sales, achieving results through behavior change and neuroscience, and most importantly, better outcomes for more patients, this podcast is for you.
In this episode, you’ll meet the hosts, Zed Williamson and Clark Wiederhold, and learn more about what you can expect from the show – how we’re bringing you the best tips, insights, and those “little nuggets of wisdom” that you’ll get from a conversation with a pro, but likely won’t hear from the conference stage.
In this episode, you’ll discover:
- The story behind the show and why the industry needs it!
- What critical topics will be covered in future episodes
- What MedTech community experts we’ll be interviewing
- The type of actionable takeaways you can get and apply in conversations with customers to accelerate their use of your technology
- How you can become involved with the podcast and suggest future guests!
Plus, meet the hosts and learn more about their work in the MedTech industry. Episodes releasing weekly!
Resources and links from the show:
- MedicalSalesAccelerator.com
- The Behavior Change Blueprint