Medical Sales Accelerator Podcast
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 MedTech industry. Hosted weekly by Zed Williamson and Clark Wiederhold. Listen online, or find us on YouTube.
Developed and produced by TrackableMed, the medical marketing agency known for creating predictable, trackable growth for MedTech companies and medical practices.
Episodes
Selling Innovation in a World of ‘No’: Lessons from Thrive Genetics
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:
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How genetic and behavioral insights are reshaping high-risk prescribing decisions
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Why clinicians often reject innovation and how to reframe the conversation
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The simple mistake startups make that shuts the door on adoption
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How James uses objections and “no’s” as data, not deterrents
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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.
The Hidden Psychology of Physician Choice: What Really Influences Behavior
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:
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Why physicians aren’t purely rational—and what truly shapes their choices
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How perception and emotion can outweigh evidence in adoption
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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
Overcoming Reluctance: How to Stop Letting Fear Kill Your Sales
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:
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How call reluctance silently kills sales growth
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Simple mindset shifts to turn fear into action
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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
Encore: Universal Principles for Creating Legends with Gair Maxwell
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:
The Walkaway Wealth Playbook for Competitive Reps
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:
What Top 1% Performers Do Differently (Without Realizing It)
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:
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