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5,508 episodes · 33 shows
Market agitation techniques and resources with Aryn Peled
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...
Stop Trying to be the Sales Hero
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...
Mental tricks to avoid conflict on Thanksgiving weekend
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....
How silos impact innovation and the generation of new ideas
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...
Using Tech to Shape More Powerful Device Demos
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...
Leading with Personal Conviction featuring BioTissue’s VP of Marketing
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....
Hacking Human Behavior: Why Med Device Marketing Needs to Change
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...
Why Hard Work Isn’t Enough and What Leaders Need to do Instead
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...
Mentorship in medical device success featuring Mad Device Rep
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...
Physician-turned entrepreneur: The recipe for rescuing healthcare
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...
Arming decision makers with the right data to close deals
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....
How to Expand Your Influence and Attract Opportunities with Johnny Caffaro
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...
Tips and techniques to avoid the default “No” in sales
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...
Is your subconscious behavior holding you back?
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...
Breaking Down Silos in MedTech with Dr. Jawad Ali
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...
Inside the Investor’s Mind with Joseph Mocanu
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...
The Risk, Thrill, and Reward of Venturing Beyond a Cozy Base Salary
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...
The Powerful Simplicity of the ‘Inside Up’ Principle: Performance, Capacity, & Self-Reflection
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...
The Shifting MedTech Market: Surviving Budget Cuts, Sudden Insurance Changes, & More
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...
Why You Have to “Fire Yourself” to Light a New Fire & Conquer Your Next Quota
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...
Encore Episode: Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices
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...
Encore Episode: Techniques for More Authentic Communication
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...
Who's Going to Tell Docs Old-Fashioned Spine Procedures Are Dead
"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 Abassi. He's chief medical officer at Inspired Spine, a board-certified neurosurgeon, and an...
Neurosurgeon Dr. Mohamed Draz on How Reps Can Balance Empathy with Expertise
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...