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One search box across the whole catalog, titles and show notes alike. It earns its keep when you half-remember a case, a device or a name and want the conversation it came up in.
5,508 episodes · 33 shows
From Finger-Pointing to Revenue: Fixing the Sales–Marketing Rift
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…
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 e…
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…
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...
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...
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...
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...
When Clinics Can’t Keep Up: The MedTech Bottleneck No One Talks About
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...
Stop Pitching, Start Diagnosing: MedTech Sales Reimagined
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...
Pivot or Perish with Bill Facteau
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...
Revolutionizing Skin Cancer Detection: A Conversation with Cody Simmons
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...
Rethinking Co-Marketing: The Critical Steps You're Overlooking
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...
Why Your Medical Device Isn't Selling: Insights from Chris Hanna
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...
Compliance as a Catalyst: Enhancing MedTech Sales and Operations
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...
Transforming Medical Practices with James Gavigan and Rectangle Health
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...
Boosting MedTech Sales by Improving Practice Operations
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....
The Art of Value Analysis: Winning Strategies with Mark Copeland
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...
Beyond Sci-Fi: The Healing Power of Non-Thermal Lasers
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...
Implantable Insights: How Medical Devices are Talking Back
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...
Brain Training for Breakthrough Sales Performance
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...
From First Contact to Close: Mastering Medical Sales with Omar Khateeb
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...
Leading the Charge in AI-Powered Medical Devices with Torrey Smith
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...
Encore Episode: From Crossing the Chasm to Zone to Win with Geoffrey Moore
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...
Harnessing Neuroscience to Drive MedTech Team Performance
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...