---
title: 'Facing Failure Head On: A No-Excuses Guide to Making Headway in MedTech Sales'
type: 'episode'
url: 'https://doc.social/episodes/facing-failure-head-on-a-no-excuses-guide-to-making-headway-in-medtech-sales'
show: 'Medical Sales Accelerator Podcast'
show_url: 'https://doc.social/podcasts/medical-sales-accelerator-podcast'
published: '2021-06-07'
audio: 'https://traffic.libsyn.com/secure/medicalsalesaccelerator/EP_33_Podcast_with_Dustin.mp3'
---

# Facing Failure Head On: A No-Excuses Guide to Making Headway in MedTech Sales

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...

## Summary

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](https://www.linkedin.com/in/dustinpoole/)

- [The Behavior Change Blueprint](https://www.medicalsalesaccelerator.com/resources)

- [Connect with Zed Williamson on LinkedIn](https://www.linkedin.com/in/zedwilliamson/)

- [Connect with Clark Wiederhold on LinkedIn](https://www.linkedin.com/in/clark-wiederhold-2536299/)

- [The Growth-Driven Practice Series](https://www.trackablemed.com/growth-driven-practice-series)