Practical Tips for Retraining Your Brain, Overcoming Biases, and Cultivating a Growth Mindset
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…
Episode Parent: Medical Sales Accelerator
How to Cure “Commission Breath” with a Curious, Consultative Approach
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 …
How to Fuel a High-Performing Team with Accountability, Transparency, and Support
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 g…
When Referrals Aren’t Enough: A Study in Taking Back Control of Patient Flow
We’re taught that referral networks are the lifeblood of private practices, but what happens when they’re not enough? Jeremiah Jorgensen, physical…
Powering Your MedTech Sales with Integrity, Optimism, and Accountability
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 busine…
How to Implement the “Psychology of Persuasion” in Your MedTech Sales: Part 2
From the sales that coax consumers to fill their carts to the hostage negotiation tactics that save lives, the psychology of persuasion dominates our …
Building a Sales System and Becoming “Bulletproof” on the MedTech Battlefield
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’…
What Helps a Rep “Win Over” a Surgeon (It’s Not What You Think)
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, foun…
How to Implement “The Psychology of Persuasion” in Your MedTech Sales
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 Ciald…
How to Reignite a Fire in Your Sales Process With 3 Simple Values
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 wil…