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
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 relationships. In this insightful episode, Omar draws parallels between effective social media engagement and traditional sales tactics to reshape how we think about connecting with new prospects.
In this week’s episode, sponsored by Physician Growth Accelerator, Omar Khateeb returns again to dive deep into the nuances of modern sales techniques. We discuss the art of transforming cold calls into warm opportunities using strategic communication and personalized engagement and provide actionable tactics for MedTech professionals.
What we discuss in the episode:
- Rethinking cold outreach: It’s not just possible, but necessary for growth in medical sales.
- Effective communication: How to craft email subject lines and content that engage and convert.
- The role of perseverance and personalization in building relationships with potential clients.
- Utilizing social media as a strategic tool for brand building and lead generation in the med tech sector
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Physician Growth Accelerator
- Khateeb & Co
- State of MedTech
- Episode 163 with Omar
- Episode 119 with Omar
- Episode 87 with Omar
- Episode 14 with Omar
- Episode 13 with Omar
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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 movie—it’s a reality brought to life by groundbreaking advances in medical technology.
In this week’s episode, sponsored by Physician Growth Accelerator, we’re joined by Torrey Smith, co-founder and CEO of Endiatx, the innovators behind PillBot. Starting his career as an aerospace engineer, Smith was inspired by sci-fi classics to pivot his expertise to the medical field, where he’s focused on creating less invasive diagnostic tools. We explore Torrey’s fascinating journey to developing medical devices that could one day operate autonomously inside the human body. The conversation dives deep into how Endiatx is blending advanced robotics with medical science to enhance patient care and potentially extend human life spans.
Key Takeaways:
- The transformative potential of PillBot in making gastrointestinal diagnostics more accessible and less invasive
- Insights into the future of medical robotics, including the ambition to develop rice grain-sized microsurgeons for complex procedures
- The role of AI and advanced robotics in evolving the landscape of medical treatments and diagnostics
- The challenges and breakthroughs in transitioning from aerospace engineering to medical technology innovation
Resources from this episode:
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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 enterprises. His insights are based on decades of consulting and are highlighted in his pivotal works, “Crossing the Chasm” and “Zone to Win.”
This episode remains highly relevant and popular for its deep dive into strategic company transformations and how businesses can effectively adapt and thrive in a rapidly evolving market. Geoffrey outlines the crucial strategies for maintaining momentum and the common pitfalls that even the most iconic companies can fall into.
Revisit this insightful discussion, sponsored by Physician Growth Accelerator, and equip your enterprise with the knowledge to face both external threats and internal challenges head-on.
Join us to learn more about:
- Metrics for success in each of the 4 zones
- How to effectively move from the incubation zone to the transformation zone
- Challenges to overcome in the transformation zone
- Common mistakes iconic tech companies made before their downfall
- The role of acquisition in scaled transformation
Resources from this episode:
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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 innovative environment? Exploring these aspects of business psychology might be the key to unlocking higher efficiency and effectiveness within your team.
In this week’s episode, sponsored by the Physician Growth Accelerator, Rhiannon Gallagher, a seasoned business psychologist, delves into the intricacies of business psychology and team optimization. We discuss the critical role of communication in making team interactions more effective and how different psychological safety levels within a team can dramatically influence its success. We also explore how individual team members’ primal responses to certain stimuli can affect team cohesion and productivity.
What we discuss in the episode:
- The often overlooked discipline of business psychology
- The practical application of psychological insights in medical sales scenarios
- How to engage various parts of the brain during sales pitches to maximize impact
- How to ensure messages are received as intended
Resources from this episode:
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Beyond the Band-Aid: Proactive Strategies for Medical Sales Success
How often does your team address a problem with an immediate yet short-lived remedy? How much time, money, and energy could be saved if you came up with a permanent solution? These proactive approaches are often overlooked, but likely the most efficient way to enhance your operation.
In this week’s episode, sponsored by Physician Growth Accelerator, we met with John and Jim Zelem from Utilization Management University to explore the critical distinction between preventative strategies and constant corrections in medical practice management. We also discuss how medical sales representatives can transcend traditional sales roles by fostering deeper, value-based relationships with their clients through sharing actionable insights and resources.
What we discuss in the episode:
- Practical tips on transforming challenges into opportunities for growth
- Systemic issues within healthcare practices
- The benefits of shifting from reactionary measures to sustainable preventative solutions
- Driving meaningful change in medical sales and healthcare practice management
- Tips on transforming challenges into opportunities for growth
Resources from this episode:
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Unlocking the Secrets of Early Cancer Detection: A Conversation with Sumit Rai
Cancer left undetected can swiftly evolve from a silent threat to a devastating diagnosis. But what if cancer could be detected and treated at its inception? Sumit Rai, CEO of Cancer Check Labs, is on a mission to dramatically increase survival rates.
In this week’s episode, sponsored by Physician Growth Accelerator, Sumit shares a compelling narrative that highlights both his personal journey into cancer detection technology and the revolutionary capabilities of his company’s new cancer screening test. After losing his sister to cancer shortly after his exit from a successful venture in mobile advertising, Rai channeled his grief into a fervent quest to transform cancer diagnostics. His story is not just about loss but about leveraging technology to pioneer early cancer detection methods that boast a staggering potential to change survival outcomes.
What we discuss in the episode:
- The science behind the test, which processes an unprecedented volume of blood to detect CTCs
- How Cancer Check Labs’ approach differs from liquid biopsies
- The opportunity for a new era of proactive healthcare
- Bridging the gap between current medical practice and cutting-edge technology
- How integrating comprehensive diagnostic technologies could drastically reduce cancer mortality and reshape the landscape of cancer care
Resources from this episode:
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