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.


Pushing vs Listening: How Each Affects Your Product Adoption

Sponsored by TrackableMed

What separates companies that innovate and grow, vs innovate and die? It comes down to feedback and the product lifecycle. And there are key ways you can improve the customer experience from day one that will help the dominoes fall in your direction.

In this week’s episode, sponsored by TrackableMed, we’re joined by Joseph Authement. He’s the Western area VP of Echo Health and has been a medical device commercial leader for 20 years. In the interview, Joseph revisits mistakes he witnessed early in his career and how they served as valuable lessons moving forward. We also discuss the challenges salespeople face daily, the importance of discovery and re-discovery within your sales and marketing processes, and how to make every customer feel like their experience is tailor-made just for them.

Listen for more on:

  • Learning from early adopters
  • Using data to tap into customer mindsets
  • The power of listening to every customer’s pain points before sharing product benefits
  • How to position past failures as lessons for the future
  • Constantly updating your playbook to continue winning

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On the Tech Frontier with Dr. Garrett Pohlman: Takeaways from the American Urological Association Annual Meeting

Sponsored by TrackableMed

Go behind the scenes of the American Urological Association Annual Meeting and discover why some physicians choose to embrace new technology and dive head first into learning despite their peers’ reluctance to change.

In this week’s episode, sponsored by TrackableMed, we revisit some of the most exciting tech booths from AUA with Dr. Garrett Pohlman, Urologist and host of the Prostate Health Podcast. Dr. Pohlman joined us in Chicago as we explored the technology and asked innovators to talk about their solutions. In the interview, we also discuss the value of direct-to-patient marketing, why it’s important to have multiple tools to help patients with, and tactics to ensure patients return for another visit regardless of previous results.

What we discuss in the episode:

  • AUA 2023 Highlights & Takeaways
  • If flashy booths at conferences are worth the investment
  • The impact of direct-to-consumer marketing
  • Why Urologists need to have more than one tool in their toolset
  • Effective strategies to keep patients active in seeking treatment

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Universal Principles for Creating Legends with Gair Maxwell

Sponsored by TrackableMed

Why do people line up for one coffee shop when there’s an empty one three blocks away? What draws people to a product so much that they’re willing to sacrifice time out of their day to get their hands on it? How do you propel your product or service to legendary status? The answer may be more straightforward than you would have thought.

In this week’s episode, sponsored by TrackableMed, Gair Maxwell, Author of Big Little Legends: How Everyday Leaders Build Irresistible Brands, outlines what all legends become known for: their story. We discuss what makes a compelling story, how to translate the success of the Mona Lisa into a medical device sales meeting, and why stories really sell.

Tune in to learn about:

  • Why statistics alone aren’t enough to make a sale
  • Creating conversations to release oxytocin
  • The 3 acts every story needs
  • Storytelling as a part of human nature
  • Examples of what a good story in medical device might look like

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The Challenger Sale and Jolt Effect with Matt Dixon

Sponsored by TrackableMed

Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he’s back with new research and a new book sharing what the best sellers do to overcome this problem.

Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. In the interview, sponsored by TrackableMed, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.

In this episode, we also discuss:

  • The 3 ways to revisit the status quo objection
  • The Pain of Same vs The Pain of Change
  • Error of Omission vs Error of Co-mission
  • How FOMO tactics actually backfire in certain cases
  • The two drivers of no-decision losses
  • Shifting from a salesperson to a buyer’s agent

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A Physician’s Perspective on Selling to Doctors with Dr. Qasim Butt

Sponsored by TrackableMed

Some physicians seem to avoid medical device reps at all costs. Others seem open to conversations but may be skeptical of the intention behind them. And many don’t have the power to make a final decision anyway. So, what do physicians really think of medical device?

In this week’s episode, sponsored by TrackableMed, Dr. Qasim Butt, interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health, joins us to reveal how medical device reps should approach the changing landscape. We cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal.

Join us for more on:

  • How depth and storytelling can boost sales
  • Why it’s important to identify the right person to talk to in every office
  • How to utilize social media to create more opportunities
  • Making the most of a ten-minute conversation
  • Taking the time to learn and understand how everything works

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David Carey’s Advice for Driving Customer-First Innovation

Sponsored by TrackableMed

Is your team trained to recognize customer-first innovation? And how does that get reflected in the mission and everyday execution of your goals?

In this week’s episode, sponsored by TrackableMed, David Carey, CCO at Pristine Surgical, unravels the process of creating a client-oriented mission statement to act as a north star for the entire company. He also sheds light on the importance of bringing the right people to a startup environment, how his diverse career path helped him land where he is today, and why it’s important to enter the arena as fast as you can.

Listen to this episode for more on:

  • Key components for creating balance in a startup environment
  • How to look at customer challenges as a source of innovation
  • The one phrase that may alert you to new product opportunities
  • The unexpected pain point in technology adoption
  • How a diverse career sets you up for leadership roles in the future
  • Why you should always be prepared to learn more
  • How stepping into the arena as fast as you can leads to the data you really need

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About Instructor

Sandy Garcia

As a senior level marketing consultant, I help MedTech companies and medical specialty practices grow through behavioral marketing and growth acceleration programs. I've accumulated over 20 years of experience in media sales and sales management. This includes digital, radio, cable and print. With this experience, I have a track record for generating marketing strategies that help physicians and medtech leaders get a much higher ROI for their marketing investments, resulting in increased patient demand.

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