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

Physician-turned entrepreneur: The recipe for rescuing healthcare

Why do so few medical professionals start companies to address the problems that bother them in the industry? Preston Alexander says it has more to do with mindset than ability.

Preston is a healthcare entrepreneur, helping doctors and nurses take more ownership of the business side of healthcare. He helps build companies to address the healthcare crisis in the US by making it more accessible and affordable, aiming to tackle the issues in a system he sees as unsustainable.

In this episode, Preston shares the insight he’s gained working with medical experts, and why these people are much more capable than they think at starting successful medical companies.

What we discuss in the episode:

  • Why physicians underestimate their ability to launch a successful medical business
  • Why they overestimate the risk involved in starting such a venture
  • How to find the right communities and mentors to bridge the gap between dreamy ambitions and reality
  • Why medical entrepreneurship is necessary to fix the unsustainable healthcare system

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Arming decision makers with the right data to close deals

Struggling to make sense of a mess of customer data in your sales process?

At S2N Health (a strategic services and software provider to healthcare technology innovators), Director of Marketing Haley Wolosehn, and cofounder Amy Siegel want to fix this.

S2N developed RepSignal, an AI-powered sales intelligence tool. Selling med tech devices is a complex process, but S2N believes it’s much easier when you can listen more effectively to your potential customers, ask better questions, and understand their specific pain points. In this episode, Amy and Haley share how RepSignal allows sellers to reach more key decisions makers and arm themselves with the data that’s most useful when selling to each unique customer.

Listen to learn:

  • How high-quality data helps close more deals
  • How to avoid missing key decision makers when selling at a hospital
  • How to ask smarter questions to uncover pain points faster
  • Why learning to listen better is essential to boosting close rates
  • How your team might be underutilizing the software platforms you’re using, leading to frustration and wasted time

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How to Expand Your Influence and Attract Opportunities with Johnny Caffaro

If you’re scared to begin building your presence on LinkedIn, you’re not alone. But the time is now, says Johnny Caffaro.

A master at brand building and consistency, Johnny has leveraged his medtech and sales expertise, industry presence, and personal brand pillars to generate more than 20,000 connections and dozens of deals and opportunities through social media. In this episode, Johnny shares his recipe for success and lessons he’s learned along the way, plus the importance of consistency for building your influence online.

Listen to learn:

  • Why it’s so scary to put yourself out there and how to overcome that fear
  • The pillars, cadence and methodology for posting content
  • Why content from a person always outperforms content featuring a product
  • How to tie your personal content to your company for additional value
  • The reason why people think LinkedIn is saturated (it’s not!) and why now is the time to double down
  • How you can leverage platforms like LinkedIn to boost success for your surgeon and physician customers

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Tips and techniques to avoid the default “No” in sales

Trying to gain access to a medical office or surgeon? Chances are, you’re doing it wrong…or just like everyone else. And that’s not good. In this episode, we learn how Jessica Zampedri, a consultant for orthopedic and spine surgeons, is approaching the challenge of access and how she’s building net new relationships in strategic ways.

Jessica shares how she’s standing out from the other MedTech sales clutter, how to use personalized videos, and why the dreaded imposter syndrome will stop you dead in your tracks.   

What we discuss in the episode:

  • How we make decisions and why logic goes out the window many times
  • Why sales reps struggle to get access to surgeons
  • How Jessica is using personalized sales videos and how it’s opening doors for her
  • The impact of “mental calories” in sales and why you’re getting default “No”
  • The 6 P’s and the role of social edifying
  • Recommendations for cadence in outreach and touch points

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Is your subconscious behavior holding you back?

What separates people who accomplish great things from those who spin their wheels? Mindset. Rhonda Petit is a sales and mindset mentor and author of “The Spirit of Selling: Using Universal Laws for Sales Success”. She’s worked with hundreds of sales professionals to help them harness the power of psychology and mindset to level up their career and drive extraordinary results. This is a must-listen for every sales pro and leader.

What we discuss in the episode:

  • Why every sales pro needs to be a master at decision making
  • Programming from our childhood that may be holding us back as adults
  • What an iPhone upgrade can teach you about your own beliefs
  • How to get really clear on what you want and how to get it
  • The power of recency and how to snap out of negativity

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Breaking Down Silos in MedTech with Dr. Jawad Ali

What if every MedTech founder could get direct access to a group of physicians to ask questions, overcome obstacles, make connections, and help get their technology and therapies to market? Actually, what you’d get is someone like Dr. Jawad Ali!

A practicing surgeon, MedTech leader, founder of Austin MedTech Connect, and Founding Partner of Vality Partners, Dr. Ali and his team help early stage MedTech companies with clinical validation, product development, trial design, and funding. They are a team of physicians united by a passion to advance the next wave of medical innovation.

What we discuss in the episode:

  • Why he’s so excited about digital surgery and the trends in this area
  • The current challenge with bringing a new technology to clinical trial
  • Why early collaboration beats solo development every time
  • Virtual and licensing challenges that still impede surgeon adoption of new technology
  • How they’re breaking down silos in MedTech development through Austin MedTech Connect
  • What it looks like to get help with bringing a product to market

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Responses

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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