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
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
Resources from this episode:
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Feeling like You’re on a Hamster Wheel? How to Find Purpose with Rebecca Kinney
Sponsored by TrackableMed
At times, medical device sales can feel like a never-ending treadmill – when’s the last time you stopped and looked around? Are you truly living the life you want and making the impact you dreamt of making?
In this week’s episode, sponsored by TrackableMed, Rebecca (Becca) Kinney, owner of Cypress, Inc. joins us to unravel how self-care and self-expression have helped her succeed in ways she never thought possible. We discuss how diving inward can help expand your reach, why you need to consistently ask yourself the real questions to stay motivated, and the simplicity of the checklist to being awesome (spoiler, it doesn’t exist).
Join us to hear more about:
- The value of self-awareness throughout each day
- How honest, unpolished LinkedIn posts connect you with an authentic audience
- The truth behind work-life balance
- How to identify if you’re living in a life of “have-to’s or just going through the motions (and how to avoid this!)
- The secret to being awesome and driving impact with your work as a medical device rep
Resources from this episode:
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Making it Easier for Physicians to Adopt New Technology with Dr. Keith Matheny
Sponsored by TrackableMed
Many physicians lack training and understanding of how to bring products to market. Similarly, many engineers and MBAs have no idea what it’s like to be a physician. It’s no wonder medical innovation encounters roadblocks. Dr. Keith Matheny, Vanderbilt-trained Otolaryngologist in community practice in North Dallas, emphasizing Rhinology & Sleep in adults and children, lives on both sides of this equation. In his work as Founder/Chairman/CEO of US ENT Partners and CO-Founder of Sleep Vigil, Dr. Matheny has learned to embody the collaboration and feedback necessary to launch and grow medical device companies while serving as a specialty provider.
In this episode, sponsored by TrackableMed, we dissect the world of medical device from both sides. We wrestle with the balance between business and patient care, where to find the finish line after FDA approval, and why solutions get “over-engineered” (and what to do about it).
Listen to learn:
- The disconnect of perspective between engineers and physicians
- Collaboration as a solution for fragmentation
- The importance of being able to receive critical feedback without defensiveness
- Why you must be tenacious and stick around long enough to see things pay off
- The role of collaboration and collective wisdom in building a solution that works
- The different faces of the end user and how that affects adoption
Resources from this episode:
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The Proven Path to Career Advancement: Actionable Tips From Bret Barrie’s New Book
Sponsored by TrackableMed
When is the last time you participated in a dress rehearsal? Let us rephrase that. When is the last time you dressed for the role you wanted, took actionable steps to showcase your ability to perform in that role, and gathered valuable feedback from the ones calling the shots? If you’re seeking career advancement, there are tactics to help you get there.
In this week’s episode, sponsored by TrackableMed, Bret Barrie joins us with his roadmap to success, “Promoted: The Proven Path to Career Advancement.” We break down concepts from the book to offer listeners actionable advice on topics like what to do after you didn’t get the promotion you wanted, how to show that you have what it takes to lead, and what it really means to be off self and on purpose.
We also talk about:
- Specific steps you can take to get the promotion you’re looking for
- How to navigate difficult conversations with leadership
- Why it’s important to be aware of how others see you in the workplace
- The value behind proposing solutions rather than pointing out issues
- Creating a positive culture for every member of a team
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Promoted: The Proven Path to Career Advancement
- The Selling Edge: How to Reach the Top in Any Sales Industry
- bretbarrie.com
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Motion vs Action: Avoiding the Service Trap with Steven Cook
Sponsored by TrackableMed
So, you want to be a sales professional? It’s going to take a lot more than selling a product, getting paid, and calling it a day. It’s going above and beyond in every aspect of the role and facing an important fork in the road: Can you step out of your comfort zone, say no to business when it’s not the right fit, and establish leadership without stepping on anyone’s toes?
In this week’s episode, sponsored by TrackableMed, Steven Cook, Director of Sales-Southeast for Acumed, sits down with us to unravel what it really takes to make it to the big leagues of sales. He shares three keys to his formula for success in medical sales, the importance of being able to keep your composure in the face of the fire, and how to plan your path for a breakthrough by stepping out of your comfort zone.
In this episode, we also discuss:
- Motion vs action in a sales environment
- Learning how to say no to the wrong customers
- Avoiding the service trap of medical sales
- The impact of teamwork on the sales process
- How to be a true sales professional
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Weekly Activity Scorecard
- Career Opportunities with Acumed
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From Crossing the Chasm to Zone to Win with Geoffrey Moore
Sponsored by TrackableMed
As a startup with disruptive tech…your enemies are on the outside. But what happens if you are an established enterprise…your battles are within. Too many enterprises end up losing momentum by running the wrong playbook at the wrong time.
In this week’s episode, sponsored by TrackableMed, we had the opportunity to speak with author, speaker, and advisor Geoffrey Moore about his experience working with startup companies and established tech enterprises. He discusses topics from two of his books, “Crossing the Chasm” and “Zone to Win,” and highlights some of the biggest mistakes companies make and where breakthroughs can occur. We also explore the importance of balance within an enterprise, how to counter existential threats against your business, and the true value of momentum.
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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