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
Coaching vs. Managing: A Paradigm Shift for Sales Leaders in MedTech
Believe it or not, knowledge can be a curse when it comes to medical sales. If sales reps are leaning into clinical and product knowledge too much, it can take away from the connection their clientele often desire. So what can sales leaders do to help develop their teams for maximum impact?
In this week’s episode, sponsored by Alpha Sophia, we met with John Crowder, Vice President of Healthcare for Integrity Solutions. In our conversation, John highlights the importance of coaching and leadership skills and urges leaders to adopt a consultative approach. He also shares insights on the challenges faced by the industry, including the need to adapt to changing access dynamics and the critical role of continuous learning and development for both individuals and teams.
What we discuss in the episode:
- The number one challenge faced by medical sales teams
- How to effectively understand and develop each team member individually
- The value that continuous learners bring to a sales team
- The negative impact of exclusively knowledge-based learning
- How to drive consistent improvement over time
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The Black Hole Beyond The Health Clinic: Helping Patients Take Better Care of Themselves
Patients enter a black hole as soon as they leave their physician’s office. They’re expected to keep up with intense regimens and care for themselves as their doctors do. Unfortunately, this often leads to unnecessary medication errors, inaccurate data, and potentially harmful dosage increases. But what if there was a way to support patients beyond the clinic?
In this week’s episode, Charles Gellman, founder and CEO of HiDO Health joins us to discuss how AI assisted robotics is helping them reduce hospitalizations by 80%. We also discuss how this advanced technology is helping patients care for themselves, reduce medication errors, and receive extra support with ease.
Sponsored by Alpha Sophia
Tune in to hear more about:
- AI-assisted robotics
- Reducing unnecessary medication errors with patients
- Real-world success stories of patients helping themselves
- Reducing hospitalizations and increased dosages
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Helping Physicians Get Their Time Back with DocBuddy
Physicians across the country continue to trudge through the difficulties of documentation. Most are still using legacy software that requires excessive time and effort. What if you could streamline the workflow and save dozens of hours along the way?
Erik Sunset, VP of Marketing at DocBuddy, talks to us about how their improved documentation technology provides flexibility and efficiency. We also discuss the growing desire for better technology among physicians, the alarming truth behind burnout in the industry, and how past solutions are no longer viable options.
Listen for more on:
- The growing need for better technology in healthcare
- Addressing physician burnout and providing flexible solutions
- Using technology to streamline workflows and accelerate documentation with voice command
- How physicians are increasingly demanding their time back
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All the Market Data with None of the BS
Think about it, the company that sells you your deodorant knows more about you than a medical device company. Why does that seem so backwards? But what if we told you there’s a tool available for medical device companies to gain valuable insights about 2.8 million healthcare practitioners?
In this episode, sponsored by TrackableMed, Founder and CEO of Alpha Sophia, Paul-Lukas Hoffschmidt, joins us to share how he’s accelerating product adoption across the industry. We discuss how to use data to create more targeted opportunities, facilitate more meaningful discussions, and separate from crowded ecosystems.
Join us to learn more about:
- The different types of data and how to get the most out of them
- Understanding the personalities you’re targeting and being able to craft marketing and sales campaigns around that information
- A tool that helps you identify high-conversion opportunities before traveling
- Helping innovators grow faster
- How client feedback can act as a community to promote success
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Are Inside Sales Right for Medical Device?
Sponsored by TrackableMed
What if you never had to worry about missing calls and losing sales, and sales STILL kept moving? It may be out of your comfort zone, but adopting inside sales tactics has been proven to accelerate growth and reduce costs. But how do you do that in an industry that is known for the power of face-to-face meetings and hands-on demonstrations?
In this week’s episode, sponsored by TrackableMed, we met with Charlie Tate, a Partner at Synchronized Sales, and learned about how he’s been able to transfer strategies from his tech background into healthcare. We explore how his inside teams can help outside sales reps keep momentum and the benefits of making phone calls that align with in-person efforts.
Listen for more on:
- Bringing inside sales to healthcare
- Maintaining full compliance with every client
- The benefits of moving sales along over the phone
- Keeping outside sales reps from being bogged down
- How working in this role can prepare you for a career in medical sales
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Creating a Competitive Advantage by Addressing the Little Things
Sponsored by TrackableMed
How many tests does it take to get product approval? The world may never know. But if you’re not consulting your human factors team until the last minute, you may be creating unnecessary roadblocks. And sometimes those roadblocks are hiding in plain sight.
In this week’s episode, sponsored by TrackableMed, we met with Heidi Mehrzad, CEO and Founder of HFUX Research, a human factors consultancy specializing in medical device development. In the interview, Heidi reveals where most innovators miss the mark and how human factors could help them progress more efficiently. We also discuss the interaction between the user and the interface of the device and hear examples of how minor changes can impact the trajectory of an entire business.
We also talk about:
- The many different types of interfaces in medical device
- How the 80/20 rule can help marketing and sales teams maintain direction
- Human factors teams as the advocate for patients
- How transfer knowledge often leads to misused products
- Why it’s important to talk to everyone involved with product adoption, not just the surgeons
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