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
Putting a Stop to Wasted Resources: How Virtual Reality can Transform Physician Education
Sponsored by TrackableMed
In a world of artificial intelligence and virtual reality, why does MedTech remain 5 years behind other industries when it comes to modern solutions? Part of the problem is accessibility. Sales reps are constantly traveling cross-country to meet with surgeons they may never hear from again. But what if there was a way to meet with more surgeons without wasting so many resources?
Matt Wheeler is a visionary entrepreneur, highly skilled business associate, and proven sales leader with over 20 years of experience. As the Chief Revenue Officer at Immertec, he plays a pivotal role in driving revenue growth and guiding the organization toward success. In this episode, sponsored by TrackableMed, Matt sits down with us to talk about how Immertec’s virtual reality headset can bring 100 people to the same operating room. We discuss the value behind saving time and resources, the advantage of increased accessibility for practicing physicians, and how this distant learning experience actually leads to more in-person success.
Join us for more about:
- Improving the learning experience by taking surgeons out of the operating room instead of the other way around
- Increasing conversion rates with early-stage education
- Accelerating the number of people you can get into your early-stage funnel
- How this technology can benefit sales, marketing, R&D in addition to surgeons
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A Guide to Career Change for Listeners Everywhere
Sponsored by TrackableMed
After 22 years of teaching in England, Phil Gostling was ready for a new challenge and took the leap into medical sales. Hard? Yes. But his lessons are gold and his approach to the industry can teach even the most seasoned sales teams about the importance of learning and listening.
In this week’s episode, sponsored by TrackableMed, Phil shares how he found his new role as an EndoMech Sales Specialist at Ethicon. From taking advice from guests on previous episodes of this podcast to utilizing transferrable skills developed in teaching, his story will likely inspire others to follow his lead. We also explore the impact of being driven by purpose, how data has helped guide him in his first year, and how much more there is to sales than just selling.
Tune in to hear more about:
- Aligning with purpose in everything you do
- How new challenges ignite a new learning muscle
- The value of individual and team reflections in sales
- How to effectively prepare for a career change into medical sales
- Utilizing transferrable skills to develop yourself and/or pivot
- Data-guided behavior and how this impacts your ability to focus
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Mission to Zero: Eliminating Misdiagnosis of Sepsis with Greg Bullington
Sponsored by TrackableMed
Did you know that sepsis is the leading cause of death, costs, and readmissions in hospitals nationwide? Additionally, the standard of care blood tests used to diagnose the infection in an average hospital is wrong 40% of the time. So, what’s being done to address this concerning data in the healthcare system?
We’re joined by Greg Bullington, CEO and Co-Founder of Magnolia Medical Technologies, to learn more about his mission to eliminate the misdiagnosis of sepsis. In the interview, Greg highlights the accuracy and immediacy of his team’s solution, which consistently reduces false positive sepsis tests by up to 90 percent. We also discuss how they’re moving away from gray areas of medicine, overcoming initial resistance in the market, and tactics to raise awareness and knowledge.
What we discuss in the episode:
- The 17-year journey to changing the standard of care
- Overcoming the obstacle of abstract value propositions
- The challenges that arise when relying on peer-review studies to drive demand
- The benefits of doing your customer’s homework for them
- Moving away from gray areas of medicine
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Founder of Becker’s Healthcare Talks Consolidation, Challenges and Growth
Sponsored by TrackableMed
It’s no secret that how you sell and who you sell to is critical for company growth, but how do you navigate variables outside of your control? Healthcare is seeing an increase in consolidation across the board, leaving little room for small to mid-sized companies to operate. In this week’s episode, sponsored by TrackableMed, we put the health ecosystem under the microscope to understand more about what’s happening.
Scott Becker, Partner at McGuireWoods and Founder of Becker’s Healthcare joins us to discuss the shifting customer landscape in the health ecosystem. We also talk about why it’s such a challenge for small to mid-sized companies to gain traction in this space, the effect consolidation has on the market, and the advantage of seemingly unlimited resources in building customer awareness.
Listen to this episode for more on:
- How consolidation is erasing a portion of the customer landscape
- Why it’s difficult to replace or even compete with big companies
- The cost of getting your solution recognized in the market
- How to build credibility with larger customers
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Why Sales Stall and How to Fight Back with Author of The Jolt Effect
Sponsored by TrackableMed
Salespeople spend valuable time on conversations that lead to dead ends because customers don’t feel confident making decisions. So how do you navigate a conversation with a buyer in a way that can help them avoid analysis paralysis or other forms of indecision?
Ted McKenna, an accomplished sales and customer experience researcher, founding partner of DCM Insights, and co-author of The Jolt Effect: How High Performers Overcome Customer Indecision joins us to share his expertise on the matter. In this episode, sponsored by TrackableMed, Ted gets tactical and specific about effectively harnessing trust and building confidence with everyone you talk to. We also discuss the power of cooperative overtalk, how to improve proactive guidance, and strategies for anticipating objections.
Tune in for more on:
- Overcoming customer indecision
- Two playbooks for overcoming status quo
- How to get comfortable making recommendations
- Making customers feel like they’re not alone in the decision-making process
- Radical candor as a double-edged sword
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- The Jolt Effect
- 10-Hour Sales Course
- Free Tools from the Book
- Matt Dixon’s Episode
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Landing New Cases: The Missing Link for Medical Device
Sponsored by TrackableMed
It’s no secret, there are a few things missing from the field of medical device. But how do we bridge the gap and connect all the items that sales reps deal with on a day-to-day basis? It starts by building awareness.
Erik Trattler, Director of Business Development at TrackableMed, joins us on this week’s episode to talk about what it takes to effectively raise awareness for all parties involved. We also explore the long-term benefits of an efficient marketing effort, how to ease the frustration that many surgeons are struggling with, and what it really means to add value.
Tune in for more on:
- Why social media efforts are useless if you have the wrong message
- The many different facets that can assist surgeons to treat more patients
- Staggering statistics around ROI
- Understanding your clientele on a human level
- The extra tools you need to grow your practice
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