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
Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
Sponsored by TrackableMed
How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what’s best for their practice? It seems like there’s a new product or solution every day. Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives.
That’s where world-renowned researcher Brent Adamson comes in. He’s the co-author of bestselling books The Challenger Sale and The Challenger Customer, and joins us on this episode, sponsored by TrackableMed, to share how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.
Join us for more on:
- How sales reps can differentiate themselves by providing more clarity
- How to provide customers with the confidence to make decisions
- Buying group alignment and how it impacts sales
- The dimensions of struggle for customers and how to overcome them
- Knowing a customer’s business better than they do
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Brent’s Breakdown
- Customer Value Community
- Challenger Sale
- Challenger Customer
Social Media:
From Medical Sales to CEO of Nationwide Sinus and Allergy Centers
Sponsored by TrackableMed
Is it possible to check all the boxes when it comes to delivering value? Patients value treatment and the overall experience, doctors value time and productivity, and office managers value organization and minimal disruptions. It can be a tall order.
Matt Ghanem, Co-Founder and CEO of National Breathe Free Sinus & Allergy Centers, joins us on this episode, sponsored by TrackableMed, to share how he transitioned from medical sales to building a platform of practices across the country. We discuss how his perspective has changed since his days in sales, lessons he’s learned along the way, and why their mission is about helping more than just the patients, but every person involved.
Tune in for more on:
- Discovering and overcoming complexities of insurance in healthcare
- Different ways of creating true value
- How to bring emotional intelligence to sales
- Grounding principles that help drive a successful organization
Resources from this episode:
Social Media:
Changing Cancer Detection and Treatment with Augmentative Intelligence
Sponsored by TrackableMed
Doctors dedicate their lives to the health of others, making difficult decisions, and initiating tough conversations. Still, doctors are human and mistakes can happen. But what if they had a tool to help them review more data, scans, etc, prioritize patients, and get ahead of anomalies?
In this week’s episode, sponsored by TrackableMed, Navid Alipour, Co-Founder and Managing Partner at Analytics Ventures, and Co-Founder of CureMatch and CureMetrix sits down with us to explore the rapidly growing world of Augmentative Intelligence. In the interview, Navid educates us on this unique combination of AI and other technologies and how it can be used as a tool to help doctors treat more patients, faster. We also discuss how tools like this can bring more balance to the entire industry and the importance of second opinions.
Listen for more on:
- Augmentative Intelligence as a workflow tool for doctors
- Detecting cancer up to 6 years earlier than doctors
- The law playing catch up with technology
- If technology is good or evil
- Democratizing technology to bring more care to community hospitals
Resources from this episode:
Social Media:
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
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Barbarians to Bureaucrats
- Crossing the Chasm
- Zone to Win
- The Jolt Effect
- Challenger Sale
Social Media:
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
Resources from this episode:
Social Media:
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
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Big Little Legends: How Everyday Leaders Build Irresistible Brands
Social Media:
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