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
The Challenger Sale and Jolt Effect with Matt Dixon
Sponsored by TrackableMed
Did you know that 40-60% of the average sales pipeline stalls out due to not moving forward? Author of The Challenger Sale Matt Dixon calls these no-decision losses. And they plague sales teams the world over, which is why he’s back with new research and a new book sharing what the best sellers do to overcome this problem.
Matt Dixon is the Founding Partner of DCM Insights, and co-author of four of the most important sales and customer experience books of the past twenty years, including The Challenger Sale and his latest book, The JOLT Effect: How High Performers Overcome Customer Indecision. In the interview, sponsored by TrackableMed, Matt breaks down concepts from his books, reveals how fear of failure is a sidekick to status quo bias, and how FOMO is a valuable sales tactic for some and a scare tactic for others. We also discuss the overwhelming number of sales lost to no decision and attempt to understand the reasons behind it.
In this episode, we also discuss:
- The 3 ways to revisit the status quo objection
- The Pain of Same vs The Pain of Change
- Error of Omission vs Error of Co-mission
- How FOMO tactics actually backfire in certain cases
- The two drivers of no-decision losses
- Shifting from a salesperson to a buyer’s agent
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- The Jolt Effect: How High Performers Overcome Customer Indecision
- The Challenger Sale
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A Physician’s Perspective on Selling to Doctors with Dr. Qasim Butt
Sponsored by TrackableMed
Some physicians seem to avoid medical device reps at all costs. Others seem open to conversations but may be skeptical of the intention behind them. And many don’t have the power to make a final decision anyway. So, what do physicians really think of medical device?
In this week’s episode, sponsored by TrackableMed, Dr. Qasim Butt, interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health, joins us to reveal how medical device reps should approach the changing landscape. We cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal.
Join us for more on:
- How depth and storytelling can boost sales
- Why it’s important to identify the right person to talk to in every office
- How to utilize social media to create more opportunities
- Making the most of a ten-minute conversation
- Taking the time to learn and understand how everything works
Resources from this episode:
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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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