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
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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Fixing Healthcare from the Trenches with Dr. Alejandro Badia
Sponsored by TrackableMed
Change becomes possible when messages are delivered from the trenches. Widespread knowledge of issues within an industry doesn’t mean they’re going to be addressed unless the ones directly observing what’s taking place can bring awareness to the public eye. Dr. Alejandro Badia, founder of OrthoNOW and Badia Hand to Shoulder Center and orthopedic hand surgeon, is using his voice to proactively disrupt the industry.
In this week’s episode, sponsored by TrackableMed, Dr. Badia, who also hosts the Fixing Healthcare from the Trenches podcast, joins us to dive into the industry challenges he’s witnessed on the front lines. Explore the roadblocks created by health insurance that impacts patients as well as physicians. We also discuss the importance of collaboration as a vehicle for change.
Join us for more on:
- Steps healthcare professionals can take to claim control
- Social media as a tool for creating dialogue
- Taking initiative to educate patients on what’s really going on
- How to proactively address issues in healthcare
- How a little bit of time and a lot of interest can make a big difference
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- OrthoNOW
- Badia Hand to Shoulder Center
- Fixing Healthcare… From the Trenches Podcast
- Healthcare From The Trenches: An Insider Account of the Complex Barriers of U.S. Healthcare from the Providers and Patients’ Perspective
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Scaling Access to Connections with David Moser
Sponsored by TrackableMed
Can we bring a door-to-door approach to the modern age? Building a relationship with office staff and learning how to navigate their space is still important, but we need to take our approach to the digital world. And instead of talking to a few people in the office, you can reach an infinite audience depending on what you do for yourself online.
In this week’s episode, sponsored by TrackableMed, David Moser, VP of Growth at imaware, returns to break down why social media is a valuable tool for your set. We also examine the difference between candidates that resist change and those that are on board with it, key actions to amplify sales, and the commitment required for building an audience.
Listen for more on:
- Sales tactics beyond door-to-door
- The long game of digital sales
- Skillsets required for sales today
- How AI can be used to help you build confidence and create content
- The benefits that can come from sharing your knowledge
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- How to Use LinkedIn and Twitter to Crush Your MedTech Sales
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