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
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
Social Media:
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:
Social Media:
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
Social Media:
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
Social Media:
The Death of Differentiation in Sales with Sanjeev Loomba
Sponsored by TrackableMed
How could an industry that’s riddled with a lack of innovation possibly be ahead? There’s still a lot of room for improvement, but MedTech focuses more on value for the patient than differentiation. The focus is to provide the best possible solution for the ones that need it most. When you can consistently operate from that perspective, hitting a quota becomes secondary.
In this week’s episode, sponsored by TrackableMed, Sanjeev Loomba sits down to share insights from over 30 years of experience leading global corporations and transforming organizations. We learn about topics he discusses in his book, “The Ninth Gear,” including the two spheres people fall into during sales conversations, the difference between entrepreneurship and valuepreneurship, and why so many of us fall into the trap of doing more and achieving less.
Join us to hear more about:
- How operating in the me-sphere invites fear
- The benefits of operating from the you-sphere
- The death of differentiation in sales
- What valuepreneurship really is and how to assess it in your workplace
- Presenting products and services as a human first, then a scientist
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- The Ninth Gear by Sanjeev Loomba
- The 5 Minute Valuepreneurship Challenge
- The 4-Hour Workweek by Timothy Ferriss
Social Media:
Divine Intervention: A Medical Device Reps Inspiring Journey to Leadership and Purpose
Sponsored by TrackableMed
Outside of competitions on the Food Network, would you ever give a baker a set of recipes and expect them to make a cake out of it? Of course not! Ironically, we see physicians forced to perform their jobs based on the perspective of implant manufacturers every day. Not only does that limit the professionals who know what’s best, but it’s a huge disservice to patients needing effective care.
In this week’s episode, sponsored by TrackableMed, we met with Alyssa Huffman, CEO of ALLUMIN8, to talk more about the need for perspective in medical device. We also discuss how expanding that perspective invites us to see the benefits of innovation, giving physicians the power to create their own recipe, and the value of appreciating every step of the journey.
Join us for more on:
- Putting the patient first, no matter what
- The blood, sweat, and tears that go into sales and distribution
- The blind spots in how the economic landscape has changed
- How your true purpose will always find you
Resources from this episode:
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