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 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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Identifying Innovation Killing Ideas in MedTech
Sponsored by TrackableMed
Imagine if the entertainment industry never took a disruptive leap to completely redesign tech products. Television sets would weigh 600 pounds and you’d get maybe 20 channels. Now pivot to medical devices. Most infusion pumps in the market today were designed in the 1980s and were successful. But there’s no initiative from big organizations to take a big leap towards redesign and improvement. Innovation is dying.
In this week’s episode, sponsored by TrackableMed, Jeffrey Carlisle, CEO of Pneuma Systems, joins us to share his perspective on innovation in MedTech. We also discuss how technology contributes to the shortage of nurses, the importance of understanding the customer’s experience, and one simple step everyone can take to invite innovation into their organization.
Tune in for more on:
- Innovation killing ideas
- The necessity for disruptive leaps in the industry
- The staff shortage in hospitals and the problems connected to it
- Providing whatever the customer needs
- The complexities of medical device in our modern healthcare system
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Pneuma Systems
- We Love Innovation: So Long as It’s Nothing New
- The Goal by Eliiyahu Goldratt
Social Media:
Change with the Times or Get Left Behind with Eric Anderson
Sponsored by TrackableMed
The Medical Device and MedTech world is changing, and not everyone is ready to change with it. But for those who see this and want to jump on board, it can be a challenge to navigate. So how do you adopt new strategies to stay ahead of the shift? Eric Anderson believes technology, specifically social media, is a key factor.
In this week’s episode, sponsored by TrackableMed, Eric joins us to talk about the evolution of relationships in sales and how platforms like LinkedIn are not just important, but mission critical. We also discuss the power of building a personal brand, how social media really does supercharge in-person interactions, and strategies to help medical device professionals effectively change with the times.
In this episode we also talk about:
- The power of personalized content
- The changes on the service side of MedTech
- Why we’re waiting for innovation in MedTech and what to do about it
- Social media as a valuable tool for building relationships and attracting leads
- The impact talent from other industries could have
Resources from this episode:
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Stupid Things the MedTech Industry Does with Omar Khateeb
Sponsored by TrackableMed
Still stalking physicians in hospital cafeterias? Does your company applaud you for being asked to leave? If so, take a step back and a glimpse forward. You’re not doing yourself any favors. Success in medical device sales needs something radically different these days.
In this week’s episode, sponsored by TrackableMed, Omar Khateeb rejoins us to take a closer look at the trends that frustrate him most in the industry. While he’s invited leaders to embrace the digital age, he’s back to remind us that the MedTech revolution is already happening whether you’re on board or not. Learn how he’s coaching reps on LinkedIn and helping them take professional development into their own hands.
>> He even gives you the first step with 75% off his LinkedIn Profile Upgrade Course if you use the code: trackablemed
Listen for more on:
- Adopting technology in medical device sales
- Macroeconomic factors at play in terms of how buyers buy
- Inspiring action through learning
- Investing in the thing you spend the most time on
- The real reason someone takes a meeting with you
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Upgrade Your LinkedIn (Use Code – trackablemed for 75% off)
- Join Omar’s Masterclass
- Episode 13 with Omar
- Episode 14 with Omar
- Episode 87 with Omar
Social Media:
Pushing Organizations Out of Comfort to Achieve More Sales
Sponsored by TrackableMed
How do you achieve high sales rates in markets around the world? Identify the ideal distributor in each country, drive up their engagement and competency through personalized training, and teach them the ins and outs of the systems you have in place. At the end of the day, holding everyone accountable builds confidence and drives results.
In this week’s episode, sponsored by TrackableMed, we met with Zach Selch, Founder of Global Sales Mentor. In the interview, we learn more about how he’s found success selling medical device in 135 countries around the world. From the trade show lounge area to sending outsourced reps product information, Zach has mastered building an engaging community for sales professionals.
Listen to this episode for more on:
- Dissecting markets on a country-by-country basis
- Monthly engagement programs
- The importance of supporting and nurturing your salespeople
- Lessons in the universal purchasing process
- Teaching people to run into the fire
- Getting reps to remember you
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Global Sales Mentor
- Global Sales Book
- Men Against Fire by Samuel Marshall
Social Media:
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