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
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:
Social Media:
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:
Breaking Through Healthcare’s Decision-Making Pyramid with Diana Hall
Are regulations and requirements preventing products, solutions, and treatments out of the hands of patients that really need them? Good providers want to improve patient care and try to use new products that can help, but they’re often restricted by the red tape in their own network. This, plus a culture amongst physicians that’s difficult to change, makes innovation in healthcare a massive challenge.
We sat down with Diana Hall, President and CEO of ActiveArmor, to learn more about her quest to breach the walls of the healthcare industry with her 3D printed casts. The 2022 Colorado Manufacturing Woman of the Year shares what inspired her to engineer a new and improved cast, the challenges she faces in getting the product to patients, and what steps to take to launch your innovative ideas.
Listen for more on:
- Advantages of 3D printed casts
- The 3 levels of the customer funnel
- Changing behavior by challenging the status quo
- The culture of physicians when it comes to MedTech innovation
- Conflicts of interest between decision makers in healthcare
Resources from this episode:
Social Media:
Buying From Your Company is Harder Than You Think
In a world of instant gratification, why is it so difficult to get in touch with your local medical device representative? Whether you’re looking to have someone answer your questions or you want to make a purchase, finding the right information shouldn’t be an obstacle – it should be a simple step towards your solution. Cheryl Halbert, founder and CEO of RepSource, experienced that challenge regularly at the beginning of her medical device career. Instead of waiting around for a solution, she rolled up her sleeves and created it.
In this week’s episode, Cheryl shares the pain points she’s witnessed on both the clinical and rep side, and how RepSource is addressing those problems. We also discuss the importance of immediate availability for customers, the challenges that hospital staff turnover rates can bring up, and how to avoid missed opportunities.
Join us for more on:
- The challenge of relying on a business card
- Making rep information more accessible to everyone
- Simplifying processes to get customers on the phone
- Instant gratification as a driving force
- Creating the path of least resistance in medical device sales
Resources from this episode:
Social Media:
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