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
Encore: The Leader’s Guide for Resetting Your Mindset for 2023
It’s high time you let yourself fail at something new – in fact, it could be the best thing you do for yourself in the coming year.
We all operate in two types of mindsets: fixed vs growth, as outlined in psychologist Carol Dweck’s landmark book “Mindset.” But mere surface knowledge of the daily tips, tricks, and techniques she popularized won’t revolutionize your career. In this episode, we’re replaying one of our most popular conversations about the power of mindset, and knowing where you sit when the going gets tough.
With the new year on the horizon, there’s no better time to revisit the issue with “problem territories,” and reset your mindset!
In this episode, you’ll learn:
- Why being your hardest critic causes you to miss more opportunities
- How to acknowledge failure in a healthier, more constructive way
- The reason we often seek comfort in our own faulty assumptions in social situations
- Practical steps for replacing self-deprecation with constructive questioning
- Why “smart” kids often grow up to be risk-averse adults
Plus, we discuss the value of adopting what works – and discarding what doesn’t – from the mindsets of colleagues and competitors.
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Lessons Learned From Developing New Technology with Neteera’s Founder, Isaac Litman
Isn’t it ironic . . . we have vehicles that can drive themselves, and yet healthcare patients remain restricted by wires, patches, and tubes? Isaac Litman, CEO and founder of Neteera, recognized the arbitrage and decided to act on it. His company has developed a contactless heart and lung monitor that can measure vital signs from a distance, using a number of innovative data points.
In this week’s episode, Isaac joins us to discuss his approach to bringing more advanced technology to healthcare. We also talk about the 8-year journey to bring a product to market, overcoming challenges, and the hunger for innovation in the industry.
Listen for more on:
- The inevitable changes approaching healthcare in 2023 and beyond
- How the Neteera team is custom manufacturing radar technology
- The data points providers could leverage with this new technology and how that empowers healthcare decisions and point of care
- How Isaac and his team approach failure and persistence toward problem-solving
- How observing other industries can inspire you to take action in the healthcare space
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Intensity is Your Why: How Barricaid is Channeling Their Impact for Growth
Could you find more success by focusing on 10% of your potential market?
Robert Spomer, VP of sales at Intrinsic Therapeutics, says yes by channeling impact through the right surgeons, even if that means limiting where your resources go. In this week’s episode, Robert shares why he’s so passionate about medical device sales, how to identify the right surgeons to work with, and the impact technology can have in the operating room.
Listen and learn about:
- Limiting potential market to increase sales
- The two types of customers in medical device sales
- The benefits of passion in your work
- Questions that have answers vs those that don’t
- How to choose the right surgeons to work with
- Creating markets vs competing for market shares
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Making the Phone Ring with New Patient Appointments
Many physicians enter the field carrying an outdated assumption that there’s no need to advertise. You simply showcase your achievements, connect with your network, and eventually the work comes. But that model is broken.
Our very own Zed Williamson recently joined Dr. Scott Sigman on The Ortho Show Podcast to talk all things patient demand. In this special episode, Zed shares tangible examples of what an ineffective advertising message looks and sounds like, the bias our brains entertain, and how many patients are candidates for the very procedures that are tied to medical device cases for your technology.
Listen to hear Zed’s input on:
- How predictability in the human brain works and why you should care
- Neuroscience and heuristics bias and how that drives action
- Using bias as a learning mechanism
- Why the right message can attract or deter patients
- How to design emotional vs data driven responses
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Episode 80: No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently
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Market agitation techniques and resources with Aryn Peled
Resources, whether we recognize them or not, are all around us. But how do we ensure we’re utilizing them to reach optimal results?
This week, we sat down with Aryn Peled, a strategic account executive at TrackableMed and former medical device rep and healthcare industry veteran. With her experience as a nurse, Aryn provides a unique perspective as she transitioned to medical device to sales, and then to device marketing. In this episode, we discuss how medical device professionals can work smarter (not harder) and dive into valuable tactics to help you find the right customers.
Listen and learn about:
- Market agitation tactics that will help change behavior
- Utilizing industry experts as resources in your sales approach
- Selling to the entire office, not just the physicians
- Utilizing a proactive approach to helping and educating your prospective customers
- How a medical background plays into sales roles in medical device marketing
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Stop Trying to be the Sales Hero
Providing a solution doesn’t make you a hero. It makes you a guide. As such, it’s important to pave a consistent, repeatable pathway that people can trust and look forward to. In this episode, medical device industry veteran and fortune 500 business leader Mike Dugan joins us to share his insights about the importance of an effective sales process and how to get sales reps excited about putting it into practice. We also talk about catering to each salesperson’s strengths, emotional triggers leading to sales, and how getting your existing customers involved in the evolution of your process goes a long way.
Listen to learn more about:
- The sherpa mentality in sales and how to help your clients up the mountain
- Sales as a repeatable science
- Strategies for building an effective sales process to help every rep succeed
- How every customer actually buys the same (it’s true!)
- How to utilize client feedback to improve your sales process
- Continuing vs Advancing in Sales
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