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
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
Resources from this episode:
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
Resources from this episode:
Social Media:
Mental tricks to avoid conflict on Thanksgiving weekend
Painful attacks swarm our minds, and that can be especially true in the chaos of holiday travel. As we prepare for the long weekend among family and friends, it’s easy to become riddled with negativity bias delivered to us by the autopilot brain.
This episode explores a few mental hacks that can help you maintain a positive lens. We also discuss tactics for chilling out the Black Friday experience, and of course, some of our favorite Thanksgiving dishes.
Listen to uncover:
- Why humans are so quick to become defensive or feel attacked
- How the autopilot brain works and ways to shift your perspective
- The science behind emotional responses
- The secret to engaging your prefrontal cortex
- Tactics to have a successful Black Friday experience
- Zed & Clark’s Thanksgiving Favorites
Resources from this episode:
Social Media:
How silos impact innovation and the generation of new ideas
New ideas are the lifeblood of innovation. But too often ideas get stuck in silos. As a result, we get absorbed by tunnel vision that prevents us from exchanging ideas, feeding our curiosity, and accepting our failures.
In this episode, we speak with Dr. Oshin Behl about strategic solutions healthcare organizations can use to improve every patient’s experience. We also discuss how boredom can fuel curiosity, the importance of accountability towards new ideas, and why ongoing research needs to remain a priority regardless of what we already know.
Listen to learn:
- Why there are still silos between MedTech and the patient population
- Advice for breaking silos in healthcare from a physician perspective
- The impact exchanging ideas can have on an organization
- A simple tactic to invite ideas from your organization
- Why systematic exchange of information can cause silos without knowing it
- Explore how to use failure as a tool for data collection
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Dr. Oshin Behl’s Article: 5 Tips on Making Healthcare Less Siloed (& Why it’s like the Shipping Industry)
Social Media:
Using Tech to Shape More Powerful Device Demos
Virtual Reality (VR) headsets are all the rage these days, but they’ve found particular use in medical device demos — not just to increase sales, but to train surgeons more effectively on new tools.
This week’s guest is Dave Howe, VP of Sales at Osso VR, a platform for virtual surgery training. Dave shares how VR demos are not only becoming a powerful sales tool, but are leading to longer-term adoption and utilization of technologies with proven patient impacts.
We also get into a conversation about the understated importance of company culture in getting results, and how you can improve your culture, no matter the size.
What we discuss in the episode:
- How virtual reality headsets make it easier to sell medical devices
- The way VR training is becoming increasingly important with newer medical devices
- A number of factors beyond a person’s skillset that make for an effective team
- Why you should never sacrifice team chemistry to hire a high performer
- How even large organizations can effectively change their culture for greater impact
Resources from this episode:
Social Media:
Leading with Personal Conviction featuring BioTissue’s VP of Marketing
What if the impact of your company’s work was so contagious, you could sense it in every conversation? Tiffany Matthews, VP of Marketing for BioTissue says their shared conviction and values are simply one of the things that makes that possible. Yes, they’re doing life-changing work – but the belief is paramount.
In this interview, we talk with Tiffany about these shared convictions, how this manifests itself in the company culture and mission, and how key behaviors become accountability beacons with real world impact. She even shares a few key stories that illustrate the power of physician belief in the OR.
Listen to learn:
- The importance of matching individual responsibility toward the business results chain
- Why she talks about “worthy, weary work”
- The importance of shifting your internal language from victim to opportunity
- How to ground yourself in positive intent vs desperation
- Why alignment doesn’t mean always in agreement
- Why your technology can help surgeons feel a greater connection to their work
Responses