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
Hacking Human Behavior: Why Med Device Marketing Needs to Change
Every human has the same problem–regardless of how progressive our world is, our brain still processes life through the lens of survival. And this means we encounter hundreds of biases every day that impact not only our own behavior, but the behavior and actions of our customers.
In this episode we turn the mic to interview host Zed Williamson, founder of TrackableMed, about these biases andhow they impact Med Device marketing, sales, and ultimately revenue growth. Learn these human “autopilot” settings interfere with patient and surgeon decisions and how you can change that.
Listen to learn:
- The real reasonsales and marketing live in a siloed world (hint: it’s about self-preservation)
- Why college curriculum often teaches students the wrong approach to advertising
- Biases like negativity bias, confirmation bias, commitment bias and more that every sales and marketing team should acknowledge and lean into
- One question you should ask to ensure you’re making the customer the hero
- How to examine the customer’s perception of fear and loss, and why that’s essential fordriving behavior change
Plus, learn what book Zed recommends as a must-read for deeper learning in this area, and why the curse of knowledge runs rampant among Med Device companies
Resources from this episode:
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Why Hard Work Isn’t Enough and What Leaders Need to do Instead
Working hard is essential for success. But it’s not a long-term solution for your leadership credibility. In fact, you may need to “unlearn” some behaviors and beliefs that got you to where you are today. Leadership coach and author Jeff Shannon digs deep into these very topics in his book: “Hard Work is Not Enough.”
In our interview with Jeff, we tear down some challenges that every leader faces in identifying blind spots and establishing executive presence, along with discussing what needs to happen to get your team on board with new ideas and innovation.
Listen to this episode to learn:
- Why the best leaders know how to reduce friction and do this regularly
- The concept of unlearning and why it’s so essential for MedTech leaders and managers
- Why you should not be treating everyone the same (it’s not what you think)
- Signs that may suggest that you may lack executive presence and what to do about it
- How to resist the urge to “fly the plane” and instead coach others, even if they fail in the process
Resources from this episode:
- Free Book: Hard Work is Not Enough – The surprising truth about being believable at work
- Get the free MedTech Talk Tracks for Action
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Mentorship in medical device success featuring Mad Device Rep
While he’s known for roasting daily absurdities of rep life, Mad Device Rep is a must-follow on social and a wealth of knowledge about life in the medical device sales industry.
Learn why he says that working with a good mentor is one of the best things you’ll ever do for you career (and your own personal development).
Plus, discover the power of his global digital community and providing helpful, curated content for medical device sales professionals. Beyond mentorship, this social savvy rep also dishes on the importance of humility in your expertise and the mental health side of medical sales — something that too often goes unaddressed.
What we discuss in the episode:
- Why perpetual learning is even more important for “experts”
- Why finding a great mentor is one of the best things you can do for your career — and for yourself
- Lessons learned in building an industry community (and finding the right meme to connect with people!)
- Tips for finding a great mentor
- The importance of small wins for getting through a slump
- How to internalize more information from the books you read
Resources from this episode:
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Physician-turned entrepreneur: The recipe for rescuing healthcare
Why do so few medical professionals start companies to address the problems that bother them in the industry? Preston Alexander says it has more to do with mindset than ability.
Preston is a healthcare entrepreneur, helping doctors and nurses take more ownership of the business side of healthcare. He helps build companies to address the healthcare crisis in the US by making it more accessible and affordable, aiming to tackle the issues in a system he sees as unsustainable.
In this episode, Preston shares the insight he’s gained working with medical experts, and why these people are much more capable than they think at starting successful medical companies.
What we discuss in the episode:
- Why physicians underestimate their ability to launch a successful medical business
- Why they overestimate the risk involved in starting such a venture
- How to find the right communities and mentors to bridge the gap between dreamy ambitions and reality
- Why medical entrepreneurship is necessary to fix the unsustainable healthcare system
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Arming decision makers with the right data to close deals
Struggling to make sense of a mess of customer data in your sales process?
At S2N Health (a strategic services and software provider to healthcare technology innovators), Director of Marketing Haley Wolosehn, and cofounder Amy Siegel want to fix this.
S2N developed RepSignal, an AI-powered sales intelligence tool. Selling med tech devices is a complex process, but S2N believes it’s much easier when you can listen more effectively to your potential customers, ask better questions, and understand their specific pain points. In this episode, Amy and Haley share how RepSignal allows sellers to reach more key decisions makers and arm themselves with the data that’s most useful when selling to each unique customer.
Listen to learn:
- How high-quality data helps close more deals
- How to avoid missing key decision makers when selling at a hospital
- How to ask smarter questions to uncover pain points faster
- Why learning to listen better is essential to boosting close rates
- How your team might be underutilizing the software platforms you’re using, leading to frustration and wasted time
Resources from this episode:
- Request a Demo of RepSignal and mention the Medical Sales Accelerator for a discount!
- Get the free MedTech Talk Tracks for Action
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How to Expand Your Influence and Attract Opportunities with Johnny Caffaro
If you’re scared to begin building your presence on LinkedIn, you’re not alone. But the time is now, says Johnny Caffaro.
A master at brand building and consistency, Johnny has leveraged his medtech and sales expertise, industry presence, and personal brand pillars to generate more than 20,000 connections and dozens of deals and opportunities through social media. In this episode, Johnny shares his recipe for success and lessons he’s learned along the way, plus the importance of consistency for building your influence online.
Listen to learn:
- Why it’s so scary to put yourself out there and how to overcome that fear
- The pillars, cadence and methodology for posting content
- Why content from a person always outperforms content featuring a product
- How to tie your personal content to your company for additional value
- The reason why people think LinkedIn is saturated (it’s not!) and why now is the time to double down
- How you can leverage platforms like LinkedIn to boost success for your surgeon and physician customers
Resources from this episode:
- Caffaro Shoes
- Get the free MedTech Talk Tracks for Action
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