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
Neurosurgeon Dr. Betsy Grunch Helps You Level Up Your Conversational Finesse
It’s no secret surgeons don’t like being told what to do—so how do you get them to think that adopting a new approach was their idea? For a fresh perspective, we sat down with Dr. Betsy Grunch, a board-certified neurosurgeon who was recently named to Georgia Trend’s Top Doctors List for the third year in a row. Join us as Dr. Grunch shares why she’s glad to see the practice of “accosting [docs] at the scrub sink” fading, the real reasons why some of her colleagues shy away from paradigm-shifting procedures for SI joint pain, her ingenious use of social media, and the behaviors that separate cringeworthy reps from trustworthy partners.
In this episode, you’ll learn:
- How to distinguish staunch nonbelievers from curious would-be converts
- How to tailor your approach to fit each surgeon’s unique style
- Why you need to understand which patient types irritate your customer the most
- The impact of presenting case studies on social media
Plus, we explore the importance of humanizing providers in your outreach.
Resources from this episode:
- Download the Behavior Change Blueprint
- Follow Dr. Grunch on IG
- Follow Dr. Grunch on FB
- Follow Dr. Grunch on TikTok
Social Media:
Encore Episode: A Urologist’s Advice to MedTech (Be Intentional, Steward Your Brand, and Enhance Workflows)
We’re going back to the archives again—this time, for some constructive criticism from a top urologic surgeon. Would someone like Dr. Jamin Brahmbhatt see you as a competent partner… or a pestering distraction? The distinction is earned, and Dr. Brahmbhatt doesn’t give an inch to amateurism. Join us as he discusses the importance of first learning (then enhancing) an office’s workflow, who really makes key decisions in a practice, and why your poker face isn’t as impenetrable as you think.
In this episode, you’ll learn:
- Why talking crap about competitors tanks your credibility
- How to get your foot in the door by owning the small things
- Why docs won’t trust you if you don’t put brand image before quotas
- Basics doctors expect you to know about the way they practice medicine
Resources from this episode:
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Encore Episode: Dr. Vinod Dasa Shares Advice Every MedTech Rep Needs to Hear
Our conversation with Dr. Vinod Dasa remains one of our most popular through 80 episodes so far—and for good reason. In just 35 minutes, the orthopaedic surgeon and co-founder of Doc Social paints a crystal-clear picture of the healthcare industry’s accelerated shift toward value-based care, perfectly hitting on how MedTech reps should be evolving alongside it. Join us as we revisit Dr. Dasa’s blueprint for becoming a stronger consultative partner to the modern physician, who now carries a bigger target on their back than ever before.
In this episode, you’ll learn:
- Why the industry has done a 180 on how we view patient care
- How physician incentives have changed and why that should influence your sales strategy
- Ways you can make your physician customers better through coaching and consultation
- The sales rep behaviors that need to change immediately
Plus, we dive into some MedTech sales do’s and don’ts as told from the unique physician perspective.
No One Can Blaze the Trail for You: Dr. Scott Sigman’s Plea for MedTech to Think Differently
Scrub sink time has been reduced, meeting attendance is probably 25% of what it used to be, and ROI at a booth is less attractive—so what are you doing differently? That question is not only relevant for reps, either—Dr. Scott Sigman is one of many providers pioneering a new approach with fascinating implications for MedTech. The opioid-sparing orthopaedic surgeon is host of the Ortho Show podcast and chief medical officer for OrthoLazer, whose proven laser therapy has zapped the status quo for pain relief treatment. Join us as Dr. Sigman offers real-life examples of how to organically plug into a KPO’s online ‘ecosystem’ and explains why OrthoLazer’s unique franchise ownership model may have some enterprising reps drooling.
In this episode, you’ll learn:
- How to incorporate simple apps like Vidyard for more effective outreach
- Why you’ll never succeed unless you play to your own strengths
- The No. 1 fear preventing patients from scheduling a doctor’s visit
- Why bombarding a doc’s DM isn’t a “digital strategy”
Plus, we explore laser therapy’s journey through red tape and skepticism to become a widely praised treatment option.
Resources from this episode:
- Download the Behavior Change Blueprint
- Check Out OrthoLazer
- Listen to the Ortho Show
- Connect with Ryan Mooney
Social Media:
Leadership Anchored in Belief: A Blueprint for Building Morale and Protecting Culture
“Do as I say, not as I do” — this poor excuse for leadership doesn’t cut it when you’re asking soldiers to saddle up for a 20-mile road march with 60 pounds on their backs. It’s also an insidious morale-killer for any medical device sales team, and Larry Anderson knows a thing or two about leading in both worlds. In addition to being VP of commercial and strategic initiatives at BG Medical with 20 years of industry experience, he’s a U.S. Army veteran captain in the 101st Airborne division. Join us as shares his process for divorcing ego from leadership, how to create a constructive environment for complaints, and why real leadership is always bigger than titles or job descriptions.
In this episode, you’ll learn:
- Why your team needs a better outlet for venting frustrations
- What is meant by the mantra, “leadership is rooted in belief”
- How leadership and mentorship go hand in hand
- Why you support the people who report to you—and not the other way around
Plus, we dig into examples of new leaders inheriting messes and turning them into triumphs.
Resources from this episode:
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The Pandora’s Box of Patient-Driven Testing: Why Diagnostics Will Never Be the Same
Ever had to wait five days for a test result, only for it to reveal that (shocker) you need further testing? It didn’t take two years of COVID to see that diagnostics was ripe for disruption. Patients want on-site testing and OTC kits, and large market forces—namely Amazon and Wal-Mart—are now pushing the industry in that direction. Jeremy Stackawitz is the CEO of Senzo, a company helping reshape the industry with modern diagnostic systems that are fast, accurate, and mobile. Join us as he discusses toaster-sized devices capable of running a wide variety of different tests, the catch 22 of growing antibiotic resistance, the race to establish brand recognition among consumers, and more.
In this episode, you’ll learn:
- How sluggish diagnostic processes negatively impact outcomes
- Why the barrier to entry is so high for this industry
- How greater patient-provider participation strengthens the placebo effect
- The critical messaging that most diagnostics companies are missing right now
Plus, we explore the tricky business of “miniaturizing” everything while maximizing performance.
Resources from this episode:
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