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
When Clinics Can’t Keep Up: The MedTech Bottleneck No One Talks About
Breaking into the medical device market is hard enough, but what happens when patient demand for your product far exceeds what clinics can deliver? For many MedTech companies, this bottleneck quietly stalls growth, even when the device works brilliantly and patients are eager to use it.
In this week’s episode, sponsored by Physician Growth Accelerator, we talk with Sahil Diwan, co-founder and CEO of SafKan Health, the company behind OtoSet, the world’s first automated ear-cleaning headphones and the only FDA-cleared earwax removal device that works in just 30 seconds. Sahil reveals why most medical device companies don’t do enough direct-to-consumer marketing, how patient education can unlock untapped market potential, and what it takes to turn an underutilized product into a growth phenomenon.
What we discuss in the episode:
- The surprising scale of the earwax problem—and why it’s often underserved
- How OtoSet went from early clinic adopters to viral social media sensation
- The capacity constraints that limit device utilization in provider settings
- Building a certified clinic network and launching company-owned centers
- Why going direct to the patient can create a powerful growth flywheel
- Lessons for MedTech leaders on marketing, patient education, and market access
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Stop Pitching, Start Diagnosing: MedTech Sales Reimagined
What if the way you’ve been selling is working against you, and your customer can feel it? In an industry built on outcomes, many MedTech reps still get caught up in pitching features, checking boxes, and pushing for yeses.
In this week’s episode, sponsored by Physician Growth Accelerator, sales coach, author, and founder of Kiinetics, Brendan McAdams shares how shifting from a sales-first mindset to a fit-first mindset changes everything. From running smarter discovery and setting up collaborative problem-solving to wrapping the call with radical clarity, he explains how trust is built not through persuasion, but through partnership. Whether you’re in a startup or a Fortune 500, this episode will challenge how you think about selling—and give you practical tools to do it better.
What we discuss in the episode:
- Why thinking beyond the immediate buyer leads to better customer alignment
- How to run a sales call that builds trust instead of resistance
- The power of curiosity and collaborative problem-solving in MedTech
- Why wrapping up the call with clarity is essential
- The underrated art of “killing the deal” when it’s not the right fit
- Why premature selling can backfire and how to slow down for strategic success
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Pivot or Perish with Bill Facteau
Credibility isn’t what you think it is — it’s not what you believe, it’s what your customers and colleagues experience. And in today’s high-stakes MedTech environment, skipping the small details or ignoring key feedback can quietly erode trust, stall deals, and block innovation.
In this episode, sponsored by Physician Growth Accelerator, we talk with Bill Facteau, President and CEO of Earlens, about how credibility shapes every level of success, from individual sales calls to boardroom pivots. Bill shares lessons from leading multiple MedTech startups, why great products still fail without the right strategy, and how Earlens’ creation of Verona Hearing Centers offers a new model for delivering better hearing care.
What we discuss in the episode:
- Why credibility depends on how others perceive you, not how you see yourself
- The overlooked role of preparation and discipline in winning (or losing) sales trust
- How feedback loops between sales and leadership drive better pivots and strategies
- Why even world-class MedTech products fail without the right business model and market fit
- Lessons from Earlens’ creation of Verona Hearing Centers and how they reshaped hearing care delivery
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Revolutionizing Skin Cancer Detection: A Conversation with Cody Simmons
Navigating the intricate landscape of medical technology often involves overcoming substantial challenges, not just in device innovation but also in ensuring successful integration into healthcare systems. One significant hurdle is the adoption of new technologies by general practitioners, who require tools that are both effective and easy to integrate into their existing workflows without the complexities of specialist equipment.
In this week’s episode, sponsored by Physician Growth Accelerator, we are joined by Cody Simmons, co-founder and CEO of DermaSensor. Cody discusses DermaSensor, a revolutionary device that simplifies skin cancer detection, enabling general practitioners to diagnose with the accuracy of dermatologists. We delve into the story of DermaSensor, from its initial conception to achieving FDA clearance and the challenges faced in bringing this innovative technology to market.
What we discuss in the episode:
- The development of DermaSensor and its impact on simplifying skin cancer detection for non-specialists.
- The barriers to technology adoption in healthcare, particularly issues around reimbursement and system integration.
- Strategies employed by DermaSensor to navigate regulatory hurdles and market challenges.
- Real-world benefits of the device in improving diagnostic accuracy and reducing healthcare inefficiencies.
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Rethinking Co-Marketing: The Critical Steps You’re Overlooking
Are your sales and marketing teams aligned—or are they unintentionally sabotaging each other? The tension between market development initiatives and protective sales teams can derail even the best medical device strategies, leaving practices skeptical and patients underserved. Identifying the right approach isn’t just critical—it’s transformative.
In this episode, sponsored by Physician Growth Accelerator, we talk with Aryn Peled, Managing Director at TrackableMed. Aryn draws from her extensive experience in market development and sales to unpack how successful co-marketing bridges the gap between medtech companies and healthcare practices. She reveals the pitfalls of poorly executed co-marketing programs, strategies to identify ideal physician partners, and why effective onboarding can amplify patient trust and practice success.
What we discuss in the episode:
- Why your top-performing practices might actually be the worst candidates for co-marketing
- How compliance and clear goal-setting are crucial for successful marketing collaborations
- Strategies to uncover deeper insights into customer practices through co-marketing discussions
- Leveraging psychological principles like commitment bias to increase practice engagement
- Practical approaches for seamlessly integrating co-marketing into your med tech sales arsenal
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Why Your Medical Device Isn’t Selling: Insights from Chris Hanna
Breaking into the medical device market is more complex than just having an innovative product. The real challenge lies in understanding and navigating the intricate business landscape of healthcare. That’s why we’re diving into the crucial aspects of medical device commercialization, uncovering the common misconceptions that many innovators face, such as the idea that a great product will automatically find its market.
In this week’s episode, sponsored by Physician Growth Accelerator, we sat down with Chris Hanna, founder and CEO of Walnut Hill Medical, who brings his extensive experience in guiding medical device companies through the commercialization process in the United States. Chris sheds light on the importance of aligning product development with market needs, crafting effective business strategies, and partnering strategically with healthcare providers. We discuss the critical elements that determine whether a medical device will succeed or falter in the competitive healthcare market.
What we discuss in the episode:
- The importance of viewing healthcare as a business and understanding its financial dynamics
- Strategies for medical device companies to effectively commercialize their innovations
- The role of comprehensive business planning in securing investment and market entry
- Insights into the collaboration between engineers, healthcare professionals, and business developers to ensure product viability
- The impact of regulatory and reimbursement challenges on the commercial success of medical devices
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