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
An Army Veteran’s Powerful Leadership Advice
Driven leaders strive for excellence and require the same from their teams, but is demand for results void of open communication the most effective way forward? Or is there an approach that promotes organizational success alongside personal growth?
In this episode, sponsored by Alpha Sophia, Jevon Wooden, an ICF-certified coach, business consultant, speaker, author, and army veteran, joins us to discuss the transformative power of empathy in leadership. Drawing parallels between military leadership and corporate environments, he emphasizes the need for leaders to listen, support, and create psychologically safe spaces for their teams to thrive.
What we discuss in the episode:
- The importance of empathy and collaboration in driving teams toward success
- The impact of empathetic leadership on morale, productivity, and overall team performance
- Actionable strategies for leaders to enhance empathetic skills
- Real-life examples emphasizing the value of self-awareness and continuous improvement
Resources from this episode:
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MedTech Marketing Blunders: Tales from the Industry Trenches
Sales and marketing are supposed to collaborate in the pursuit of a shared goal. But there are many tales of lacking respect in the industry. Salespeople grind daily only to have marketers change the narrative around how to close more deals. So how can MedTech companies unleash a more collaborative approach that generates more revenue?
In this week’s episode, sponsored by Alpha Sophia, Omar Khateeb returns for a third time to challenge the status quo in the MedTech industry. During the interview, we dissect the disconnect between sales and marketing and invite professionals to explore new strategies for commercialization and product adoption in the modern era. We also discuss the unique challenges of behavior change and the importance of setting realistic expectations.
Tune in for more on:
- The dynamic between sales and marketing in MedTech
- The power of dynamic and engaging content through digital channels
- The significance of qualitative wins
- Industry-wide reluctance to embrace new strategies
- How to overcome the challenges associated with behavior change
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Episode 13
- Episode 14
- Episode 87
- Episode 119
- The State of MedTech
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Unlocking Growth: The Digital Marketing Revolution in MedTech
Artificial intelligence has been around much longer than people realize. However, as early adoption meets mass adoption, why is the medical device industry still hesitant here? Perhaps the industry requires an outsider’s perspective to revolutionize how we operate.
In this week’s episode, sponsored by Alpha Sophia, cofounder and CEO of Cite Medical Solutions, Ethan Drower, joins us to share his journey from software engineering to addressing regulatory issues in the device world. We also talk about the untapped opportunities for AI in improving sales effectiveness, the industry’s reluctance to embrace new technologies, and the challenges faced by both large and small medical device companies.
What we discuss in the episode:
- The tendency to resist the adoption of new tech innovation in the industry
- The need for innovation in compliance, sales, and marketing strategies
- Opportunities for AI to help improve sales effectiveness
- Effective sales strategies through practiced empathy
- Changing expectations around AI
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Unlocking the Secrets to Strategic Talent Management in Healthcare
Finding highly qualified candidates with impressive experience can be exciting for a growing practice. But hiring the wrong person can be costly. So how can MedTech companies optimize hiring practices to ensure alignment and success from start to finish?
In this week’s episode, sponsored by Alpha Sophia, we met with Darwin Shurig, founder and CEO of Shurig Solutions, to learn more about the potential pitfalls of treating talent acquisition as a transactional process. We also discuss the importance of emotional intelligence, leadership qualities, and aligning personal values with the company’s mission and vision, as well as the impact of strategic talent management on patient outcomes, access, and cost savings.
Listen to hear about:
- How companies can move beyond transactional approaches in the hiring process
- The importance of mission and vision alignment during interviews
- The power of emotional intelligence
- How to use AI, efficiency, and detailed assessments to identify the right candidates
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Encore: A Physician’s Perspective on Selling to Doctors with Dr. Qasim Butt
What do physicians really think of medical device? We’ve discussed this very question and more with previous guest, Dr. Qasim Butt. He’s an interventional nephrologist, medical consultant & advisor, and founder of Your Kidneys Your Health.
In this encore episode, sponsored by Alpha Sophia, Dr. Butt reveals how medical device reps should approach the changing landscape. We also cover blind spots that create skepticism in physicians, social media secrets that can help you level up your game, and how the human element is still most likely to create a connection that leads to a deal.
Join us for more on:
- How depth and storytelling can boost sales
- Why it’s important to identify the right person to talk to in every office
- How to utilize social media to create more opportunities
- Making the most of a ten-minute conversation
- Taking the time to learn and understand how everything works
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Encore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior
Physicians can’t be expected to know everything while they’re tirelessly doing what they trained their whole lives to do – save lives. That’s where world-renowned researcher Brent Adamson, co-author of bestselling books The Challenger Sale and The Challenger Customer, comes in.
In this encore episode, sponsored by Alpha Sophia, Brent shares how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that every customer struggles with.
Join us for more on:
- How sales reps can differentiate themselves by providing more clarity
- How to provide customers with the confidence to make decisions
- Buying group alignment and how it impacts sales
- The dimensions of struggle for customers and how to overcome them
- Knowing a customer’s business better than they do
Resources from this episode:
- Get the free MedTech Talk Tracks for Action
- Alpha Sophia
- Brent’s Breakdown
- Customer Value Community
- Challenger Sale
- Challenger Customer
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