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
Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private
If you’re not directly providing value to physicians, then you’re directly adding to their stress levels. Don’t believe us? We invited Dr. Sandra Weitz to take you inside the decision-making process of a private practice and ASC owner. As a champion for physician independence who runs masterclasses on practice building, Dr. Weitz doesn’t have time for ‘number chasers’ who make her feel used. Join us as she offers a plethora of evidence that positive patient outcomes create sustainable, long-term business for reps. Plus, hear some of her jaw-dropping experiences with reps who… didn’t understand the assignment.
In this episode, you’ll learn:
- Why reps should know how each doc defines “value add” differently
- What it means to resist the ‘short-term win’ and avoid resentment
- Why Apple never produces cocky commercials
- How to go beyond the brochure (free samples, indigent programs, etc.)
Plus, we explore why most reps tend to underestimate their ability to impact a practice.
A Surgeon’s Advice to MedTech: Be Intentional, Steward Your Brand, and Enhance Workflows
Like most docs, urologic surgeon Dr. Jamin Brahmbhatt only takes reps as seriously as they present themselves. Walk into his office with wrinkled scrubs, little to no research on your competitors, and a callous attitude toward his staff, and you’ll get schooled—that is, if he agrees to see you at all. We welcomed Dr. Brahmbhatt to the show to share constructive critiques of today’s MedTech reps and explain what it takes for them to earn the title of ‘partner.’ Join us as we discuss 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
- Why simple forethought is always your strongest competitive advantage
Plus, Dr. Brahmbhatt’s explains the issue with some reps’ unauthorized name-dropping habit.
Owning Your MedTech Career with Samuel Adeyinka
Selective language is everything in sales—so why are you so careless with your self-talk? Some may think personalized coaching offers little more than woo-woo terminology and fuzzy feelings… but when Samuel Adeyinka dug deep and began questioning limiting beliefs in every arena of his life, his MedTech career accelerated rapidly. We caught up with Samuel, who founded his own full-service media and training company, “Evolve Your Success,” to discuss why all professional triumphs are anchored in personal growth. Join us for our richest discussion about mindset yet—it may have you reconsidering what you truly want out of your MedTech career, why you want it, and how to go about getting it.
In this episode, you’ll learn:
- What it means to “show up for yourself” every day
- Why it might be time to redefine what success means to you
- How the best of the best continue to perform professionally amid personal setbacks
- Why reps shouldn’t fear sharing their real motivations with hiring managers
- How to manage the sometimes-intimidating freedom of today’s social media branding
Plus, we explore the importance of drawing upon formative past experiences.
Showing Physician Partners What’s Possible with Better Banking
Should a father, husband, and physician charged with the care of critically ill patients have to ask “an adult” to co-sign on a $2,000 personal loan? Of course not. Yet that’s the message Michael Jerkins, MD, M.Ed, kept hearing from banks during his residency—and his frustrations became the fuel for co-founding Panacea Financial. We sat down with Michael to learn how his “bank built for doctors, by doctors” does things differently. Join us as we discuss the overlooked financial stresses of transitioning from med school to residency and beyond, financial options that can help junior partners buy into a practice, and smarter ways to consolidate student loan and credit card debt.
In this episode, you’ll learn:
- Valuable lending insights to pass along to customers
- The “learned helpless” that’s holding docs back financially
- How physicians can finance a practice buy-in without liens
- The biggest financial barriers at each stage of a physician’s care
Plus, we dig into why personal relationships—not balance sheets—should drive banking.
How to Be the Most Hirable Rep in the Room: Elevating Professionalism, Seizing Opportunity
What does it take to get noticed by the biggest names in MedTech in 2022? Whether you’re after compensation that’s commensurate with your skillset or simply crave a more adventurous role, you’ll need get inside the minds of hiring managers. Luckily, that’s exactly where premier MedTech recruiter David Bagga spends a ton of his time. We sat down with the author of “A Millennial’s Guide to Breaking into Medical Device Sales” to find the pulse of the job market and discuss pandemic-era trends. Join us as we explore the surprising reason why start-ups are the most requested placement among candidates right now, the kind of candidate that today’s hiring managers never want to see, and some deal-breaking social media faux pas to avoid.
In this episode, you’ll learn:
- Strategies for better utilizing your LinkedIn network
- Why David avoids placing candidates in aesthetic jobs
- The top 5 things that cause reps to look for greener pastures
- Why everyone has a brand now, for better or worse (and how to manage yours)
- The truth behind expensive MedTech skill courses that promise you a job
Plus, we define the ‘curse of knowledge’—and why you need to break it to land a better role.
6 Key Medical Sales Insights to Move the Needle in 2022
You’re out there grinding in the trenches—you don’t always have time to sift a show’s 60+ episodes to find the hardest-hitting sales insights. That’s why we condensed six pearls of medical sales wisdom across six different episodes to help you move the needle. The goal for 2022 is simple: listen, apply, improve. While some of these concepts may seem straightforward enough, putting them into practice and upping your game is anything but. Join us to hear a recap of discussions with Trent Campbell, Garrett Watson, Dustin Poole, Jacob McLaughlin, and Thomas Buchanan.
In this episode, you’ll learn:
- Why you need to stop winning and losing on price
- What it means to own criticisms and respond with empathy
- Why it pays to shift your mindset away from sales (and toward education)
- What it looks like to embrace failure and build from it
- How to leverage technology to stay top of mind
Plus, we explore the modern rep’s responsibility to empower the patient.
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