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
Encore Episode: Are You a ‘Toxic’ Rep? Key Insights to Stop Hurting and Start Helping Private Practices
If you’re not directly providing value to physicians, then you’re directly adding to their stress level. Don’t believe us? We interviewed Dr. Sandra Weitz (aka “The Practice Building MD”) in early 2022 to take you inside the decision-making process of a private practice and ASC owner. That episode continues to sit at the top of the charts for good reason. Join us as she offers example after example of why a focus on positive patient outcomes will create sustainable, long-term business for reps.
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 boastful 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.
Resources from this episode:
• Download the Behavior Change Blueprint • Check Out Dr. Weitz’s Website • Explore Dr. Weitz’s Podcast
Social media:
• Connect with Dr. Weitz on LinkedIn • Connect with Zed on LinkedIn • Connect with Clark on LinkedIn
Encore Episode: Techniques for More Authentic Communication
Why does talking with your hands put people at ease? What is a ‘blocking behavior,’ and why is it usually a signal that you should ask more questions? Last year, we interviewed communications expert and Authentic Influence Group CEO Shelly O’Donovan about the power of body language, tone, and micro-expressions. That episode quickly rose to the top as one of the favorites among our listeners—and for good reason. Take a listen and learn how you can recognize dozens of subtle, largely subconscious human behaviors to secure buy-in, preserve trust, and ultimately drive business.
In this episode, you’ll learn:
- How to wean yourself off ‘blocking behaviors’ that can stunt dialogue
- What your suprasternal notch is, and how it releases hormones that help you calm down
- Why handshakes are worth at least 3 hours of quality facetime
- How your smart phone can inhibit an in-person conversation—even when you’re not using it
Plus, we talk about where (and when) you should be directing your eyes while speaking over Zoom calls.
Resources from this episode:
• Download the Behavior Change Blueprint • Check Out Authentic Influence Group • Study Ekman’s ‘Micro Expressions’
Social Media:
• Connect with Shelly on LinkedIn • Connect with Zed on LinkedIn • Connect with Clark on LinkedIn
Who’s Going to Tell Docs Old-Fashioned Spine Procedures Are Dead
“Old-fashioned spine surgery is dead—it just hasn’t been told yet.” That’s a bold statement, but if anyone’s qualified to make it, it’s Dr. Hamid Abassi. He’s chief medical officer at Inspired Spine, a board-certified neurosurgeon, and an internationally recognized expert in minimally invasive spinal surgery. Dr. Abasi is also one of the most experienced surgeons to perform the OBL lateral lumbar inner body fusion procedure, and the only surgeon currently performing minimally invasive thoracic inner body fusion. Join us as he explains how modern medicine’s tendency to “play it safe” can sometimes harm (or at least severely limit) patients, and what it will take for “game-changing” procedures to supplant outdated ones.
In this episode, you’ll learn:
- Stats proving Dr. Abassi’s claim that “having a spine problem is part of being human”
- Why Dr. Abassi likens the discs in our spines to tires on a car
- Lessons from one of Dr. Abassi’s hero, Nobel Prize-winner Barry Marshall
- The type of red tape that’s most restrictive to innovative surgeons in 2022
Plus, we explore MedTech’s role in spine’s patient-driven revolution
Resources from this episode:
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Neurosurgeon Dr. Mohamed Draz on How Reps Can Balance Empathy with Expertise
People do business with people—but once you get through the door, you better know your product and be ready to field a variety of questions. Dr. Mohamed Draz, senior clinical fellow in neurosurgery at NHS Scotland, rarely sees reps who can balance disarming interpersonal skills with commanding expertise. Join us as Dr. Draz explains why the often-overlooked junior surgeon and support staff can hold the key to a rep’s long-term success, and how reps can let their expertise shine by communicating more empathetically.
In this episode, you’ll learn:
- Why Dr. Draz started his popular YouTube channel
- How to break away from the ‘vomit information and hope something sticks’ approach
- What Dr. Draz means when he says, “The brain can be fixed, but the numbers can’t”
- The importance of ascertaining why someone is asking a particular question
Plus, we talk about how you can control a conversation while still remaining genuine.
Resources from this episode:
Social Media:
They’re Stealing from Your Territory with Digital Persuasion—the Rep of the Future Is Here
Today’s medical device companies produce mind-blowing technology that would impress The Jetsons—so why does their marketing seem like it’s no more advanced than The Flintstones? That’s a question which still puzzles Omar Khateeb, founder of media company The State of MedTech. When he first joined the show for Episodes 13 and 14, Omar boldly predicted that the MedTech sales rep of the future would be doing 80% sales, 20% (or even 30%) marketing. With that prediction ringing truer by the day, Omar returns with one simple message: the MedTech marketing revolution is already happening with or without you, but not primarily in the form of paid social, email campaigns, or even SEO—it’s time to think organically.
In this episode, you’ll learn:
- Why physicians are flocking to LinkedIn (not Doximity) in droves
- Reading for interest vs. reading for application
- Why the ‘rep of the future’ invests in books, courses, and other resources
- The limitations of treating sales and marketing as two distinct silos
Plus, we explore why “you will be paid in proportion to the difficulty of the problem you solve.”
Resources from this episode:
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Selling from the ‘Press Box’: Coordinating Clinical, Strategic, & Economic Value Like a Coach
Most reps feel comfortable facilitating the clinical sale, but when it comes to talkin’ business operations with their physician customers, they quickly turn from ‘go-getter’ to ‘procrastinator.’ So how do you address that elephant in the room and unlock deeper trust? Duston Harper has found success by broaching the business sale early and often, recognizing that today’s temporary discomfort plants the seeds for tomorrow’s opportunities. Join us as the VP of business development at SnapNurse shares what it means to “sell from the press box” and attack the sale from all angles with confidence.
In this episode, you’ll learn:
- How Duston’s time in corporate sales for Home Depot gave him an edge in MedTech
- The subtle yet important difference between stress and worry
- Why avoiding business side discussions can often put the sale at greater risk
- How to proactively address a customer’s negative opinion of your company
Plus, Duston shares his most practical tips for broaching difficult subjects with customers.
Resources from this episode:
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