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
The Shifting MedTech Market: Surviving Budget Cuts, Sudden Insurance Changes, & More
There are a lot of macroeconomic events unfolding right now, and they’re affecting budgets at MedTech companies across the country. How are those budget changes impacting execution in the field? We’ve gotten several requests to discuss multiple concerns that are hitting the market—questions like, “What if budget cuts mean I’m no longer able to do lunches?” From navigating sudden insurance changes to hitting quotas with less resources at your disposal, we’ll walk you through the minefield that is today’s medical device sales market and focus on the proven tactics that will see you through turbulent times.
In this episode, you’ll learn:
- How to stop being paralyzed by ‘what if’s and start building what’s next
- The power of being transparent with providers about budget cuts (i.e., no more free lunches)
- Simple mindset exercises to help you avoid the trap of victimhood
- How to tactfully remind providers of what’s at stake and ask: “Can you afford not to try this?”
Plus, we explore other ways to do more with less and come out on top.
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Why You Have to “Fire Yourself” to Light a New Fire & Conquer Your Next Quota
You crushed it last quarter—yet another quota calling for double-digit growth is already breathing down your neck, and it doesn’t care about special circumstances. So how do you outdo yourself…again? Take heart, says 20-year medical sales veteran Frank Bailey. By reverse-engineering your sales goal and strategically “saving some for the sequel,” you can rack up short-term wins and give your future self a head start. Join us as Frank explains the liberating process of “firing” (then “rehiring”) yourself to stay at the top of your game.
In this episode, you’ll learn:
- Why complexity is the enemy of execution
- How to break down even the loftiest quota into bite-sized ‘buckets’
- The power of a simple mantra: “Protect the patient, protect the doctor, protect the company”
- How to add personal touches without overcommunicating
Plus, we explore ways to knock out your quota early and use the extra time to build up for next year.
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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
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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.
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